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Qualifacts implements RCB & RCA to streamline operations and support a new pricing strategy

The client:
  • Qualifacts is the leading provider of end-to-end EHR software and data solutions designed specifically for behavioral health, rehabilitative, and human services organizations
  • ~$207MM in revenue
  • Private Equity backed by Warburg Pincus
The challenge:
  • Qualifacts needed to modernize their Quote-to-Cash processes by retiring Recursoft and consolidating onto the Salesforce Platform
  • A new product packaging and pricing strategy was being rolled out, which would have otherwise relied on spreadsheets for quoting
  • Outdated systems and manual processes led to frequent errors and inefficiencies
  • There was uncertainty about whether CPQ/Billing or RCA/RCB was the appropriate implementation path
How we helped:
  • Collaborated with the client on a future-state vision and the value of RCB over legacy CPQ and Billing
  • Worked with Qualifacts through multiple phasing and timeline iterations to align on a successful approach
  • Positioned MuleSoft and communicated the value of a strategic integration strategy
  • Built strong, trust-based relationships with key decision-makers
  • Partnered with the Salesforce team to shape a winning deal strategy
What's being delivered:
  • Salesforce RCA/RCB
  • Salesforce Contracts
  • MuleSoft integration with Intacct
  • Legacy data migration

The Accordion team was integral to winning this deal. Both companies had to pivot at the end of the sales cycle to position Salesforce’s new technology to ensure the customer was setup for long-term future success. The communication and confidence the Accordion team provided Qualifacts during the re-evaluation of RCA & RCB was invaluable and ultimately is what helped bring this exciting project to a close!

– Alexandra ‘AJ’ Jochmann, Salesforce Account Executive