How Sales Time to Quote dropped by 80%

Treasure Data

What They Earned

Treasure Data is the leading customer data platform (CDP) for global enterprises. They help the world's largest companies unify their customer data across the organization to improve campaign performance, achieve operational efficiency, and drive business value with connected customer experiences.

Their global sales team needed to simplify how they sold and give new and recurring customers more reasons to choose them. By working with DoubleTrack's lead-to-cash experts, they reduced time-to-quote by 80% and reps had 96% less pricing templates to work through each quote.

We have retained DoubleTrack and work with them on all kinds of various projects because they are excellent. We treat them like part of our own team now.

– Sr. Director, Revenue Operations

How'd They Earn Faster Quoting?

Treasure Data had used a CPQ tool previously, but it struggled to keep up with new product bundles and recurring agreements. Reps took longer to get sales quotes out the door; at best, this slowed cash flow, but at worst it gave prospects a bad impression and led to more closed-lost opportunities.

Revenue targets were at stake, but manual processes piecing gaps together couldn't scale - and introduced more errors.

The tool itself wasn't built for their complexity, but how they did business meant no tool could solve everything.

Starting with their revenue architecture, we designed a system around how sales and finance knew selling should operate for reps and customers. This included automating quote creation, pricing logic, and centralizing customer data across teams while getting rid of anything that wasn't necessary.

Deal margin was a focus, so building in logic around this to approval processes was a must.

These requirements pointed to Salesforce Revenue Cloud as the best-fit platform, especially around their tech stack and integrations to NetSuite, JIRA, and AWS and need for quoting in five currencies. We implemented Revenue Cloud, including training reps and finance how to use their updated quote-to-cash system.

Once live, Treasure Data continued improving with managed services for strategic build plans that helped sales keep improving.

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The Key: Embracing a data-first approach

Instead of starting with a tool, Treasure Data wisely stepped back and asked questions like "what business outcome do we need to make happen here?" and "what processes help / hurt us today?"

This allowed a platform-agnostic approach and kept focus on the business instead of trying to pigeonhole their needs into what a vendor offered.