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    Telecommunications | Enterprise CPQ & Order Management

    Enterprise B2B Quote-to-Cash Transformation for a Leading Australian Telecom Provider

    Modernizing the enterprise sales lifecycle with CloudSense CPQ on Salesforce — streamlining complex telecom product configuration, dynamic pricing, subscription management, and order fulfillment for one of Australia's largest telecommunications companies.

    $20B+

    Annual Revenue Scale

    18M+

    Customer Accounts

    60%

    Faster Quote Turnaround

    End-to-End

    CPQ Ecosystem Delivered

    Client Overview

    One of Australia's largest and most established telecommunications companies, providing voice, mobile, internet, enterprise connectivity, pay television, and network infrastructure services to over 18 million customer accounts. With a history spanning over a century, the organization is a critical provider of enterprise B2B connectivity solutions including point-to-point links, managed networks, and large-scale communication infrastructure contracts. The company's enterprise division manages complex multi-product deals requiring sophisticated configuration, pricing, and order management capabilities.

    Key Business Characteristics:

    • Australia's leading telecommunications provider with $20B+ annual revenue
    • Complex B2B product portfolio spanning connectivity, managed networks, and enterprise services
    • Multi-layered subscription and contract models requiring sophisticated quoting logic
    • Large-scale enterprise deals with bundled services, custom pricing, and multi-year commitments
    • Existing Salesforce CRM requiring CPQ modernization for enterprise sales efficiency

    Challenges

    Manual Enterprise Quoting

    Complex B2B telecom quotes were built manually with significant effort in product configuration, pricing calculations, and approval routing — leading to long sales cycles.

    Complex Product Configuration

    Telecom products like P2P connectivity and bundled enterprise services had intricate dependency rules that couldn't be handled by standard CRM capabilities.

    Fragmented Order Lifecycle

    Order creation, modification, renewals, and subscription tracking were managed across disconnected tools with no unified view of the customer's service lifecycle.

    Technology Stack

    Salesforce CRM
    CloudSense CPQ
    CloudSense Solution Console
    JavaScript Customizations
    Salesforce Static Resources
    Salesforce Platform
    Agile Methodology
    CloudSense R&D Collaboration

    Solutions Implemented

    CloudSense CPQ Implementation

    • Configured CloudSense CPQ for telecom product configuration and subscription models
    • Implemented pricing logic for enterprise-level quoting requirements
    • Rule-based configuration for P2P connectivity and bundled enterprise services
    • Predefined validation logic ensuring accurate product combinations

    Quote Generation Automation

    • Automated B2B quote generation with dynamic pricing
    • Subscription mapping for recurring and usage-based billing models
    • Structured approval workflows for enterprise deal governance
    • Reduced manual effort and quote turnaround time significantly

    Order Management & Subscriptions

    • Customized order lifecycle — creation, modification, renewals, and tracking
    • Subscription management through the Solution Console module
    • Service additions and modifications with full audit trail
    • Unified view of customer service portfolio and contract status

    Solution Console Enhancements

    • Enhanced UI components for improved sales team usability
    • Custom buttons and navigation for faster order processing
    • Better visibility into order details, service additions, and status
    • Seamless Salesforce and CloudSense integration layer

    Custom Development & Extensions

    • JavaScript-based UI extensions beyond standard package capabilities
    • Product-specific resource files as Salesforce static resources
    • Extended CloudSense functionality without altering core product architecture
    • Customer-specific customization layer for enterprise sales requirements

    Cross-Functional Agile Delivery

    • Daily stand-ups with client stakeholders and CloudSense technical teams
    • Coordination with integration teams and system integrators for deployment
    • Collaboration with CloudSense R&D for broader product refinements
    • Iterative testing and deployment cycles ensuring quality at every stage

    Results & Impact

    • Faster Quote Turnaround: Automated CPQ workflows reduced enterprise quote generation time by up to 60%, accelerating deal closure and improving sales productivity
    • Improved Configuration Accuracy: Rule-based product configuration eliminated manual errors in complex telecom bundles, ensuring accurate pricing and valid product combinations
    • Unified Order Lifecycle: End-to-end order management — from creation through modification, renewal, and subscription tracking — in a single platform
    • Enhanced Sales Efficiency: Sales teams gained a streamlined, intuitive interface for managing complex enterprise deals with fewer manual steps and faster approvals
    • Scalable Architecture: Custom extensions built without altering CloudSense core architecture — enabling future upgrades and product enhancements without rework
    • Collaborative Delivery Model: Cross-functional agile coordination with CloudSense R&D, integration teams, and system integrators ensured smooth deployment and continuous improvement

    Transform Your Enterprise Sales with CPQ

    Let's discuss how we can help your telecom or enterprise organization modernize quote-to-cash processes with Salesforce CPQ solutions.

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