A Global SaaS Company Transforms Global Pricing & Quoting with Salesforce Revenue Cloud (RCA)

The Challenges

A global SaaS organization serving customers in highly regulated industries — including data analytics, regulatory compliance, and clinical insights — needed to modernize and unify its pricing and quoting operations.

Following a series of acquisitions, the company faced several key challenges before working with the Kelley Austin team:

Sophisticated Pricing Needs: The company needed to support complex pricing models, including tiered, negotiated, reseller, and region-specific pricing across diverse customer types and contracts.

Fragmented Product Catalogs: The organization struggled to manage inconsistent SKUs and product data distributed across multiple business units and legacy systems.

Governance & Compliance Requirements: The company needed to ensure that all pricing and catalog updates adhered to internal SOPs and governance policies.

Global Operational Complexity: The organization required quoting capabilities that could handle multi-currency, multi-language, and time zone differences to support its global teams.

The Solution

We partnered with the company to design and deliver a Salesforce Revenue Cloud implementation tailored to the unique demands of a global, highly regulated SaaS business. 

From the outset, our approach focused on aligning advanced Salesforce capabilities with our client’s internal governance standards, business unit structures, and operational goals.

By taking time to deeply understand their organizational complexities — including inherited legacy systems, regional pricing differences, and catalog inconsistencies — we were able to create a solution that balanced sophistication with usability, compliance, and long-term scalability.

Revenue Cloud (RCA)

We implemented Salesforce Revenue Cloud to modernize the company’s global pricing and quoting processes. Revenue Cloud goes beyond Salesforce CPQ and handles all of our client’s revenue management needs — from pricing, quoting, contracting, fulfillment, and billing — on one unified platform. Key elements of the solution included:

Support for Complex Pricing Models: Enabled tiered, revenue-based, negotiated, ramp, and reseller pricing, with discounting logic by customer type, region, and partner tier.

Product & Catalog Consolidation: Rationalized and consolidated SKUs using attribute-based configuration, aligned to SOPs, and simplified catalog maintenance across business units.

Renewal & Amendment Logic: Customized standard Revenue Cloud processes for renewals and in-flight contract amendments.

Approval Workflows: Configured quote-level approval flows variable by product line.

Document Generation: Delivered a multi-language proposal template using Salesforce Omnistudio.

Global Enablement & Localization: Supported multi-currency quoting, localized pricing, and global consistency across time zones.

We also brought key accelerators and best practices to the project to ensure a smooth deployment and long-term success. We leveraged a reusable, template-based data migration tool (Starfish) to efficiently move complex quoting, pricing, and account data into Salesforce. This approach:

• Accelerated deployment timelines
• Reduced manual rework and transformation errors
• Has been successfully applied in other projects since

In addition, our retrospective-driven improvement process allowed us to continuously optimize both delivery and client enablement practices. This ensured the solution remained effective, scalable, and aligned to business objectives well beyond go-live.

Customer Impact

By implementing Salesforce Revenue Cloud, our client was able to transform its global pricing and quoting operations into a streamlined, data-driven, and scalable platform.

This solution supports both immediate business needs and long-term growth objectives, unlocking improvements in efficiency, governance, and operational consistency.

Unified Global Pricing & Quoting: The company now has a standardized, scalable process for managing even the most complex pricing scenarios across all regions, customer types, and contract structures.

Streamlined Product & Catalog Management: The rationalized, attribute-based product catalog reduced maintenance efforts and eliminated inconsistencies across business units and legacy systems.

Improved Global Operations: The organization can now confidently support multi-currency, multi-language, and localized pricing requirements while maintaining global consistency and compliance.

This transformation marks a pivotal shift in how the company manages revenue operations across its global footprint. With Salesforce Revenue Cloud in place, the organization now operates from a single source of truth for pricing, product, and quoting data — empowering teams to work more efficiently, respond to market demands faster, and reduce compliance risk. 

Beyond the technology, this implementation laid the groundwork for future innovation by aligning stakeholders, standardizing processes, and establishing scalable infrastructure. As the company continues to grow and expand into new markets, its investment in Revenue Cloud ensures it can do so with agility, consistency, and confidence.