Salesforce Case Study:
How we implemented Salesforce CPQ and Revenue Cloud for Talos360
Who are Talos360?
Over the past eleven years, Talos360 has firmly established itself as a market leader in talent SaaS solutions and online recruitment media.
With innovations in the HR software space, Talos360 is one of the UK’s most exciting and fastest growing people tech businesses, helping solve tomorrow’s talent challenges.
Their proprietary talent tech offers businesses a better way to attract, engage, and retain the best talent to survive, thrive, and grow.
High Tech (Software/SaaS)
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.
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.
What did Talos360 say about Silver Softworks?
“It was clear from the project’s inception that Silver Softworks had an excellent working knowledge of how SaaS businesses work. In particular, how to leverage Salesforce CPQ to solve many of the common scaling issues that SaaS businesses face.
They advised on best practices and challenged our thinking throughout the process, which helped us get the most out of the project.
I wouldn’t hesitate to recommend them to any SaaS business looking to implement Salesforce CPQ.”
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