How LevelShift Reduced Quote-to-Contract Time by 60% with Revenue Cloud

Our client is a global cybersecurity and cyber risk management company that helps businesses, governments, insurers, financial institutions, and law firms respond to and recover from cyber incidents. They provide incident response, managed security services, cyber risk management, and digital forensics solutions, helping organizations strengthen resilience, reduce cyber risk, and recover quickly from security threats.

Our client wanted to modernize its Salesforce Revenue Cloud quoting process to improve consistency, reduce manual effort, and support future business growth. Product configuration, pricing, approvals, and Statement of Work (SOW) creation relied on disconnected processes, resulting in delays, inconsistent pricing, and limited visibility.

The following challenges were identified:

• Manual quoting process: Quotes required manual pricing adjustments and document preparation, increasing effort and the risk of errors.
• Inconsistent product and pricing management: Product catalogs, SKUs, and price books lacked standardized governance, making it difficult to maintain accurate pricing.
• Complex product configuration: Bundled products and pricing rules were difficult to manage, leading to inconsistent quotes.
• Approval delays: Pricing exceptions and margin approvals relied on manual processes, slowing quote approvals.
• Manual SOW generation: Statements of Work were created outside Salesforce, resulting in inconsistent documents and additional administrative work.
• Limited visibility and governance: The lack of version control and audit tracking made it difficult to monitor quote changes and ensure compliance.

To simplify the quoting process, LevelShift implemented a centralized Salesforce Revenue Cloud solution that automated product configuration, pricing, approvals, and Statement of Work generation. The solution standardized product and pricing management while improving governance and reducing manual effort.

The following solutions were implemented:

• Centralized product and pricing management: Standardized product catalogs, SKUs, and price books to improve pricing consistency and simplify ongoing maintenance.
• Automated product configuration: Configured bundled products and pricing rules within Salesforce to streamline quote creation.
• Automated pricing: Implemented Revenue Cloud pricing procedures and lookup tables to apply pricing consistently across all quotes.
• Streamlined approvals: Automated pricing and margin approval workflows to reduce delays and improve compliance.
• Automated SOW generation: Generated Statements of Work directly from Salesforce using standardized templates, eliminating manual document creation.
• Improved document management: Linked Quotes and SOWs with version control to improve traceability and simplify document management.
• Built-in governance: Introduced approval controls, audit trails, and standardized processes to improve compliance and pricing accuracy.

The new solution simplified the quoting process, improved pricing consistency, and reduced manual effort, creating a faster and more scalable Salesforce Revenue Cloud environment. These improvements delivered the following benefits:

• 40-60% faster quote-to-contract cycle: Automation accelerated quote creation, approvals, and SOW generation.
• Up to 80% fewer quoting errors: Standardized pricing logic and automated document generation reduced manual mistakes.
• 20-30% higher sales productivity: Sales teams spent less time creating quotes and more time engaging with customers.
• Improved pricing accuracy: Automated pricing rules and approval controls ensured consistent and compliant pricing.
• Faster approval process: Automated workflows reduced delays caused by manual pricing and margin approvals.
• Better document consistency: Standardized SOW templates ensured every customer received accurate and professional documentation.
• Stronger governance: Version control and audit trails improved compliance, visibility, and change tracking.
• Scalable quoting operations: The centralized Salesforce Revenue Cloud solution provides a flexible foundation for future products, pricing models, and business growth.