Customer case

Orange Cyberdefense: Driving Global Standardization and Efficiency with Salesforce CPQ

Orange Cyberdefense (OCD), a leading cybersecurity business unit within the Orange Group, enlisted Nextview's expertise to standardize and centralize their lead-to-cash process by implementing Salesforce CPQ across their global organization. With a track record of over 25 years in information security and a presence in 160 countries and a strong focus on Europe, OCD aimed to streamline their operations to better serve their growing customer base.

Streamlining Global Operations with Salesforce CPQ Integration

Currently OCD is using Salesforce Sales and Service Cloud within their organization. However, a lot of the processes involved with the lead-to-cash process are not aligned and not centralized within one system and one global approach. In order to facilitate the rapid growth of the organization and to be able to deliver OCD’s customers the desired service from lead to cash, OCD has chosen to extend the current Salesforce implementation with CPQ. This Lead to Cash process will be implemented in light of the Sales Enablement process. This requires a more standardized way of working across all countries/regions.

Implementing Salesforce CPQ to Unify and Optimize Lead-to-Cash Processes

Nextview was brought in to implement Salesforce CPQ to harmonize OCD's global lead-to-cash process. Utilizing a pragmatic approach, Nextview not only built the solution but also provided guidance for high adoption across all countries and regions. OCD requested Nextview to help create, implement, and train OCD when implementing this lead-to-cash process during the MVP phase. 

Nextview implemented a harmonized lead-to-cash process with Salesforce CPQ, which helped Orange Cyberdefense:

1. Eliminate reliance on Excel for calculations and centralize calculations in a single system.
2. Harmonize the calculation model between NL and BE, preparing to onboard other countries and achieve one calculation model across all countries on CPQ.
3. Validate critical calculation rules on all users in CPQ, ensuring proposals contain the right content required for implementation and support.
4. Integrate with vendors and distributors to ensure up-to-date pricing and discounts for all countries.
5. Automate currency conversions for accurate quoting.
6. Enable each country to create a quote in the required language from one CPQ module.
7. Automate updates between quotes and opportunities, eliminating manual updating of opportunities.
8. Set up CPQ as the first step to an automated renewal process, enabling better forecasting.

Enhanced Efficiency and Customer Experience through Salesforce CPQ Adoption (Outcome)

The successful Salesforce CPQ implementation has led to increased operational efficiency, streamlined processes, and improved customer experience across OCD's global organization. The harmonized lead-to-cash process allows OCD to better support their customers and facilitate growth through:

1. Standardization of processes and tools across geographies.
2. Increased speed, accuracy, and quality in service delivery.
3. Improved visibility into customer contracts and opportunities.
4. Enhanced ability to manage complex product catalogs and vendor relationships.
5. Accelerated adoption of the new solution in MVP countries, including the UK, Belgium, and the Netherlands.

Orange Cyberdefense has taken a significant step towards achieving their strategic goals of increased revenue, improved customer intimacy, and enhanced customer retention. The successful Salesforce CPQ implementation has set the foundation for continued growth and a safer digital society.

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