Modernizing Quote-to-Cash for a Global Medical Device Manufacturer
Overview
As Healthcare & Life Sciences organizations shift toward service-led and subscription-based revenue models, legacy quote-to-cash systems often fail to keep up.
A global medical device manufacturer partnered with us to modernize their revenue operations using Salesforce Revenue Cloud, enabling them to manage complex product configurations, automate contracts and billing, and gain real-time revenue visibility—without compromising compliance.
The Challenge
The organization was operating with fragmented CPQ, billing, and contract management systems across regions and business units.
As product offerings expanded to include bundled devices, services, and subscriptions, these disconnected systems began to slow growth and increase operational risk.
Key challenges included:
Lengthy and inconsistent quote creation
Manual pricing adjustments for hospitals and distributors
Error-prone contract and renewal processes
Limited visibility into revenue performance and compliance
The result was slower deal cycles, higher error rates, and reduced confidence in revenue forecasting.
The Solution
We implemented a unified quote-to-cash architecture using Salesforce Revenue Cloud, designed specifically for the complexity of Healthcare & Life Sciences sales models.
Key Capabilities Delivered
Configurable device and service bundles
Hospital- and distributor-specific pricing automation
Automated contract generation, renewals, and subscription billing
Centralized revenue data with built-in compliance controls
The new system replaced siloed tools with a single, scalable revenue platform.
The Results
The transformation delivered immediate and measurable impact across sales, finance, and operations.
Business Outcomes
Faster deal cycles through automated quoting and approvals
Significant reduction in pricing and billing errors
Predictable recurring revenue from subscriptions and renewals
Real-time revenue and compliance visibility across regions
Most importantly, the organization gained a future-ready foundation to scale service-based offerings while meeting strict regulatory requirements.
Conclusion
By modernizing its quote-to-cash process with Salesforce Revenue Cloud, the medical device manufacturer aligned revenue operations with the evolving demands of the Healthcare & Life Sciences industry.
The result was a scalable, compliant, and insight-driven revenue engine—built to support long-term growth in a subscription-first world.
Client Testimonial
“Before this transformation, our quoting and billing processes were slowing us down and creating unnecessary risk. By unifying our quote-to-cash operations, we gained speed, accuracy, and confidence across sales, finance, and compliance. The new system has become a critical foundation for scaling our service and subscription offerings globally.”
— Director of Revenue Operations, Global Medical Device Manufacturer