Client Background

A leading global process automation company, headquartered in the United States, partnered with Ekfrazo Technologies to modernize its sales contracting and Quote-to-Cash process using Salesforce CPQ. This initiative was part of a broader Salesforce cloud transformation aimed at enhancing operational efficiency and digital scalability. 

Business Challenges

The client faced multiple operational inefficiencies within its Quote-to-Contract workflow:

• • The existing process lacked scalability, compliance, and auditability, resulting in workflow disruptions across regions, highlighting the need for robust sales force management.

• • Invoices were manually updated, leaving no historical record for tracking, reconciliation, or audit trails, underscoring the importance of CPQ for Salesforce automation.

• • With rapid expansion into multiple geographies, managing localized product configurations, pricing rules, and tax policies became increasingly complex, creating inconsistencies in discounting, quote approvals, and contract governance, an area where Salesforce and CPQ could bring measurable improvements.

• • Contract renewals were heavily dependent on the sales team, prolonging turnaround times and creating operational bottlenecks.
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  • Channel partners and distributors lacked a self-service platform, restricting their ability to manage renewals and slowing deal cycles, which could be addressed using the Salesforce AppExchange and Salesforce developers’ expertise.

The absence of a unified, automated Salesforce framework prevented the organization from meeting its operational efficiency goals and scaling in alignment with growth strategies.

Our Salesforce-Driven Solution

To address these challenges, Ekfrazo Technologies implemented a powerful automation approach on Salesforce CPQ (Configure, Price, Quote), aligned with industry best practices and built for future scalability.

Key Interventions:

• • Automated Invoice Snapshots – Created invoice and amendment snapshots for better visibility and historical tracking.

• • Custom Workflows & APIs – Enforced approval hierarchies, product configuration rules, and pricing logic to ensure compliance and accuracy.
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  • Localized Pricing & Tax Management – Enabled region-specific tax governance and product pricing for seamless global operations.
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  • Partner Self-Service Portal via Salesforce Experience Cloud – Empowered partners and distributors to initiate and manage contract renewals independently, reducing dependency on the sales team.

The Impact

This transformation went beyond automating sales processes by creating a scalable and reliable revenue and contracting system for the client. Manual effort was greatly reduced and workflows were standardized across regions, allowing sales and partner teams to operate more efficiently and with full visibility. Automated invoice snapshots, approval workflows, and region-specific pricing rules replaced error-prone manual tasks with accurate and structured operations. Partner self-service portals accelerated contract renewals and improved compliance. With these improvements, the client can now expand across multiple geographies with confidence, maintaining operational efficiency, accuracy, and control.