Case Study

Streamlining the DataStax Subscription Sales Model

 
 
 

The Client

DataStax provides data management software to more than 500 customers in over 50 countries. Built on the unique architecture of Apache Cassandra™, DataStax Enterprise is the always-on data platform to the world’s most innovative companies, such as Netflix, Safeway, ING, Adobe, Intuit, and eBay.

Comity helped us focus on our lead-to-order sales process and developed an elegant Salesforce CRM that provides us with up-to-date and accurate information on our sales pipeline and flexible to support our growth strategy.

Comity’s understanding of the subscription-based business was a true differentiator and informed their implementation of our platform.

The Challenge

The DataStax sales model is built on a foundation of annual subscriptions, landing and growing accounts through expansion, new product add-ons, and renewals. But their CRM system was not properly configured and heavily customized making it too brittle to support changes in sales strategy to support their growth plans.

 
 
 

The Solution

A re-implemented Salesforce incorporates best practices for subscription-based sales with de-duplication rules to match and eliminate duplicate sales leads, and enriched lead data with Inside View and RainKing. A well-configured Salesforce CPQ supports product configuration, prorated pricing, approvals, and quote generation for new sales, add-on sales, renewals, and multi-year deals.

 
 
 

The Results

The solution increased lead data quality and sales pipeline confidence, resulting in higher user adoption with increased trust and flexibility to meet sales processes. The seamless and automated process replaced the manual, spreadsheet-based process for real time, accurate data for forecasting.