Upgrading Quote-to-Cash Ecosystem
Migrated from Zuora to Salesforce CPQ across sales, finance, marketing, analytics, provisioning, and more. Upgraded the tech stack to support both high-volume and high-customization of deals.
“Have had the opportunity to work with Vitali and his team to re-engineer the lead to opportunity/quote and quote to cash business processes while going upmarket from a PLG to PLG+enterprise sales motion. Vitali and his team are good business/systems architects and detailed systems implementers in the Lead to Cash area.”
Daniel Soosai
VP Revenue Operations & Business Analytics, Wrike
Challenge
Wrike needed to transform their lead-to-cash processes while transitioning from a product-led growth model to a hybrid PLG+enterprise sales approach, requiring significant process re-engineering and system optimization.
Tools & Systems
Solution
Process Architecture Design
Designed comprehensive lead-to-cash processes that support both self-service PLG motions and enterprise sales cycles.
Revenue Operations Optimization
Implemented automated workflows and data pipelines to streamline revenue operations and improve forecast accuracy.
System Integration & Analytics
Integrated Zuora, Salesforce CPQ, and BigQuery to create a unified revenue analytics platform with real-time insights.
Key Results
Improvement in lead-to-cash process efficiency
Seamless transition from PLG to hybrid PLG+enterprise model
Automated revenue operations with real-time analytics
Enhanced forecast accuracy and revenue predictability