Scaling Revenue Operations for a Global Tech Company with Salesforce Revenue Cloud (RCA)

The Challenges

Our client, a global leader in labor market analytics, connects people with jobs by providing real-time labor market data from more than 160,000 sources. Despite their innovation in the market, their internal quoting and pricing processes lagged behind.

Key challenges they faced before working with our team of Salesforce Revenue Cloud (RCA) implementation experts include:

Unclear Pricing & Discounting: Sales teams often relied on multiple offline pricing matrices outside Salesforce, requiring frequent input from leadership to determine accurate pricing. This led to inconsistencies and inefficiencies during the quoting process.

‍Manual Processes & Delays: Quote creation and contract management involved time-consuming, manual steps that slowed down deal cycles and created frustration for sales teams.

High Risk of Errors: The lack of standardized pricing and reliance on offline tools increased the likelihood of inaccuracies in quotes, discounts, and contract terms.

Fragmented Data & Limited Visibility: Quoting and contracting data were scattered across disconnected systems and spreadsheets, making it difficult to generate reports, forecast revenue, or gain a unified view of customer accounts.

As the company prepared for future growth, it became clear that a scalable, automated solution was needed to replace these fragmented processes and provide both sales teams and leadership with clarity and confidence.

The Solution

Kelley Austin partnered with the company to modernize their quote-to-cash process by implementing Revenue Cloud (RCA). This unified solution streamlined quoting, pricing, approvals, and contract management, while integrating with core business systems.

Key solution highlights include:

Enhanced CPQ with Revenue Cloud: Implemented a robust CPQ engine to generate accurate quotes, dynamically apply product rules, and automate discounting. For example, public sector accounts automatically receive a 10% discount, removing the need for sales reps to manually verify eligibility. Editable prices were enabled for flexibility, allowing reps to customize outside the standard price book when needed.

Renewal Process Improvements: Added uplift calculations for renewals, where higher initial discounts translate to greater uplift percentages in subsequent terms. This allows sales and finance teams to better anticipate renewal pricing and protect revenue over time.

Centralized Data & Reporting: Consolidated all quoting and contract data into a single Salesforce platform, eliminating the reliance on offline spreadsheets and improving real-time visibility for leadership.

SpotDraft Integration for CLM: Connected Salesforce to SpotDraft for contract lifecycle management and document generation, ensuring contracts flow seamlessly from quoting to execution.

NetSuite Integration via Celigo: Enhanced existing middleware to sync financial data, ensuring consistency across CRM and ERP systems.

Product & Pricing Configuration: Built three product families with 100+ core products and 400 SKUs, while enabling ramped pricing year over year to support complex deal structures.

Governance & Approvals: Implemented product rules to guide sales behavior and approval chains with up to five levels, factoring in billing terms, payment frequency, and deal attributes. Highly customized approval logic within RCA adapts dynamically — adjusting approval steps based on criteria like account type, deal size, or discount thresholds.

Global Scalability: Configured multi-currency support to allow quoting and contracting across five additional currencies.

Customer Impact

The transformation delivered by Kelley Austin extended well beyond technical improvements. By replacing manual, error-prone processes with an integrated Revenue Cloud solution, the company reshaped how its sales and contracting teams operate.

What once required hours of manual work and constant back-and-forth now takes minutes, empowering sales reps to focus more on building customer relationships and closing deals. Leadership now benefits from reliable insights and centralized reporting, enabling confident revenue forecasting and smarter, faster decision-making.

Benefits of the project include:

Increased Efficiency: Sales reps can generate accurate quotes more efficiently, with automated pricing and discounts streamlining the process.

Improved Accuracy & Governance: Centralized quoting and contract data reduces errors and provides leadership with real-time visibility for forecasting and reporting.

Smarter Renewals: Uplift calculations ensure predictable revenue growth while safeguarding against the impact of heavy initial discounts.

Streamlined Contracting: Integration with SpotDraft ensures contracts are generated quickly and accurately, improving both customer and internal experiences.

Scalable Growth Enablement: Multi-currency support, centralized data, and robust governance processes lay the foundation for long-term expansion and innovation.

Together, these improvements have positioned the company to scale with confidence. By consolidating fragmented systems and automating mission-critical workflows, the company has reduced operational risk and created a future-ready revenue platform that drives growth, innovation, and customer satisfaction.