Client: Routeware
TECHNOLOGY
- Salesforce CPQ
- Salesforce Sales Cloud
ABOUT CLIENT
Routeware provides fleet management software and technology solutions that optimize operations for waste and recycling companies, supporting efficiency, safety, and sustainability.
NEED
Routeware’s existing Salesforce Configure, Price, Quote (CPQ) implementation was not built around how the business actually sells, which limited its ability to use standard platform functionality. Managing product catalogs, pricing models, and opportunity and quote management was harder than it needed to be, and the misalignment was constraining both the efficiency and the scalability of sales operations.
APPROACH
CloudMasonry rebuilt the CPQ implementation around Routeware’s own pricing models rather than working around the existing configuration, then integrated finance and prepared the team to run it.
- Reorganized the product catalog and established dual pricebooks to support distinct pricing models.
- Automated pricing, terms, and contract management covering amendments, renewals, and approvals.
- Built a custom batch process to automate annual subscription increases.
- Deployed a third-party Sage Intacct integration to improve financial accuracy.
- Ran comprehensive data migration alongside a structured user acceptance testing and training program to support adoption.
OUTCOME
The rebuilt CPQ implementation streamlined Routeware’s sales process and improved quote accuracy. Optimizing the product catalog, automating approvals and contract renewals, and connecting to Sage Intacct reduced manual errors and improved financial reporting.
- A CPQ implementation aligned to Routeware’s business processes rather than working against them.
- Quote accuracy and efficiency improved through a reorganized product catalog and dual pricebooks.
- Annual subscription increases automated rather than processed by hand.
- Financial reporting improved through the Sage Intacct integration.
- A scalable foundation for growth, with the team trained to operate it.
