TeraData

TeraData Selects aMind to Implement Salesforce CPQ and Billing

Technical road map consulting and software implementation services support TeraData’s transition to subscription-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


Challenges

  • Transformation to a customer-centric organization requires subscription-based services that the company’s legacy enterprise software can not support.
  • Accurate forecasting in cannibalistic upgrade sales.
  • Closed-ended reporting on revenue impacts across renewals.
  • Inefficient and often inaccurate sales renewal processes.
  • Complex, global IT ecosystem in need of consolidation and updates combined with organization 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 to use.
  • 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 three phase IT transformation strategy to support Teradata’s transition to subscription-based offerings. First phase of the project proves aMind’s rapid incremental Salesforce deliverable is a viable approach with first release in 12 weeks.

  • 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.

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


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


Results to Date

TeraData is an ongoing project that will roll out in phases over 24-36 months. Results will impact the entire organization, and drive transition to subscription-based products.
  • 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%.

Countries

North America
Europe, the Middle East and Africa
Asia Pacific


Channels

Internal Deal Desk and Renewal Managers
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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