Teradata

Teradata Selects ArganoaMind to Implement Salesforce CPQ

Technical roadmap consulting and software implementation services support Teradata’s transition to subscription / SaaS-based offerings.

Teradata Success PDF

CONTACT US

Industry: Technology – analytic data platforms
Headquarters: San Diego, CA
Founded: 1979
Salesforce CPQ and Salesforce Sales Cloud

Transformation to a customer-centric organization requires subscription-based services that the company’s legacy software/hardware offerings cannot support.
Accurate forecasting in cannibalistic upgrade sales.
Closed-ended reporting on revenue impacts across renewals / limited ARR Metrics across upgrades/downgrades/renewals.
Inefficient and often inaccurate sales renewal processes.

Complex, global IT ecosystem in need of consolidation and updates combined with organizational fear of “big-bang’ systems delivery.
Internal perception/resistance that CPQ will be too slow and too expensive to implement, as well as challenging for sales team to adopt.
Long, complex sales cycles with high value purchases involving large teams.

ArganoaMind put in place a multi-phased IT transformation strategy to support Teradata’s transition to subscription-based offerings. The first phase was delivered in 12 weeks. This fast start proved ArganoaMind’s rapid incremental Salesforce deliverable is a viable approach.

Subsequent phases were introduced to expand CPQ capabilities in narrow portions to overcome organizational objections and ensure adoption.

Improve the efficiency and accuracy of the contract renewal process.
Incrementally introduce CPQ to sales teams, starting small with gradual build.
Deliver the first release in 12 weeks to prove rapid incremental deliverables are practical.
Deploy responsive technology that supports customer-centric mission.
Focus sales representatives on closing larger deals.

Phase 1 – Renewals Automation

Proactively manage renewals forecast and customer retention.
Target an MVP to enable three key renewals functions in short timeline.
Provide visibility to KPIs for governing the renewals process.
Enable reporting on trends and snapshots of the renewals process for sales ops, revenue analysts and senior management.
Allow field sales to view and action renewals opportunities.
Integrate and synchronize with the current ARR tool

Phase II – Product Master Design

Expand on prior internal Teradata high-level work on beginning to establish a product master design pattern, by getting to implementation-supporting detail on how products will be setup in Salesforce CPQ across software, cloud and on-premise solutions.
Deliver a proof of concept implementation for the target products (one software, one cloud, one on-premise solution), along with a plan to deliver further implementation of products and CPQ processes.

Phase III – Pricing Automation

Drive greater visibility and accuracy of product selection and pricing by extending the Phase II POC to all products.
Design a new data model for capturing customer site details to ensure compatibility with new products delivered.

Phase IV – Cost-based Discounting and Orders Management – ERP Integration

Capture one-time and recurring costs to integrate financial analysis and cost-based quoting.
Perform margin analysis within Salesforce quoting to support elimination of external excel-based analysis tools.
Linkage of opportunities to support product-family level ARR reporting.
Customer view “Deal Sheet” dashboards supporting deal desk analytics and decision support.
Implement “Smart” Advanced Approvals to enhance and expedite approval flows with deal desk and management.
Implement Salesforce Orders Management to enable handoff and synchronization with order fulfillment and ERP.
Simplify contract/subscription start date changes via Order / Order Line start date cascade to Contract and Subscription start dates.
Support fulfillment management & tracking via Salesforce queues/list views/Chatter.

Development of a long-term CPQ roadmap for technologies that support a modern customer-centric, SaaS enterprise.
Proved ArganoaMind’s rapid incremental Salesforce deliverable is a viable approach with first release in 12 weeks.
Improved the efficiency and accuracy of the contract renewal process, reducing renewal manager workload 10%.
Increase visibility to mid-term amendments.
Future renewals are now kept accurate to mid-term amendments. Sales is focused on closing new clients.
Improved forecast accuracy by 5%.

End-to-end customer visibility on renewal/upsell/ARR.
Eliminate manual “swivel chair” to track order fulfillment and sync Salesforce Orders with ERP.
Enhanced financial analysis capabilities (revenue scheduling, margin & ARR analysis) via the elimination of Excel-based tools.
Improved deal margins and profitability.
Improved deal desk efficiency and throughput.