E.ON One, a growing software development company specializing in digital solutions for the energy sector, needed to upgrade their Salesforce investment. As their product offerings evolved, including new hybrid solutions combining subscriptions and one-time purchases, their existing Salesforce Sales Cloud implementation couldn’t keep up.
Recognizing the need for a more robust, flexible solution, E.ON One partnered with Routine Automation (RA) on a customized approach to Salesforce Revenue Cloud Advanced (former Revenue Lifecycle Management). The RA’s team: Solution Architect Yaucheni Sukach, Project Manager Vera Stepanovich, and Implementation Engineer Dzmitry Osipau stepped in as an outsourced partner to help E.ON One streamlines complex quoting processes and boosts Salesforce ROI.
Challenge ➤ Goal
At first, E.ON One’s Salesforce Sales Cloud solution covered the basics fine. The team used the system to manage customer relationships and initial quoting. But as E.ON One’s Subscription line exploded in size and complexity, the problems started piling up.
Without a fully customized Revenue Cloud Advanced (RCA) in Salesforce, teams were grappling with:
E.ON One knew their growth would clearly stall unless they acted fast. They needed more than just revenue lifecycle management software – they needed a system tailored to their specific challenges.
Our goal was to create a truly flexible, scalable, and automated quoting and subscription management system capable of supporting complex pricing models, boosting visibility into the revenue lifecycle, and enhancing team efficiency.
The Solution
Our team knew that a custom Salesforce RCA strategy could drive results – we just needed the right implementation. Working alongside key stakeholders from E.ON One, VP Marketing & Communication Maarten Westdorp,VP System Integration Consulting René Preusser, and Senior Account Executives from Salesforce, Simon Feismann and Maximilian von Wangenheim, we structured a plan, breaking each challenge down into manageable steps.
Product Catalog Restructuring
Before we touched a line of configuration, we sat with a few of E.ON One’s senior reps and watched them build a quote live, identifying the core issues. We decided we needed to restructure the entire product catalog, working side by side with product managers.
We mapped every service, bundle, and one-off into clean, multi-level product hierarchies. We introduced a clear category-based structure, intended to streamline product discovery and usability during quote configuration.
Configuring Selling Models
Next, we dove into redefining how teams actually sold each product. Using Salesforce Selling Models, we codified the approved combinations for sales teams. We made sure subscription terms, from monthly and annual plans to hybrid purchases, were easy and quick to configure.
This meant sales reps could access the clarity and control they needed to roll out solutions faster, delighting customers, and keeping complexity to a minimum.
Implementing Advanced Pricing Rules
Recognizing the importance of flexible but controlled pricing, we tweaked the RCA ecosystem with a new set of rules. Our team implemented derived prices with price caps, and duration discounts, baking them into the pricing engine.
Optimizing Quotation & Order Management
The quotation process was a major pain point for E.ON One – one we could fix with tailored Salesforce revenue cloud advanced solutions. Our team dove into updating everything, completely rebuilding the quotation process with a focus on intuitive performance.
We introduced a new, efficient navigation system for products and enabled accurate real-time pricing previews. The introduction of automatic quote-to-order transitions streamlined operations significantly, while sophisticated order management became a breeze.
Enabling Lifecycle Management for Contracts
To polish up the entire Salesforce RCA experience, we made sure to look at the full funnel, even after the purchase. Our team integrated seamless renewal processes and solutions for amendments and cancellations directly into the Salesforce ecosystem.
For end-to-end visibility, we made sure that these resources aligned seamlessly with asset insights, enabling comprehensive tracking and access to real-time updates.
Automation Enhancements
Finally, we sprinkled smaller automations that quietly save hours each week. Approval workflows with notifications help to prevent sales errors, ensuring contract values are reviewed carefully before finalization, while dashboards inform contract managers when billing dates are approaching, and so on.
The Results
Today, E.ON One finally has the future-ready, automated, scalable, and flexible revenue operations platform they need. Their customized solution, powered by Salesforce Revenue Cloud Advanced (former Revenue Lifecycle Management, RLM), is delivering incredible results:
Plus, the Routine Automation team made sure that E.ON One is ready for anything and everything that comes next, paving the way for future billing and revenue recognition integration in the RCA platform.
Implementing a custom Salesforce Revenue Cloud Advanced solution instantly turned a clunky, manual workflow into a smooth, automated engine, setting E.ON One up for sustained, efficient growth.
