Sample Project Use Case: TechNova Cloud – End-to-End Quote-to-Revenue Process

Industry: SaaS (Software-as-a-Service)

Company Name: TechNova Cloud Solutions

Objective: Implement a complete Quote-to-Revenue lifecycle for subscription-based cloud software services.

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Business Context

TechNova sells:

• CRM Essentials – ₹12,000/year (Subscription)

• Cloud Support Package – ₹5,000 setup + ₹1,500/month (One-time + Subscription)

• Data Storage Add-ons – ₹2/GB billed monthly (Usage-based)

They require:

• Guided product selection

• Configurable support packages

• Auto-discount for yearly commitments

• Invoicing, payments, revenue recognition

• Support for renewals and amendments

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Use Case Flow

1. Product Setup

Products:

• CRM Essentials → Subscription

• Cloud Support Package → One-time (Setup Fee) + Recurring

• Data Storage (Add-On) → Usage-Based

Pricing Methods Used:

• List price (fixed)

• Percent of total (e.g., Add-ons priced off parent product)

• Volume discount tiers for > 100 users

Dependencies Configured:

• Selecting CRM Essentials auto-suggests Support Package

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2. Guided Selling Prompt

• Question: “What does the customer need help with?”

  • Options: CRM Setup / Data Storage / Support Only

• Filters show applicable bundles

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3. Quote Process

Sales rep:

• Uses guided selling

• Selects CRM Essentials (12-month term)

• Configures 150 users → triggers volume discount (Price Rule)

• Adds Cloud Support Package

• Skips Data Storage for now

Quote automatically calculates:

• One-time + subscription items

• Additional Discount based on commitment term

• Tax (simulated with fixed rate or AvaTax integration)

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4. Quote Document & E-Sign

• Quote document is generated with logo, terms, taxes

• Sent to customer via DocuSign

• Signed and returned

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5. Contract & Billing

Closed Won → Auto creates:

• Contract

• Order

• Subscriptions (12 months)

• One-time setup as asset

Billing:

• Setup Fee invoiced immediately

• Subscription billed monthly

• Payment recorded (simulate via manual entry)

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6. Usage Billing (Later Month)

In Month 2:

• Customer uses 300GB of storage

• Admin creates Usage Record against contract

• New invoice auto-generates for ₹600 (300 × ₹2)

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7. Revenue Recognition (RLM)

Revenue Rules:

• CRM = straight-line over 12 months

• Support = immediate for setup + monthly for support

• Usage = recognized as consumed

Waterfall view shows forecast by month.

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8. Amendment

In Month 3:

• Customer adds 50 more CRM users

• Sales rep clicks “Amend” on Contract

• New Amendment Quote is created

• Additional charges apply → billed and revenue updated

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9. Renewal

1 month before contract expiry:

• CPQ creates Renewal Opportunity + Quote

• New pricing or auto-renew terms can be applied

• Customer approves → new contract created

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Deliverables You Can Build in Demo Org

Artifact	Description
Quote Template	Branded PDF with logo, tax, and product details
Price Rules	Auto discounts based on volume or contract term
Product Bundle + Rules	CRM + optional support + usage add-on
Guided Selling Flow	Dynamic filtering of products
Invoices & Payments	One-time + recurring + usage-based examples
Revenue Waterfall Report	Monthly breakdown via RLM
Dashboards	Bookings vs Billings vs Recognized Revenue

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Demo Org Features You Should Enable

• Salesforce CPQ

• Salesforce Billing (Managed Package)

• RLM (if available; simulate if not)

• DocuSign or Adobe Sign (or mock workflow)

• Flows for automation (quote approval, invoice generation)

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Portfolio Ready Summary

TechNova Cloud – SaaS Quote-to-Revenue Simulation
A full-cycle demo in Salesforce Revenue Cloud including product configuration, automated pricing rules, invoice generation, and revenue recognition. Demonstrates practical use of CPQ, Billing, Amendments, Renewals, and RLM for a subscription software provider.