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Securing the software-led pivot for a $5B data security leader

Context

A ~$5B data security and management leader needed to retire legacy quote-to-cash and partner processes to support a software-led subscription pivot. 

Value Created

Software-led
pivot supported on new Q2C
Real-time
MRR, ARR, and revenue metrics via dashboards
Reduced
manual effort across deal registration
Integrated
IBM partner motion

People

VALUE LEVERS

  1. Role-based CX and IBM partner motion 

HOW WE DID IT

  • Redesigned digital CX with role-based experiences for partners and customers 
  • Built a dedicated IBM partner experience embedded in the sales motion 

Process

VALUE LEVERS

  1. Subscription billing, revenue recognition, and deal registration 

HOW WE DID IT

  • Shifted licensing to subscription with consumption-based billing 
  • Re-architected revenue recognition for subs, trials, consumption, and pre-paid credits 
  • Deployed Quote-to-Cash and SaaS metrics across the revenue motion 
  • Built IBM-tied deal registration with account-level identifiers 

Technology

VALUE LEVERS

3. Salesforce Sales Cloud, Revenue Cloud, Experience Cloud with IBM Connect to NetSuite ARM 

HOW WE DID IT

  • Implemented Salesforce Sales Cloud, Revenue Cloud, and Experience Cloud with IBM Connect integration to NetSuite, Orders, Invoices, and ARM 

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