Case Study

Streamlining the Subscription Sales Model to Support Growth

Datastax transformed their subscription management process through a well-configured Salesforce CPQ implementation by Brillio.

About Datastax

DataStax provides data management software to more than 500 customers in over 50 countries. Built on the unique architecture of Apache Cassandra™, DataStax Enterprise is the always-on data platform to the world’s most innovative companies, such as Netflix, Safeway, ING, Adobe, Intuit, and eBay.

Business Challenge

The DataStax sales model is built on a foundation of annual subscriptions, landing and growing accounts through expansion, new product add-ons, and renewals. But their CRM system was not properly configured and heavily customized making it too brittle to support changes in sales strategy to support their growth plans.

Solution

A re-implemented Salesforce incorporated best practices for subscription-based sales with de-duplication rules to match and eliminate duplicate sales leads, and enriched lead data with Inside View and RainKing. The solution supported product configuration, prorated pricing, approvals, and quote generation for new sales, add-on sales, renewals, and multi-year deals.

The seamless and automated process replaced the manual, spreadsheet-based process for real time, accurate data for forecasting, along with improved lead data quality and sales pipeline confidence, resulting in higher user adoption with increased trust and flexibility to meet sales processes.

Benefits and Business Impact

  • Generated fast, accurate quotes and pricing for all deal scenarios
  • Streamlined approvals and rapid quote turn around with reduced re-approvals
  • Built accurate renewals book of business
“They helped us focus on our lead-to-order sales process and developed an elegant Salesforce CRM that provides us with up-to-date and accurate information on our sales pipeline and flexible to support our growth strategy. Their understanding of the subscription-based business was a true differentiator and informed their implementation of our platform.“

- Senior Director, IT

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