Customer Success Story
Simplifying Revenue Tracking with Salesforce CPQ
Snowplow is the global leader in customer data infrastructure (CDI) for AI, enabling every organization to own and unlock the value of its customer behavioral data to fuel AI-driven marketing, digital products and services, customer experiences, and fraud mitigation.
Industry
High Tech
Users
~130
Salesforce Products
Sales Cloud
Account Engagement
Revenue Cloud
“
Nebula is a great partner. They have a deep understanding of the business side of things which makes all the difference in devising and executing on a solution.
The Challenge
- Tracking Monthly Recurring Revenue (MRR) with monitoring of upsells and downsells on a monthly basis in USD proved challenging in spreadsheets.
- Rolling monthly contracts and currency fluctuations added complexity to revenue calculations and reporting.
- Data was siloed across multiple systems, resulting in incomplete and inconsistent information.
The Solution
- A new revenue tracking model was introduced in CPQ to automatically generate and update MRR records based on ongoing sales activity.
- MRR is tracked month-by-month at the account level, allowing for clearer insight into revenue trends.
- Historical data was included through a backfill process to ensure a complete revenue picture from day one.
- The model supports ongoing updates to reflect changes such as upsells or renewals.
The Impact
- Accuracy and consistency of revenue tracking within Salesforce has eliminated the need for external systems and spreadsheets.
- Snowplow is now closer to using Salesforce as a unified, single source of truth. As a result, leadership now has a reliable, account-level view of MRR in USD making reporting and forecasting much easier.
- Stakeholders have recognised the value of Salesforce and CPQ through enhanced MRR visibility.
Migrating to the Next Generation of Quoting
Empowering Self-Service Data Importation
Transforming Estimates for a Global Manufacturer
Targeted Sales Enablement for Users
Laying the Right Foundations
From Spreadsheets to Salesforce: A Smarter Way to Sell
Account Engagement – Friend not Foe
Creating a seamless membership experience
Aligning Marketing and Sales for a Global Insurer
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Irongate House,
22-30 Dukes Place,
London EC3A 7LP
