REMIND

aMind Implements Salesforce CPQ at Remind

Replaces Zuora Quotes with fully-automated website-lead-to-quote within Salesforce CPQ. Eliminates sales quoting inefficiencies, shortens time to close, and boosts management reports and customer satisfaction.

Remind Success PDF

Transforming Businesses Around the World Through CPQ & Billing Since 2005



Background


Industry: Education Technology
Headquarters: San Francisco, California
Founded: 2011 – 20 million monthly users. Used by 50% of U.S. public schools.
Salesforce CPQ

Challenges


Business

  • Rapidly growing startup outgrows Zuora Quotes. Requires a quoting solution that scales with the business and supports paid features, such as subscriptions.
  • Time-consuming and error-prone manual sales process and workarounds extended the time to develop quotes, and led to errors.
  • Requires a single source of revenue recognition data for Finance billing and reporting.
  • Management lacked visibility to KPIs needed for optimal decision making.
  • Support integration to  Docusign, Marketo, Outreach.
  • Integrate with website to support self-serve as well as the sales-driven process.

Technical

  • Two separate systematic Sales flows resulted in the creation of different quote object records, which did not provide for a streamlined way to track Quotes or report on metrics such as total Closed/Won Opportunities, Account Churn, ARR etc.
  • Existing Zuora Quotes system did not prorate pricing, requiring sales to manually calculate prices.
  • Every Remind subscription product required its own individual SKU in the product catalog.
  • Used static text fields that had to be checked, easy to miss.

Results

Reduced Inefficiencies and Manual Workarounds

Sales teams sell more efficiently to customers.

Reduced the time to close opportunities.

New customers are on-boarded more efficiently.

Improved SKU management.

Supports more non-standard contract terms to suit customer needs.

Provides more robust reporting and analytics capabilities to track revenue and other key management metrics.

Enhanced Employee Efficiency

Improved Management
Streamlined sales process by replacing Zuroa Quotes and SaaS Optics, with Salesforce CPQ and Salesforce Billing. Fewer systems to oversee, train, reconcile and support.

Enhanced Reporting
Streamlined reporting in Salesforce for ARR, churn, forecasting, etc.

Seamless Sales Process
A lot of processes that were followed involved manual intervention. That has been almost totally eliminated, with the exception of certain types of website self-service quotes.  


Reduced Time to Quote
The right products, pricing, controls for discounting and generation of forms are all streamlined in Salesforce CPQ.

Standardized Pricing and Discounting

Reduced SKU Proliferation
aMind cleaned up and simplified Remind’s product catalog. Originally every combination (30+) of Remind subscription products required its own individual SKU in the Product Catalog. By leveraging a Bundle Product with Product Options, aMind reduced subscription products to 5 SKUs in the Product Catalog.


Increased Profitability

Improved Sales
Increased sales productivity, quality and throughput of sales outputs and reduced manual processes. Remind is now able to serve more customers with a better buying and renewal process.

Reduced Time to Quote
The right products, pricing, controls for discounting and generation of forms are all streamlined in Salesforce CPQ. This leads to shorter sales cycles and faster revenue recognition. 

Slashed Quote Preparation Time
By moving quoting to Salesforce, Remind eliminated the time it takes for sales to manually input Opportunities and Quotes, and reduced errors. 

Improved Quote Accuracy 
Reduced discounting and approval errors, previously managed through email.


Accurate and Timely Product Discounting
The ability to discount and get pricing is significantly  improved. CPQ processes are now driving discounts, instead of manual calculations to an eighth decimal place.

Automated Product Renewals
Each renewable product is on the subscription, as opposed to a variation of each SKU for all of their product combinations.

Increased Customer Satisfaction
Improvements in productivity allow Remind to serve more customers while increasing retention.


Salesforce CPQ

Modules and Features


Salesforce CPQ

Quotes
Product Bundles
Contracts & Subscriptions
Quote Templates
DocuSign for Quotes
Salesforce (Standard) Approvals (not CPQ+/ CPQ Advanced Approvals)


Extensions

Parent/Child Accounts for school districts and schools, extended with student information that drives pricing

“Multi-Location CPQ” extensions so they sell 1+ bundles of services to the school district, but track which schools get which bundle and price the bundle based on total students in those schools

Automated migration of active customer subscriptions into Salesforce

Fully-Automated Website-Lead-to-Quote

Fully-Automated Subscription Renewals Process


Integration

DocuSign Managed Package
Customer self-service from public website


Countries

North America


Channels

Internal Sales
Sales Agents
Why aMind?

No One Elevates CPQ Higher


IMPLEMENTATION SERVICES

Elevate Your CPQ

IMPLEMENTATION SERVICES

Elevate Your CPQ

METHODOLOGY

Battle-tested

METHODOLOGY

Battle-tested

“A“ MIND PEOPLE

Secret to Success

“A“ MIND PEOPLE

Secret to Success

CLIENTS

Business, Elevated

CLIENTS

Business, Elevated

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CALIFORNIA

Headquarters

3201 Danville Boulevard, Suite 155
Alamo, CA 94507
Tel: 925.804.6139
LOCATIONS

Where to find us

With corporate offices in Northern California and Colorado, and teams deployed around the world; we are available to assist you whatever the need, wherever you are.

ABOUT

Why aMind?

– 100% Focus on CPQ
– “A” Mind People
– Proven Methodology
– Partnership Vision
– Right-sized organization

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