Their Need

The JamF implementation was geared toward a single legacy product, maintaining unscalable and narrowly tailored processes.

• Post-implementation governance was non-existent and both their internal CPQ knowledge and external CPQ support were deficient

• Changes were being made in a silo without consideration for upstream or downstream impacts

 

Our Solution

• Provide direct system team training on CPQ maintenance & administration to improve awareness of core principles and best practices

• Implemented built-in annual price uplifts

• Take a consultative approach and, where necessary, push back to limit customizations that detract from the overall value of CPQ

• Introduce automation that enhances the user experience of CPQ and drastically minimizes the manual effort of the Account Services team in providing deal support and system overrides/workarounds

• Develop a standardized approach to introducing new Products for sale via CPQ that incorporates all end-to-end functional requirements from lead to cash to customer success

 

The Outcome.

• Reduced uncaught errors by > 50%

• Successfully implemented major new product initiatives and incorporated offerings from acquisition

• Resolved dozens of persistent errors & pain points

• Dramatically improved institutional knowledge and governance around CPQ processes & administration