Complexity is slowing the team.
New products, subscriptions and channels have outgrown the pricing rules, workflows and integrations built for an earlier business.
Experience across SaaS, education and services
When it is time to change
When your current systems
no longer fit the business.
A new platform is one part of the answer. The process, data, ownership and downstream operations need to change with it.
One company, several ways of working.
Acquired businesses bring different CRMs, catalogs and customer records. Sales, finance and customer teams need a shared process.
The work still depends on workarounds.
Quotes need rework, invoices need corrections, and renewal or reporting data must be reconciled outside the systems.
End-to-end scope
From the first lead
to the next renewal.
Start with the whole lead-to-revenue process or a defined part of it. We cover the applications, data and integrations connected to that process, including downstream finance and delivery systems.
Marketing & lead management
Campaign operations, lead capture, enrichment, scoring, routing, lifecycle stages and the marketing-to-sales handoff.
What gets defined
Lead ownership, qualification rules and conversion visibility.
Sales & revenue operations
Account and opportunity processes, territories, sales stages, forecasting, account hierarchies and customer visibility.
What gets defined
A consistent selling process and information teams can use.
Products, pricing, CPQ & contracts
Product rationalization, catalogs, bundles, subscription and usage models, guided selling, discounts, approvals, amendments and contract handoffs.
What gets defined
How offers are configured, approved, contracted and changed.
Orders, billing & finance
Order creation, invoicing, payments, sub-ledger and revenue recognition workflows, journal entries, ERP integrations and month-end reconciliation.
What gets defined
How sold terms reach billing and finance without repeated entry.
Delivery, support & customer success
Order fulfilment, post-sale handoffs, project and resource management, time tracking, onboarding, entitlements, support and customer success.
What gets defined
Who owns the customer after the sale and what they need to deliver.
Renewals, retention & expansion
Renewal dates, subscription and asset visibility, account ownership, amendments, upsell and cross-sell workflows.
What gets defined
A repeatable renewal process and visibility into expansion opportunities.
Across every stage: Data quality, migration, integrations, analytics, architecture, AI, testing and release controls.
From assessment to operation
What happens
during the engagement.
Before building, we confirm what will change, who will participate and how success will be measured with your business and technical teams.
Understand the business.
Work with business and technical teams to map the customer journey, handoffs, systems and data. Identify problems, dependencies and current performance.
You receiveFindings, current process maps, priorities and a shared definition of the problem.
Agree the future state.
Agree future processes, customer segmentation and ownership with functional leaders. Define the architecture, data requirements and delivery sequence.
You receiveA blueprint, scoped backlog and acceptance criteria.
Build and prove it.
Configure, develop, integrate and migrate. Test complete business scenarios with your team and prepare for cutover.
You receiveReviewed changes, migration checks, test results and a release plan.
Make the change stick.
Prepare users, support stabilization and review performance to decide what to improve next.
You receiveDocumentation, support ownership and an improvement roadmap.
Our delivery experience
Examples from
our client work.
Examples of transformation and ongoing improvement across the revenue lifecycle.
Watermark
Standardized selling and support processes, implemented CPQ and automated renewals across connected applications.
Read the short client storyPerceptyx
Reimplemented complex pricing, amendments and renewals in Sales Cloud and CPQ, with finance connections and ongoing support.
Read the short client storyRave Mobile Safety
Architecture assessment, standardized quoting, customer analytics and ERP connectivity through Workato.
Read the short client storyBerlitz
A phased program connecting sales, enrollment, delivery and finance through Salesforce and related enterprise systems.
Read the short client storyETQ
CPQ reimplementation, automated renewals and amendments, and connected customer assets and finance data.
Read the short client storyAsure Software
Revenue-platform optimization, acquisition-related CRM consolidation, data migration and connected-platform support.
Read the short client storyNewsela
Selling workflows, multi-product discounting, account-level product visibility and ongoing managed services.
Read the short client storySpecialty Food Association
Sales-to-order-to-cash integration redesign across CRM, event, invoicing, payment and finance systems.
Read the short client storyEach program is shaped around the client’s business, operating model and systems.
Explore published client outcomesSubscription and usage billing
Connect product usage
to the commercial record.
Usage-based offers need more than a new price field. Product events, account ownership, contract terms and billing rules need to agree before an invoice can be trusted.
Prepare the usage
Collect usage from product systems, identify the customer and subscription, and validate, normalize and aggregate records for billing. Make missing or duplicate events visible.
Apply the sold terms
Connect usage to the contract, entitlement, included allowance and contracted pricing model. Carry amendments and effective dates into billing.
Reconcile and report
Trace usage through invoice lines and finance records. Give billing teams exception reports and customer teams visibility into adoption, allowances and expansion signals.
We design and implement usage mediation, integrations and controls for the products and systems included in the project. If you first need to understand the gaps, start with a focused review.
Explore the revenue leakage reviewCustomer lifecycle design
The sale sets up
the customer relationship.
We work with sales, services, customer success and finance to define what happens after the contract. Segment the engagement model, agree handoffs and make the information each team needs available in its workflow.
Our work covers onboarding, implementation checks, adoption, service reviews, customer-health signals and renewal or expansion ownership.
Support the lifecycle after go-live- Clear ownership
- Who accepts the sales handoff, leads onboarding, monitors adoption and prepares the renewal.
- Connected delivery and finance
- Products sold, services promised, project status, time capture, billing terms and exceptions.
- Information customer teams can use
- Product usage, adoption, entitlements, customer health and renewal coverage, brought together in consistent management reporting.
Data, integration and reporting
A consistent view
for the people running the business.
Agree the definitions and ownership behind the numbers, then connect the source records. We work across operational applications, data pipelines and reporting, including Snowflake, Tableau and Power BI.
Connect the records
Customer and account hierarchies, products, contracts, subscriptions, invoices and service delivery. Define shared identifiers, source ownership and reconciliation rules.
Automate the handoffs
Integrate sales, quoting, billing, finance, fulfilment and professional services. Make exceptions visible and reduce repeated data entry.
Support leadership decisions
Bring pipeline, bookings, recurring revenue, renewals and business performance into consistent management and board reporting. Confirm the definitions with business and finance teams.
Define success before delivery
Measure the improvement.
Set the baseline, target and measurement method for the processes being changed. Work with business and finance teams to assess the financial contribution.
Connect operating measures to value creation- Sales productivity
- Lead response, quote turnaround and approval rework.
- Revenue operations
- Billing exceptions, manual touches and close effort.
- Customer lifecycle
- Onboarding handoffs, renewal readiness and account visibility.
- Platform operations
- Data quality, integration reliability and release quality.
Before we begin
Questions about
working with StreamForce.
Do we need to replace our entire revenue stack?
No. We assess the processes and dependencies first. The scope may be an improvement to the existing environment, consolidation after an acquisition, or a larger reimplementation.
Is this limited to Salesforce?
No. Our expertise covers lead-to-revenue processes and the systems connected to them. That includes marketing automation, CRM, quoting, contracts, billing, revenue, ERP integrations, fulfilment, professional services, support and renewals. We work from the business process to the platform requirements, whether the program uses Salesforce or a wider application mix.
Can we start with one part of the lifecycle?
Yes. Start with a defined issue such as quoting, renewals, billing handoffs or data quality. We map its upstream and downstream dependencies before agreeing the work.
What happens after go-live?
We agree stabilization and support responsibilities during planning. Our GTM managed services can provide ongoing platform ownership, enhancements, architectural oversight and improvement delivery.
Explore managed servicesClient perspective
“A very successful CPQ implementation. Your team was responsive, clearly understood the objectives, and the work was done efficiently, on time and on budget.”
Your next step
Tell us which revenue process
needs to change.
Discuss a transformation program or start with a GTM Health Check. We will help identify the work involved, the people needed and which systems and records to examine first.
The introductory call is complimentary. Assessments and delivery are scoped and priced separately.