Gordian a Fortive Company

aMind transforms Gordian’s Quote to Cash processes leveraging Salesforce CPQ & Billing

Replaces Zuora Quotes and Billing with SF CPQ & Billing for multi-channel enablement across Sales & Customer e-commerce.

Gordian | Fortive Success PDF

Transforming Businesses Around the World Through CPQ & Billing Since 2005



Background


Industry: Technology – construction/facilities management
Headquarters: Greenville, SC.
Founded: 1990
Ownership: Public (a Fortive Company), NYSE: FTV
Salesforce CPQ and Salesforce Billing

Business Challenges


  • Growth through acquisitions resulted in multiple software systems serving clients across channels. This increased maintenance costs, impeded business processes, no 360-degree view of customer, and caused business inflexibility.
  • Inflexible legacy back office tools created friction in ordering processes, hampering growth and customer satisfaction.
  • Requires complete IT transformation — lacking platform and strategy.
  • Unable to provide customers with self-service/poor online storefront experience increased cost of sales. 
  • Quote and configuration errors don’t surface until provisioning.

Project


aMind put in place an IT transformation strategy to upgrade Gordian’s quote-to-cash technology stack to support the customer storefront and inside sales channels for Gordian’s estimating business. The project will roll out in phases. Phase 1 includes:

  • Replace Zuora Quotes & Zuora Billing with Salesforce CPQ & Billing
  • Rollout a new eCommerce tool for self-service ordering (Magento)
  • Deliver a solution for Customer Master Data Management (Boomi)

Upgrade Quote-to-cash Technology Stack

  • By moving quoting to Salesforce, Remind eliminated the time it takes for sales to manually input Opportunities and Quotes, and reduced errors.
  • Retired legacy systems Zuora and decommissioned legacy order management system.

Optimize the Customer Experience for Self-service Ordering 

  • Delivered a revamped online storefront experience to customers in advance of Gordian’s “busy season” for the ordering of estimating products.
  • Drive a larger percentage of orders through the online storefront vs. inside sales.

Reduced Friction in the Customer’s Quote/Order/Purchase Process

  • Establish an accurate customer view in the Salesforce front office to drive the right inside sales activities.
  • Put amendments and renewals in the hands of sales reps working in Salesforce, vs. having to route those processes through a separate billing cloud.
  • Adopted flexible patterns for product bundling, pricing and usage-based models.
  • Eliminated quoting and configuration errors that didn’t surface until provisioning.

Salesforce CPQ & Salesforce Billing

Modules and Features


Salesforce CPQ

Quotes & Orders
Contracts & Subscriptions
Advanced Approvals – Quotes
Quote Templates


Salesforce Billing

Invoices & Credit Notes
Electronic Payments & Refunds

Salesforce Extensions

Automated / “touchless” subscription renewals.
Framework for Salesforce integration best practices using declarative “notify and callback” pattern without code.
Heavy use and leverage of Dell Boomi AtomSphere.
Framework for Marketing-controlled effectivity for Sales Promotions.
Framework for customer-facing and internal notifications based on billing-related events.
Automated conversion and migration of historical Zuora subscription data into CPQ/Billing.

Integration

Magento
Boomi
NetSuite


Countries

North America

Channels

Inside sales representatives
Customer self-service
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