Track. Automate. Grow.
Education | CPQ + Billing | Customer Success
The Challenge
itslearning, a Sanoma company, is a leading European provider of digital learning platform for both K12 and higher education. The learning management system helps teachers to plan for successful learning, create lessons and engage students.
itslearning were using several systems to manage their sales & billing processes, throughout multiple markets with local demands.. This resulted in different ways of selling between teams, and tedious manual work to serve managerial oversight & smart decision making. With ambitious plans to further grow the business and improve internal processes, itslearning looked for a Platinum solution partner that could deliver an integrated solution within a tight time frame.
- itslearning already had Salesforce Sales Cloud but were using another system for their billing processes.
- They wanted to get an enhanced view of their customer lifecycle, including subscription management.
- Sales & billing procedures needed to be aligned across countries and regions.
- itslearning wanted to standardise business methodology to improve efficiency & effectiveness.
To free up resources, itslearning additionally wanted to automate pricing.
The Solution
Pracedo were introduced to itslearning as a Platinum partner that could rapidly deliver a solution. Deep-dive discovery workshops were conducted to understand business processes & stakeholder requirements. As a result, Pracedo produced a solution design for CPQ & Billing that would deliver improved sales processing, quoting experience, enhanced invoicing & better insights.
- Pracedo implemented CPQ & Billing with integrations for DocuSign CLM, their in-house delivery platform & finance system, SAP.
- Processes were implemented to handle mid-term changes to contracts, such as upsells & cross-sell opportunities. This allowed itslearning to automatically calculate the proration of contracts, while simultaneously updating the billing system.
- Tracking & managing contract renewals were automated, reducing the use of resources.
- Invoices were automatically created to improve efficiency for the finance team.
- Integrating platform usage information and comparing this data with customer contracted allowance resulted in automated notifications to account teams and, where appropriate, the production of invoices.
The Impact
itslearning now have increased oversight into customer lifecycle & revenue management.
- The efficiency of the implementation resulted in savings from a retired licensing system.
- A more complete view of contracts and subscription data, allowing account teams to provide a quicker, more tailored customer experience.
- The new streamlined process will save admin time with the sales team.
Better customer insights & data will lead to smarter decision making & add improved data quality.
- There will be less reliance on finance having to manually administrate billing. This will improve customer experience, increase efficiency & save staffing costs.
- The quoting process was standardised across regions, which resulted in a better management & oversight of sales.
