TCV’s acquisition of Kipu Health revealed productivity issues due to manual data entry across multiple systems. StreamForce automated processes using Salesforce, Marketo, and Financial Force, integrated various platforms, and migrated data from MS Dynamics, significantly enhancing efficiency and reliability.
Included Services
Challenges
- TCV, a leading investment firm, acquired Kipu Health, and as part of the M&A Process, StreamForce partnered with the TCV Operating partner group to execute a system transformation program.
- Manual Processes Kipu Health required manually entering data into multiple systems to manage their quotes, assets and subscriptions, contracts, and invoicing, causing a significant reduction in productivity. This process was necessary in order to transfer the information from the quoting to the contract and invoicing systems.
- Demand for Automation Kipu Health sought to integrate its systems and automate processes to reduce the need for data entry into multiple systems, and to increase the reliability of its asset management, contracting, and invoicing processes.
- Legacy Systems Kipu has been using legacy systems with monolithic architectures using MS Dynamics for Sales Processes, and was dealing with a longer sales cycle, no automations were designed as well.
Solutions
- Initiated the Systems Transformation Program and started with the Lead to Revenue health check.
- Architected and implemented GTM tech stack using Marketo, Sales Cloud, CPQ, and Integrated with Financial Force, Billing Platform, NetSuite, and YasPay for automating finance processes.
- Standardized CSM processes in the platform.
- Resigned and Optimized Customer Support Processes on Zendesk, 8X8, and Survey tooling.
- Automated CLM Processes for Contract Management using Malbek.
- Migrated MS Dynamics CRM data and artifacts to the Salesforce Platform.
- Designed a foundation platform for Customer 360 models.
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Outcomes
Built the foundation to drive cross-functional collaboration.
Greater efficiency for sellers, allowing them to focus on selling vs admin and “workaround” type activities, 360-degree view of the customer in SFDC.
Greater data integrity and improved reporting, opening the door to more easily prospect and close new business, cross-sell products, and upsell into a larger portion of our current customers.
StreamForce partnered with business owners to streamline and automate the lead-to-revenue process across all functional departments, including Finance, with enterprise systems of Marketo, Sales Cloud, CPQ, and integrated dozens plus systems of CLM, PSA, ERP, Billing, and AR systems.