Customer Success Story
Simplifying Revenue Tracking with Salesforce CPQ
Disconnected spreadsheets hindered Snowplow's MRR and currency tracking. Nebula's automated Salesforce CPQ revenue model delivered a single source of truth, giving leadership reliable, account-level MRR visibility to easily forecast trends.
Users
130
Salesforce Products
- Account Engagement
- Revenue Cloud
- Sales Cloud
Snowplow & Nebula
Snowplow is the global leader in customer data infrastructure (CDI) for AI, enabling every organisation to own and unlock the value of its customer behavioural data to fuel AI-driven marketing, digital products and services, customer experiences, and fraud mitigation.
The Challenge
- Tracking Monthly Recurring Revenue (MRR), including monthly monitoring of upsells and downsells 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.
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.
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