Growth-stageFintech & Financial Services
Keeping CPQ, contract dates and ARR automation honest in a multi-channel subscription business
Master-agreement coverage handled by configuration
Master-agreement coverage handled by configuration
The company sells software subscriptions through several very different motions, direct, partner-led and channel, and each one had bent the quoting model a little further. The CRM and the CPQ tool disagreed on contract start and end dates, and the closed-won automation that calculates ARR and creates renewals was producing errors as a result.
Iterated the CPQ deal-room and order-form configuration through eight successive versions in the window, tiered pricing tables, two new product suites, and partner-specific kits, so new products and new channels could be quoted through the configured path instead of one-off paperwork.
Standardised how master-agreement terms attach to the order form so the correct language is applied by configuration rather than by a person remembering, and put a systematic historical review behind it with exceptions routed to legal.
Rebuilt the closed-won flows that calculate ARR and incremental ARR, create and link renewal opportunities, and roll up licence counts and deployment-based pricing, the automation every downstream revenue number depends on.
Corrected the CRM-to-CPQ contract start and end-date logic and removed end-of-month rounding, resolving the date mismatches that were breaking renewal and ARR math and unblocking auto-renewal for the smaller-customer segment.
Led the platform's OAuth and security-enforcement remediation across multiple orgs, connected apps and integration users ahead of the vendor's cutoff, and worked the contract-lifecycle, identity, customer-success and data-pipeline integrations that hang off the contract record.
Runs a standing finance working session in parallel with the weekly delivery sprint, focused specifically on revenue recognition, renewal-email automation and contract-data integrity, so finance raises data problems in the same week they appear.
Master-agreement coverage handled by configuration
Order-form language was corrected so master-agreement terms attach consistently going forward, and a historical review was completed with exceptions routed to legal rather than left to surface at renewal.
7 steps
An AI-generated, unbranded executive brief the buyer's champion can circulate internally
Built and in rollout
CPQ
7 steps
Auditing a Salesforce CPQ Nobody Enjoyed Using, Then Rebuilding the Quote Page Role by Role
A ~300-hour remediation plan with real prerequisites
Contract management
7 steps
Closing the loop between the CRM and the contract lifecycle system: auto-created contracts and standing custom-agreement flagging
The integration taken from idea to deployable spec
