About the Client

Illumio is an American business data center and Cloud computing security company. Organizations such as Morgan Stanley, BNP Paribas, Salesforce, and Oracle NetSuite use Illumio to reduce cyber risk, protect the crown jewel applications, achieve regulatory compliance, securely migrate applications to the cloud, and to overcome all sorts of other data center and cloud security challenges. Illumio is privately held and headquartered in Sunnyvale, California. The company was founded in 2013

Business Challenges

  • Account ownership based on territory was not being captured effectively
  • Account records have duplicate data with the same contact details
  • Time consuming discount-based approval
  • No custom block pricing in salesforce
  • Contract Management for Amendment and Renewals
  • No auto recommendation of product
  • Configuring desired products from all products in system is time consuming
  • Opportunity forecasting and capturing ACV on opportunity not automated
  • No clear differentiation between renewal opportunity and upsell opportunity
  • Manual Region/Country based security model
  • Organization Role Hierarchy not aligned with Region and Country model

Business Requirements

  • Lead-to-Cash implementation for multiple sales processes
  • Implementation of Account Master Planning
  • Implementing Territory Management 2.0 based on Geo and Region
  • Streamlining of define set of Product Structure for multiple Selling Scenarios
  • Recommendation of products based on product family with multiple set of conditions
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