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, Gordian 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.

Five stars! From focused analysis and design, through implementation, UAT, deployment and hypercare support, aMind guided our team every step of the way to Salesforce CPQ & Billing success.

– Santosh Sreenivasan, Vice President / Gordian a Fortive Company

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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