Industrial Equipment Manufacturer

A High-Precision Revenue Cloud Engine Connecting Quote to Cash

This mining and industrial equipment manufacturer replaced disconnected spreadsheets with governed Revenue Cloud architecture — closing pricing gaps and connecting every deal into SAP automatically.

Date
August 6, 2026
Topic
Revenue Operations
Summary
Focus Areas
Revenue Cloud (CPQ) · Sales Cloud · MuleSoft
Challenge

This manufacturer was operating in a high-stakes environment where disconnected data created massive financial risks.

  • Relying on disconnected Excel sheets for complex estimating led to pricing discrepancies as high as $200,000 on a single project.
  • Sales reps had to manually dual-enter data across two systems just to get started.
  • Building a technical bid was a manual process costing an hour of a rep's time per deal.
  • Strategic customer info was trapped in legacy custom objects and restricted licenses, preventing a clear view of the business.
Solution

Rosetree engineered a unified lead-to-project flow, moving the business off spreadsheets and into a governed system.

  • Automated material lists: implemented Revenue Cloud Advanced (RCA) to handle complex bundles.
  • Reliability at scale: built a custom architecture using duplicate product records to keep the system stable and fast.
  • Instant expert matching: an automated flow routes new deals to the right specialist based on office location and current workload.
  • The ERP bridge: automated the handoff so “Closed Won” deals automatically trigger project creation in the ERP system for immediate billing.
Results

Precision at Scale

  • Margin Protection: Eliminated revenue leaks by engineering logic into the Salesforce framework.
  • Bid Confidence: Ensuring every proposal is financially sound before it reaches a customer.
  • Operational Velocity: Quote generation time from a 60-minute to minutes-long process.
  • Real-Time Fulfillment: 5-minute window for SAP project initialization, billing cycle begins on closed won.
  • Strategic Transparency: Migrated all legacy data into standard Salesforce objects, giving leadership a single, audit-ready source of truth for the first time.
Instant
Quote generation, down from 60 minutes per deal
5-Minute
ERP project kickoff on every closed-won deal
Governed
Single source of truth across CRM and ERP
Rosetree engineered a unified lead-to-project flow, moving the business off spreadsheets and into a governed system.

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