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Case Study


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.
Komatsu - the challenge

The Challenge

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.
Komatsu - the challenge

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
Komatsu - the challenge
Komatsu - The Outcome

The Outcome

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.
Komatsu - The Outcome

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