Transforming Sales and Service With CPQ-Led Process Automation

A leading fleet management technology provider struggled with complex subsidy handling, reactive renewals, slow product and pricing changes, and long approval cycles. Myridius rebuilt the quote-to-cash process on Salesforce CPQ with Advanced Approvals, Sales and Service Cloud, and Zuora, delivering an MVP in 16 weeks and driving 12 percent subscription growth, renewals twice as fast, and product onboarding 70 percent faster.

Key Outcomes

• 12 percent growth in subscription revenue.
• Renewals processed twice as fast.
• Product onboarding 70 percent faster, with an MVP delivered in 16 weeks.

Overview

A leading fleet management technology provider relied on sales and service processes that struggled with complex subsidy handling for partner insurance, reactive renewal management that risked churn, slow addition of new products and pricing, and long, multi-step approval cycles. The desired state was a flexible, automated quote-to-cash process that could scale with the business and protect recurring revenue. Myridius rebuilt the process on Salesforce CPQ with Advanced Approvals, Sales and Service Cloud, and Zuora, configuring flexible subsidy handling, scheduled and automated renewals, segmented approvals, and ongoing platform health work. As a result, the client achieved 12 percent growth in subscription revenue, processed renewals twice as fast, onboarded new products 70 percent faster, delivered an MVP in 16 weeks, and realized roughly 75,000 dollars in annual contract value impact.

Client Context

The client is a leading fleet management technology provider in the automotive sector, selling subscription-based products and services to fleet operators and partners.

Efficient sales and service processes mattered here because the business depends on recurring subscription revenue, partner subsidies, and the ability to introduce new products and pricing quickly. What was at stake was growth and retention: complex subsidy handling, reactive renewals, and slow approvals were limiting how fast the company could sell, renew, and expand its offerings.

The Challenge

The client's sales and service processes struggled with complex subsidy handling for partner insurance, reactive renewal management that exposed the business to churn, slow addition of new products and pricing, and long, multi-step approval cycles. The desired state was a flexible, automated quote-to-cash process that scaled with the business and protected recurring revenue.

Consider a typical deal. Pricing involved partner insurance subsidies that were hard to model, renewals were handled reactively rather than proactively, introducing a new product or price could take weeks, and approvals moved through long multi-step chains. Each of these slowed revenue and added friction for sales and service teams alike.

Transformation Goals

The engagement focused on north stars that connected a flexible quote-to-cash process to subscription growth, faster renewals, and reduced churn.

• Flexible Quoting: Handle complex partner insurance subsidies and enable rapid addition of new products and pricing within CPQ.

• Proactive Renewals: Shift from reactive to scheduled, automated renewal management to accelerate renewals and reduce churn.

• Streamlined Approvals: Replace long, multi-step approval cycles with segmented, efficient approval workflows.

The Solution

The engagement rebuilt the quote-to-cash process on Salesforce CPQ with Advanced Approvals, Sales and Service Cloud, and Zuora. Myridius orchestrated a flexible quoting and renewal foundation, embedded subsidy logic and automated renewal handling into the process, and reimagined sales and service as a scalable, low-friction operating model. The progression moved from deploying flexible CPQ and billing, to embedding subsidy handling, segmented approvals, and automated renewals, to reimagining the process as a healthy, continuously tuned platform supporting growth.

• Orchestrated the foundation: Configured flexible Salesforce CPQ to handle complex partner insurance subsidies and enable rapid addition of new products and pricing, integrated with Zuora for subscription billing.

• Embedded intelligence into the journey: Implemented scheduled contract renewals with automated re-runs on failure routed to account executives, and used CPQ Advanced Approvals with user segmentation to streamline approval cycles.

• Reimagined the operating model: Performed ongoing platform health work, addressing technical debt and performance tuning so the process stayed scalable and reliable as the business grew.

Governance and Trust

Because this engagement reshaped how the business quoted, approved, and renewed subscription revenue, control over pricing and approvals was central. CPQ Advanced Approvals with user segmentation ensured that the right approvers were involved at the right level, replacing long, opaque chains with streamlined, governed workflows.

Scheduled contract renewals with automated re-runs on failure, routed to account executives, ensured that renewals were handled proactively and that no contract slipped through unnoticed, protecting recurring revenue. Ongoing platform health work, addressing technical debt and performance tuning, kept the quote-to-cash process reliable and scalable, so growth did not come at the cost of stability.

Results

The engagement transformed a slow, manual, reactive sales and service process into a flexible, automated, scalable quote-to-cash model. The result was measurable growth, faster renewals, and quicker product introduction.

The result:

• Achieved 12 percent growth in subscription revenue.

• Processed renewals twice as fast through scheduled, automated handling.

• Onboarded new products 70 percent faster, delivered an MVP in 16 weeks, and realized roughly 75,000 dollars in annual contract value impact.

Technology Stack

Configure, Price, Quote

Salesforce CPQ with Advanced Approvals
Handles subsidies, pricing, and segmented approvals

Sales and Service

Salesforce Sales Cloud, Service Cloud
Manage the end-to-end sales and service process

Subscription Billing

Zuora
Powers subscription billing and recurring revenue

Platform Health

Technical debt remediation and performance tuning
Keep the quote-to-cash process scalable and reliable

For a subscription business, slow approvals and reactive renewals are a direct drag on growth and a source of churn. This case shows how a flexible, automated quote-to-cash process turns sales and service into a growth engine. This was not a CPQ install. It was a rebuild of how the business quotes, approves, renews, and grows subscription revenue.