CASE STUDY OVERVIEW
INDUSTRY
Technology / AI
COMPANY SIZE
Global Growth
engagement type
Implementation
PRIMARY PLATFORM
Nue CPQ
primary INTEGRATIONS & migrations
Slack
Ironclad CLM
Migration of subscription data
RESULTS & IMPACTS
Phase 1 moved the client from a patchwork process to a unified, Salesforce-native CPQ with measurable improvements in governance and sales efficiency:
- Governance and auditability — A formal product catalog, deterministic attribute-driven pricing, automatic capture of tier discounts in System Discount fields, and grandfathered pricing that preserves what was originally sold across expansions and renewals.
- Sales guardrails without friction — Role-aware product visibility, validation rules, and field-locking that keep quotes on-policy while preserving a light AE experience.
- Reduced Legal involvement and faster deal cycles – Pre-approved legal language built into the solution enables reps to operate within defined guardrails while maintaining flexibility during negotiations. This drives standardized Order Forms, minimizes custom legal requests, and reduces Legal review requirements.
- Operational efficiency — Slack-delivered approvals with Smart Approvals to avoid re-work, automatic mapping of critical financial fields on Opportunity and Quotes, automatic generation of Renewal Quotes for forecasting.
- Roadmap readiness — Multi-currency live for EMEA expansion, an Order Product data model ready for NetSuite, and architectural foundations for future SMB self-serve and usage-based pricing.
CLIENT BACKGROUND
Our client is a fast-growing AI technology company serving legal teams across in-house legal departments and law firms. As adoption accelerated across domestic and international markets, the company needed a scalable quote-to-cash foundation to support growth, improve deal governance, and enable expansion into new geographies.
The business operates with a focused product catalog, attribute-based pricing, and an increasingly complex customer base who expects competitive pricing and professional quotes. The sales team needs to be able to close deals quickly while deal ops requires clear oversight. As the company expanded internationally, it also needed to support a second legal entity and multi-currency sales across USD, EUR, and GBP.
THE CHALLENGE
The client was leveraging Salesforce alongside DealOps CPQ for product and pricing configuration, as well as quote generation; however, the solution was not fully meeting the client’s operational and scalability needs. Gaps in the underlying data model and process design resulted in manual and fragmented workflows, creating downstream challenges throughout the quote-to-cash lifecycle.
In practice, this meant pricing was difficult to enforce consistently across segments and regions: there was no single source of truth tying Account attributes (Segment, Team Type) to a deterministic list price, and tiered or volume-based pricing had to be calculated and applied by hand. Discounting was equally opaque — there was no systematic way to capture the difference between list price and what was sold, which made auditing deals and protecting pricing on renewals and expansions difficult. Sales reps, Deal Desk, and Finance lacked a shared framework for when approvals should fire, who should approve them, and how to confirm a deal had cleared the right gates.
The fragmentation also blocked strategic moves the business was preparing for. Expansion into Europe required multi-currency support the existing stack could not provide cleanly. A planned migration to NetSuite for billing and revenue recognition needed structured order and subscription data that did not yet exist. And longer-term ambitions around SMB self-serve and usage-based pricing depended on a product and pricing model the team had no foundation to build on. Without a CPQ, every new motion meant more manual workarounds layered on top of an already brittle process.
THE SOLUTION
The Nue CPQ implementation replaced the fragmented processes with a Salesforce-native quoting platform that introduced a proper product catalog, tiered pricing engine, and structured approval workflows routed through Slack, giving the client the controls and audit trail they needed while maintaining the ease of use their sales team expected.
The system was architected to scale with the client's roadmap by supporting multi-currency for European expansion, laying the groundwork for future NetSuite integration, and building the data infrastructure needed to eventually enable SMB self-serve and usage-based pricing motions.
Specific build components included:
- Product catalog and pricing engine — Standalone SKUs spanning the flagship modules and optional add-ons with attribute-driven Price Book Entries and Tiered Price Tags that resolve a single valid price per quote.
- Grandfathered ("Operative") pricing — Custom Apex and Line Editor UI plugins that lock original pricing on Order Activation so expansions and renewals preserve what was sold in the last operative deal.
- Multi-currency — USD, EUR, and GBP supported in Phase 1.
- Ramp pricing — Standard 6- and 12-month ramp templates with automatic Deal Desk approval.
- Product Search Plugin — Filters the catalog by Account Segment and user profile to keep ineligible SKUs out of reps' hands.
- Quoting controls — Default values, validation rules, and a field-locking framework tied to Quote status and Opportunity stage.
- Approvals Pro with Slack routing — One Quote Approvals Process with four parallel paths, Smart Approvals to avoid re-work, and Slack notifications routed to the right approvers. Dependent approvals ensured chain of approvals notified users when they need to approve.
- ARR Reporting & Forecast Metrics – Incorporated new CPQ metrics into existing ARR reporting to ensure continuity of quality data.
- Order management and downstream data flow — Order Product reporting structured for clean NetSuite export.
- Data Migration – Complete data migration of thousands of active subscriptions so reps could immediately begin using Nue for existing deal expansions and renewals.