This financial services company’s main challenge was to execute sales across their large number of product lines and service SKUs. Sales were hindered by their inability to offer differential pricing to its customers, long delays in launching new products in a timely manner on the Salesforce platform and performance issues with quote creation process. The customer was also unable to forecast timely information or analyze gross margin by line-of-business or product category because of erroneous calculations for term contract revenue, accretive amounts and product-based revenue. The company's implementation of Salesforce had relied on complicated custom contract structures leading to lost renewals. Amendment and renewals for existing contracts were causing a lot of errors. The renewal process required manual intervention and left no audit trail for contract updates and history.
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