Client: Articulate
TECHNOLOGY
- Salesforce Sales Cloud
- Salesforce Service Cloud
- Salesforce CPQ
- Salesforce Experience Cloud
ABOUT CLIENT
Articulate develops e-learning software, content, and resources that change the way the world learns. More than 120,000 organizations worldwide, including all 100 of the Fortune 100, have created millions of courses using our online training platform, Articulate 360. With Articulate 360, e-learning developers get everything they need to create courses for their learning management systems, including the award-winning authoring app Storyline 360.
NEED
Articulate faced challenges with its existing front and back office systems that were hindering its growth and operational efficiency. The company needed to transform these systems to support an expanding product catalog, facilitate easier calculations of key SaaS metrics, and ensure data integrity. Critical pain points included inefficient opportunity, quoting, and order processes, inadequate billing and revenue recognition capabilities, and limited visibility into advanced product pricing and discounting strategies.
APPROACH
The project was methodically phased into ‘Crawl’ and ‘Walk’ stages. During the Crawl phase, CloudMasonry tackled the redesign of account structures and the setup of Salesforce CPQ to enhance quoting and discount workflows. This phase also included enhancing e-commerce integrations and overhauling the partner portal to streamline lead intake and order management. In the Walk phase, the focus shifted to migrating and validating legacy data to ensure alignment with business objectives, developing SaaS-specific analytics and reporting capabilities, and executing comprehensive system testing and training. This meticulous approach ensured all systems were fully integrated and functional before the final go-live, with subsequent support and training to ensure smooth operation.
OUTCOME
The transformation initiative led by CloudMasonry significantly improved Articulate’s operational efficiencies and scalability. The new systems enabled more accurate and faster quoting, enhanced visibility into annual recurring revenue (ARR), and streamlined billing processes. The integration of advanced tools like Salesforce CPQ and Avalara provided the necessary infrastructure to handle increased transaction volumes and complex pricing models effectively. This resulted in improved partner and customer experiences, more reliable data integrity, and the ability to easily calculate and report on key SaaS metrics. Post-implementation, Articulate experienced a reduction in operational bottlenecks, enabling the company to accelerate its growth trajectory and adapt more swiftly to market demands.
