Streamlining Quoting with Salesforce to Deliver Astounding Results
MirrorWeb chose to partner with Art of Cloud to implement Salesforce CPQ and Conga, with the vision of empowering their sales team to sell better deals. The original system wasn’t built for scale, meaning key data such as upcoming renewals vs net new business was hard to ascertain.
Mirrorweb helps firms manage and evidence changes in their digital content. Through the MirrorWeb Insight platform they can capture, archive and monitor web, SMS, email, instant messaging and social media channels. This ensures digital communication regulations are met and content remains compliant.
Their technology is unrivalled. Through cloud-archiving they provide data sovereignty and store archives in a legally admissible format (WORM). Once captured, their customers’ archives can be replayed and searched through their platform at any time.
The Challenge
Mirrorweb’s Salesforce setup wasn’t designed with the sales journey at its core. Instead of having a clear handoff between sales and customer success, a single Opportunity record was stretched across the entire lifecycle. This “evergreen record” approach meant that renewals were buried within the same record as the original sale. Naturally, this made it nearly impossible to forecast upcoming renewals or track agreement start and end dates with confidence.
As a fast-scaling SaaS business, Mirrorweb also needed a far more flexible way to manage their commercial processes. The sales team required the ability to generate quotes and contracts that could be amended mid-term, accommodate upsells, and reflect the complexity of multi-year deals. This was something the existing system simply couldn’t support.
On top of this, Mirrorweb operated within a thriving partner and reseller ecosystem, but had little visibility into performance. It was difficult to identify which partners were driving the most value and which relationships needed further support. This meant that the business was leaving significant growth opportunities hidden in the noise.
The Solution
- Salesforce CPQ+ configured to support the entire sales process, allowing for a clear delineation between net new and renewal opportunities, whilst giving the team the ability to upsell against the same contract
- Conga for quote templates to be used based on sales region and quote type
- Salesforce Campaigns and hierarchy created to provide insight into channel performance and tied to net new opportunities
- Renewals created ahead of time for forecasting purposes and line items added automatically
The Results
- Increased average % increase at renewal from 3.5% (prior to CPQ) to 11.5% one quarter after going live – immediately delivering positive ROI on the engagement.
- Increasing close rate by 6% in a single quarter by unlocking pricing strategies that enabled the team to structure competitive takeout deals.
- Saved nearly 100k in a single quarter by running a contract amendment campaign focused on upgrading our customers to a higher value product with a few clicks instead of hours of calculations.
In summary...
By leveraging Art Of Cloud’s expertise, MirrorWeb’s team have been able to achieve more … faster
Leading up to the launch, they acted as an integral part of our team and I could not have been happier with the outcome as well as minimal maintenance following. Looking forward to working with them again”
