Case Study

Gainsight

We helped Gainsight decrease dependency on Deal Desk, utilize guided selling, and reach 100% sales-rep adoption.

At a Glance

Due to a lack of in-house CPQ assistance, Gainsight lacked insight into the advantages CPQ had to offer. We rebuilt Gainsight’s CPQ environment in order to increase sales and productivity.

Services Provided

Implementation Services | Configuration

The Challenge

Full Utilization of CPQ

Manual Processes: Gainsight’s current CPQ instance lacked basic product and pricing logic and rules, had no established approvals, and required reps to manually search a massive 600-product catalog to price and quote their sales.

Poorly Implemented CPQ: Gainsight had previously implemented Steelbrick CPQ with an in-house team. However, Gainsight found this implementation to be a hindrance to a productive sales cycle.

Little Technical Resources and Expertise: Gainsight did not have the in-house personnel to perform a complete overhaul of its CPQ.

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Manual Processes: Gainsight’s current CPQ instance lacked basic product and pricing logic and rules, had no established approvals, and required reps to manually search a massive 600-product catalog to price and quote their sales.

Poorly Implemented CPQ: Gainsight had previously implemented Steelbrick CPQ with an in-house team. However, Gainsight found this implementation to be a hindrance to a productive sales cycle.

Little Technical Resources and Expertise: Gainsight did not have the in-house personnel to perform a complete overhaul of its CPQ.

Robert and Ben are probably two of the best CPQ developers I've ever had the pleasure to work with. This is the smoothest launch of Salesforce CPQ I've ever seen; there were no delays whatsoever.

Johnny Cheng, Director of PMM, Pricing, and Packaging

About Gainsight

Gainsight is changing the game for businesses by helping them leverage the power of customer data to manage at-risk customers and grow the lifetime value of healthy ones. Gainsight helps businesses gain insight into customer lifecycle, risk management, and value demonstration.

Headquarters: Redwood City, CA
Industry: Software
Website: www.gainsight.com

The Outcome

McAfee Case Study Simplus

Reimplementation of CPQ: We helped Gainsight rebuild its CPQ environment from the ground up. This included initial scoping and design of the new system and a complete restructuring of product pricing and packaging.

Additionally, the introduction of AI and simplified catalog and order templates increased sales rep productivity, achieving 100% adoption by sales reps.