About the Client

Marketo is a recognized as a leader in digital marketing by Gartner, Forrester, and Sirius Decisions helping transform customers digital marketing with constant product innovation, a vibrant community of marketers, and a robust partner ecosystem.

Marketo is headquartered in San Mateo, California and was founded in 2006.

Business Challenges

  • Inconsistent Product and Pricing model and Product bundle and guided selling was not accurate
  • Upsell and Renewal Quoting was time consuming as it involves manual intervention
  • Entitllement process was not supporting sold product to a customer
  • Absence of seamless process for Contract and Subscription management
  • No flexibility in creating multi-dimensional quoting in terms of pricing and time, Delays in quote approval due to needed integration with e-signature
  • Quote history not maintained in the system No multiple quote lines item editing with dynamic pricing based on discount, term, quantity
  • Product provisioning was setup incorrectly

Business Requirements

  • Maximize sales by automating pricing, pro-rating, and co-terminating contracts and renewals
  • Automate full billing cycle to meet finance and sales team business needs
  • Enabled feature and solution selling of a Product for different platforms
  • Log all quote interactions for auditing, tracking and compliance with customizable quote templates
  • Integration with e-signature partners
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The Benefits

  • A guided selling process for Reps
  • Decrease in booking errors and increase in productivity
  • Faster, Cost effective and less maintenance platform
  • Scalability and Customizable Architecture to deal with future needs or Technology upgrade

The Solution

  • Enabled robust configuration capabilities and flexible CPQ process with low maintenance
  • Helped customer improve renewal cycle saving time and money during sales deal
  • Increase average deal size results in increased customer satisfaction
  • Eliminate data input errors, reduce overhead, connect systems with reducing number of people required to produce invoices
  • Manage invoicing and subscription billing improving cash-flow