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industry
Technology, Media & Telecommunications

eCommerce services co. moves project estimation and delivery onto an integrated platform

Context

A leading service provider of eCommerce solutions for enterprise customers had grown past the limits of its manual project estimation and delivery model. Core CRM, services quoting, and PS management were disconnected, resource and budget forecasting happened too late in the sales cycle to be useful, and QuickBooks handoffs were creating bottlenecks in accounting. Rapid growth had made the gap between where work was sold and where it was delivered operationally unsustainable. 

Value Created

Streamlined
project execution with integrated time, expense, and status reporting
Earlier
resource and budget forecasting built into the sales cycle
Faster
billing cycles driven by PSA activities replacing manual accounting handoffs
Single
source of truth across Certinia PS Cloud and Financial Management Cloud

People

VALUE LEVERS 

  1. Delivery team enablement through streamlined time and expense reporting
  2. Sales team resource and budget forecasting earlier in the sales cycle

HOW WE DID IT 

  • Improved project execution with streamlined time and expense reporting, giving delivery teams a clear on-platform process for tracking work against project budgets without manual workarounds
  • Established an integrated selling and quoting motion that lets sales teams forecast resources and budgets earlier in the sales cycle, replacing a process where financial planning happened too late to influence deal structure
  • Gave delivery and sales teams shared visibility into project status and resource availability, connecting two functions that had previously operated on disconnected tools

Process

VALUE LEVERS 

  1. Integrated services quoting with complex resource modeling for optimal project margins
  2. PSA-driven billing cycles replacing QuickBooks handoffs

HOW WE DID IT 

  • Streamlined quoting with complex resource modeling for optimal project margins, giving the sales team a structured way to model delivery costs and margin at the quoting stage rather than discovering them post-close
  • Improved cash cycles with faster, more accurate billing based on PSA activities, replacing the QuickBooks handoff process that had been bottlenecking accounting and delaying revenue recognition
  • Connected the quoting and delivery lifecycle end to end so that what is sold in the sales cycle flows directly into project setup and billing without manual re-entry or reconciliation

Technology

VALUE LEVERS 

  1. Certinia PS Cloud and Financial Management Cloud as a single source of truth
  2. Jira integration for connected project and delivery management

HOW WE DID IT 

  • Connected Certinia PS Cloud and Financial Management Cloud as a single source of truth, replacing the QuickBooks-based accounting model with an integrated platform that covers project execution and financial management in one environment
  • Integrated Certinia with Jira so that project and delivery management data flows between the two systems, giving teams working in Jira visibility into the financial and resource context that lives in Certinia
  • Built the platform architecture to scale with the business, so that adding new projects, clients, and delivery teams does not require rebuilding the estimation and billing model from scratch

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