Talos360

The Brief

As an existing Salesforce customer, Talos360 were already getting value from the Salesforce platform and had previously implemented a bespoke, custom-coded solution to support their quoting and ordering processes.

As their business grew, it became apparent that the custom solution was no longer suitable. The desire to manage subscriptions, properly handle renewals, and accurately recognise revenue in Salesforce led to the decision to purchase and implement Salesforce CPQ.

Silver Softworks was engaged to deprecate the existing custom solution and replace it with Salesforce CPQ.

How did we help?

We often recommend Salesforce CPQ to growing SaaS businesses as it’s a great solution that can help with many out-of-the-box challenges, such as complex product structures and discounting logic, automatic quote generation, and complicated renewal and amendment processes.

Combined with custom revenue scheduling and recognition logic, we streamlined Talos360’s sales process, providing real-time reporting capability across their pipeline and the ability to forecast the recognition of upcoming revenue already contracted.

Solutions Implemented

Opportunities: Pipeline Management

Updates to the existing opportunity functionality to provide a streamlined sales process, improving pipeline management.

Products & Price Books: Subscriptions and One-Off

Configured both subscription based and one-off products, prices, and product dependencies, providing a straightforward quoting process for users.

Quote Generation: E-Signature

Automatically generates compelling quote documents and contracts from the system and sends them to customers for e-signature using DocuSign.

Costs & Margins: Profit Calculation

Provides users with real-time profit margin calculations based on their quote, forcing them to go through an approval process if the margin is lower than the agreed threshold.

Contract Management: Amendments

Allows users to easily add new products to an existing contract or remove them mid-term.

Contract Management: Automated Renewals

Automatically generates renewal opportunities in the system, including any relevant CPI increases or product price changes.

Approvals Processes: Contract Approval

Triggers manager approval when the profit margin for a deal is too low, or special T&Cs are required for a new contract.

Revenue Recognition: Custom Solution

A custom solution built to enhance Salesforce CPQs default functionality, meeting Talos 360’s advanced revenue recognition requirements.

Analytics: Reports & Dashboards

A suite of reports and dashboards provides analytics across the solution, including sales pipeline and revenue recognition.