Late-stageAI & Machine Learning

CPQ, contract workflow and supply allocation for a sales org built from scratch

CPQ and CLM stood up

DealHubSalesforceIroncladClay
Play leadAmandaRevOps team · LeanScale
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The problem

The company was standing up an enterprise sales organization almost from scratch while selling against constrained physical capacity that had to be planned and committed in advance. There was no CPQ, contracting happened outside the CRM, and leadership had no view of what supply existed versus what had already been promised, so allocation decisions took a long time and ran on tribal knowledge.

The play

  1. 1
    CPQ stand-upDealHub

    Loaded the full product catalog with quantity tiers into a new DealHub CPQ sandbox and configured multi-year, multi-system quoting so a rep can build a complete multi-year quote in one place.

  2. 2
    Contract lifecycle in productionSalesforce

    Moved Ironclad CLM to production so reps launch master-agreement workflows straight from the Salesforce opportunity instead of chasing paper over email.

  3. 3
    Modeling supply and allocation

    Built custom objects modeling physical capacity end to end, site, capacity unit, capacity inventory and capacity allocation, with anchor-capacity flagging and a site-level demand-versus-supply forecast view, giving leadership a first real basis for deciding how to allocate constrained supply against committed demand.

  4. 4
    Lead-to-account hygieneSalesforce

    Ran enrichment through Clay plus a second enrichment source, added a Salesforce rule that blocks duplicate account creation on a website match, and fixed the routing, geography and enrichment-conflict issues feeding the inbound funnel.

  5. 5
    Provisioning, security and territoriesSalesforce

    Handled Salesforce provisioning at scale, MFA and anti-phishing hardening, departed-user offboarding, deal registration, an in-house attribution model, and territory buildout across six regional territories as the sales org grew.

What it moved

CPQ and CLM stood up

The full product catalog with quantity tiers and multi-year, multi-system quoting was loaded into a new DealHub CPQ sandbox, and Ironclad CLM went to production wired to Salesforce opportunities.

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