Teradata

Teradata Selects aMind to Implement Salesforce CPQ

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

Teradata Success PDF

Transforming Businesses Around the World Through CPQ & Billing Since 2005



Background


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

Challenges


  • 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.

Working with aMind is like walking through an Iowa cornfield and coming across ballplayers hitting 500 home runs at a field of dreams.

– Bryan Bradley
CPQ & Billing Transformation Specialist / Salesforce

Project


aMind 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 aMind’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.

Salesforce CPQ & Salesforce Sales Cloud

Modules and Features


Salesforce CPQ

Quotes
Contracts and Subscriptions
Renewal Forecasting & Quoting
Renewal Uplifts and Pricing Rules
Significant Process Automations
Orders Management & Fulfillment Tracking
Advanced Approvals & Workflow


Salesforce Sales Cloud

Opportunity Management
Forecasting

If I had my way, aMind would be the only partner I’d allow on my accounts for anything CPQ & Billing!

– Kym Packer-Masterson, Strategic Account Executive / Salesforce

Results to Date


  • Development of a long-term CPQ roadmap for technologies that support a modern customer-centric, SaaS enterprise.
  • Proved aMind’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.


Countries

North America
Europe, the Middle East and Africa
Asia Pacific


Channels

Internal Deal Desk
Renewal Managers
Why aMind?

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IMPLEMENTATION SERVICES

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IMPLEMENTATION SERVICES

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“A“ MIND PEOPLE

Secret to Success

“A“ MIND PEOPLE

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Tel: 925.804.6139
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