SUMMARY
CASE STUDY OVERVIEW
INDUSTRY
Technology / SaaS
COMPANY SIZE
Private / High-Growth
engagement type
Implementation
PRIMARY PLATFORM
Nue CPQ & Billing
primary INTEGRATIONS
Salesforce
Stripe
Docusign
Slack
CLIENT BACKGROUND
The client is a fast-growing B2B API platform company whose customers use API connections to integrate with critical business systems. The company’s commercial model is built around recurring platform fees, committed connection volumes, and usage-based overage charges.
As the company scaled to roughly 200 active accounts and continued to see recurring organic expansion activity, its billing and quoting processes needed to support more volume, more consistency, and a clearer path from sales activity to invoicing.
PROJECT OVERVIEW
Ravus was engaged to implement Nue CPQ & Billing and create a standardized quote-to-cash processes across quoting, approvals, order form generation, e-signature, billing, tax, payments, and data delivery to downstream finance systems.
The project replaced an inconsistent quoting and billing workflow that had contributed to inaccurate billing and delayed invoicing. Ravus designed the future-state architecture around Nue for CPQ and invoicing, Slack for internal quote approval notifications, Docusign for order generation and e-signature for standard deal terms, Stripe for payments and domestic tax, and file-based extracts to the client’s bookkeeping system.
A Quote-to-Cash Process That Couldn't Scale
The client’s existing quote-to-cash process had become difficult to manage as the business scaled. Quoting, billing, and bookkeeping activities relied on offline tools and fragmented systems, leading to frequent manual interventions, invoicing delays and billing inaccuracies.
Several operational challenges needed to be addressed:
- Inaccurate and delayed billing: Finance and billing stakeholders needed a more consistent process for moving from quote to invoice.
- No formal approvals matrix: The company was defining its approval structure for the first time, creating a need for clear routing, backup approvers, and deal review controls.
- Non-standard usage rating: The client billed based on the highest number of active connections during the prior period, requiring a usage process that sent only the monthly high-water mark into Nue.
- Multiple pricing models: The client needed to support a legacy annual prepay model with prorated overage change orders while also introducing a newer committed-connections model with usage overages.
- Finance system handoff constraints: The client’s bookkeeping system needed to remain in place, but a direct integration was out of scope. Ravus needed to design a practical handoff model that supported the implementation timeline.
The goal was to create a more consistent quote-to-cash foundation while making careful scope decisions that protected delivery timing.
How Ravus Configured Nue CPQ & Billing Across the Full Quote-to-Cash Stack
Ravus implemented Nue CPQ & Billing as the client’s standardized quote-to-cash operating foundation, with surrounding systems configured to support approvals, e-signature, tax, payments, and downstream finance workflows.
The solution focused on six core areas:
- Nue CPQ & Billing configuration: Ravus configured the product structure, pricing logic, billing setup, and invoicing model in Nue, with invoices being generated from Nue rather than the previous process involving contractors and multiple systems.
- Approval workflow setup: Ravus configured Approvals Pro and Slack notifications to route approval activity back to Nue quotes, including support for backup and delegated approvers.
- Order form generation and e-signature: Ravus configured Nue to generate professional, dynamic order forms based on products sold and implemented a Docusign integration for customer e-signature on standard deal terms.
- Usage and overage design: Ravus designed the high-water-mark usage process so Nue would receive only the monthly maximum connection count, supporting the client’s billing rules without exposing unnecessary daily usage detail.
- Tax: Ravus shifted the tax architecture from the originally proposed Anrok approach to Stripe Tax for domestic tax needs
- Finance handoff: Ravus designed file-based extracts from Salesforce to the client’s bookkeeping system, keeping the project aligned with the agreed scope while still supporting downstream accounting needs.
Ravus also helped the client make practical delivery trade-offs. For example, automated change-order creation for legacy high-water-mark customers was deferred because it did not fit within the project sizing. Instead, the process was designed around a monthly report that prompts Salesforce users to manually book the required change order.
What Changed After the Nue CPQ & Billing Implementation
The implementation gave the client's finance and sales teams a shared, auditable path from quote to invoice — replacing a patchwork of manual workarounds with a system built for their current scale.
Key outcomes included:
- Standardized quote-to-cash process: Nue CPQ & Billing now provides a common structure for quoting, billing, invoicing, approvals, and usage-based billing workflows.
- Improved billing control: The solution supports the client’s high-water-mark billing model while reducing the risk of sending unnecessary or inconsistent usage detail into the billing process.
- Support for current and future pricing models: Ravus configured two active pricing models, helping the client operate its legacy model while introducing a newer committed-connections approach.
- First formal approvals framework: The client went from no defined approval structure to a fully routed system with backup and delegated approvers — reducing deal review ambiguity for the first time.
- Consolidated system architecture with Stripe now supporting both payments and tax.
- Practical finance handoff: File-based extracts support the bookkeeping workflow without adding a direct integration that was outside the project scope.
Ravus is a RevOps consulting firm specializing in quote-to-cash, CPQ, and billing implementations for B2B SaaS companies. We work across platforms — including Nue, Stripe, and BillingPlatform — to help businesses build quoting and billing infrastructure that reflects how they actually sell.
Our engagements are scoped to deliver a working system, not a roadmap. We make practical trade-offs, document the decisions, and hand off something your team can operate.
Ready to bring structure to your quote-to-cash process? Talk to Ravus →