+300% YoY margin improvement

In just under a year, we influenced both the list pricing and promotional pricing profit levers allowing the team to collectively increase margin.

Increased no-touch deal volume 50%

Resulting from a successful CPQ & CLM implementation, no-touch deals increased to 50% of total, providing the team’s focus to a smaller subset of deals.

SaaS product catalog alignment

Gained consensus on products, features and line items. Reduced invoiced line items from over 600 down to 86.

Analyzed 20 million lines of invoice data to help influence better pricing

Segmented customers and products to recommend better price ranges.

Increased ARR 30%

As part of the renewal process, we determined what customers should continue receiving discounts based on their TCO.

Put sales in charge of the deal and P&L conversation

Changed metrics in the company P&L to allow for conversation of different profit levers affecting the business.

Recovered 13% revenue due to poor billing processes

Implemented revenue management cadence uncovering billing process errors.

Sales Force and Net Suite migration

Untangled a botched legacy system conversion of customer data, opportunities, contracts, subscriptions, orders and invoices.

Implemented price adjustment cadence while increasing sales

Yearly pricing adjustment of over 50,000 customers and 2M SKUs.

CPQ & CLM implementation

Worked with divisions world-wide to understand what they sold, how they sold it, to whom and what prices. Implemented all aspects of CPQ & CLM to standardize pricing & contracting.

Reduced customer chargebacks by 50%

Implemented process, ownership and visibility to understand what customers were charging the company for late shipments and if the fees were even warranted.