A mid-market healthcare SaaS company with 120 Salesforce users was running revenue operations across four disconnected systems: Salesforce for pipeline, spreadsheets for forecasting, a legacy billing tool, and email threads for approvals. Finance closed the books 15 days after quarter-end. Sales managers built forecasts by copy-pasting from three dashboards into a Google Sheet every Monday morning.
TeraQuint migrated the entire quote-to-cash workflow to Revenue Cloud in 90 days — replacing manual handoffs with automated billing, real-time forecasting, and a single pipeline view shared across Sales and Finance.
Challenge
The client faced three compounding problems:
- Disconnected billing: Subscription renewals and usage-based charges lived in a legacy system that didn't sync with Salesforce. Reps couldn't see whether a customer was current, overdue, or mid-upgrade.
- Manual forecasting: Every forecast was a spreadsheet exercise. Sales ops spent 8+ hours per week reconciling pipeline data across systems. By the time the number reached leadership, it was already stale.
- No cross-functional visibility: Finance saw revenue. Sales saw pipeline. Nobody saw both. Expansion opportunities sat unworked because CSMs didn't know which accounts had budget cycles approaching.
Approach
We applied TeraQuint's 3-Step Blueprint methodology with a Salesforce CPQ consulting engagement scoped at $45,000:
Phase 1 — Blueprint & Discovery (Weeks 1–3): Mapped the existing quote-to-cash workflow across all four systems. Identified 23 manual handoff points. Designed the target-state data model in Revenue Cloud with automated subscription billing, renewal triggers, and usage-based pricing rules.
Phase 2 — Execute (Weeks 4–10): Migrated 4,200 active subscriptions and 18 months of billing history. Configured guided selling flows, approval chains, and discount schedules. Built real-time forecasting dashboards that pull directly from Revenue Cloud — no spreadsheet layer.
Phase 3 — Go-Live & Govern (Weeks 11–13): Phased rollout by team. Trained 120 users across Sales, Finance, and Customer Success. Established governance rhythms: weekly data quality checks, monthly architecture reviews, and quarterly roadmap alignment.
Outcomes
- Books closed in 5 days instead of 15 — Finance now has real-time revenue visibility without waiting for batch syncs.
- Forecast accuracy improved 34% — automated pipeline reporting eliminated the Monday spreadsheet ritual and gave leadership a live number.
- 12 expansion opportunities surfaced in the first month — CSMs could finally see renewal timelines and usage patterns alongside account health, revealing upsell signals that were previously invisible.
- 8 hours/week recovered for Sales Ops — no more reconciling data across four systems.
The client now operates on a single source of truth for revenue, with a foundation architected for future Data Cloud activation and Agentforce automation. Use our Salesforce ROI calculator to estimate what a similar transformation could deliver for your team.