Snowflake

aMind Streamlines Snowflake’s CPQ Processes, Implements CLM and Enables Multi-currency to Enable Rapid Growth Globally

Optimizes and extends Salesforce CPQ capability while enabling Docusign CLM for sell-side contracting.

Snowflake Success PDF

Transforming Businesses Around the World Through CPQ & Billing Since 2005



Background


Industry: Technology – Cloud-Based Data Warehousing
Headquarters:  San Mateo, CA
Founded:  2012
NYSE:  SNOW

Business Challenges


  • Journey to IPO and becoming a public company drove top-down strategic initiative to align Business Support Systems for meeting aggressive growth targets.
  • High velocity sales enablement hampered by non-optimized CPQ tool and processes.
  • Sales productivity and efficiency limited by consistent manual touch needed by support, operations and IT teams.
  • Operational person hours diverted away from strategic initiatives toward quoting support needed to workaround setup and implementation issues.
  • No aggregated visibility into existing contract terms and non-standard obligations across multiple siloed systems resulting in highly burdensome contract management processes.
  • Manual touch of transactional data presents SOX compliance risk with heavy manual burden required for responding to data audits.
  • Lack of definition and tracking against KPIs governing the sales process.
  • Strategic initiative to be purchasable in multiple currencies from multiple geographically distributed legal entities for rapid phased rollout of additional currencies and entities.

Project

aMind delivered solutions against the following core areas:


Sales User Experience
Enable a more intuitive and streamlined user experience for sales with better process guardrails for faster quoting without manual touch and errors.

Sales Productivity
Enable direct sales to self-service the highest volume quote types across new business, amendments and renewals.

Audit & Compliance
Eliminate manual touch on transactional data occurring throughout the process. Enable Systematic tracking of customer contracts, their terms and additional provisions.

KPIs Visibility & Tracking
Establish and measure KPIs governing the sales process.


Delivery

The work was delivered in the following work streams:


Configure Price Quote Optimization

  • Eliminate manual touch needed by sales ops and IT for quoting.
  • Remediate technical debt contributing to poor performance and load times.
  • Enable touchless quoting mid-term amendments for sales.
  • Automate contract activation processes for high-volume renewal scenarios.

Multi-Currency

  • Automate Salesforce and CPQ multi-currency capabilities to decrease quote times for sales and ensure accurate billing and financial info for downstream systems.
  • Establish scalable, data-driven technical patterns for rapid future rollout of additional entities and currencies.

Bullet 3

Contract Lifecycle Management

  • Streamline and automate the contract management process from generation through execution for multiple contract types.
  • Streamline and automate contract routing and approvals to reduce manual and email steps.
  • Provide a ‘closed loop’ process that allows the back and forth between the client and the sales rep to be captured.
  • Create a single, central, electronic repository where all contracts can be stored, managed and easily searched.

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Salesforce CPQ and DocuSign CLM

Modules and Features


CPQ

Configurable Product Bundles
Time-based price ramping
Automated amendments and renewals
Advanced Approvals
Multi-currency

DocuSign CLM

Contract automation for MSAs and order forms with electronic signature
Dynamic clause library
Metadata, reporting and analytics

Integration

In-House Developed Billing System
Workday
Financial Force


Countries

Global

Channels

Sales
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

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CALIFORNIA

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Alamo, CA 94507
Tel: 925.804.6139
LOCATIONS

Where to find us

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– 100% Focus on CPQ
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– Proven Methodology
– Partnership Vision
– Right-sized organization

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