Salesforce
Salesforce Automation for
Subscription Sales in UK
HR Services
Success Story
In fast-growing businesses, experts too often find themselves weighed down by repetitive tasks that should have been automated long ago. When sales representatives are tied up processing routine subscriptions instead of building relationships and driving strategic deals, growth stalls and opportunities slip away.
Drawing on deep Salesforce expertise, Scalefocus helped a major UK enterprise enhance its clients’ user experiences while freeing experienced personnel’s resources to concentrate on value-added activities.
Fully automated subscription lifecycle from purchase to renewal to finance integration
Standardized sales cycle in Sales Cloud with full reporting visibility, but without manual data entry
Integration with Certinia ensures accurate, timely data for billing and reporting
The Client
Leading UK provider of expert-backed business support, enabling enterprises to navigate the complexities of HR, Employment Law, and Health & Safety compliance.
The Challenge
The client needed to simplify its overcomplicated purchase process for their otherwise straightforward yearly subscription products. Company management felt their sales representatives’ time and resources were needlessly occupied with routine transactions, which prevented them from focusing on more strategic, high-value opportunities.
Therefore, the objective was to enable end customers to buy subscriptions independently through a self-service website, while keeping Salesforce fully aligned with the sales cycle and reporting needs.
The Solution
Scalefocus designed and implemented a self-service subscription channel that is fully integrated with Salesforce and the client’s financial ecosystem. Our team also automated the demo request process, so customer requests were automatically assigned to a sales representative. Seamless synchronization of product catalogs, pricing, and subscription data was achieved via Salesforce Commerce Cloud integration, while the Stripe integration provided secure, automated payment processing.
Scalefocus also leveraged Jitterbit middleware to enable smooth data flow between Salesforce, Commerce Cloud, Stripe, and back-end systems. Furthermore, the integration with Certinia (FinancialForce) helped connect subscription and contract data to finance for streamlined invoicing, revenue recognition, and renewals.
Automating the sales process in Sales Cloud was also pivotal for creating and managing all internal records (opportunities, quotes, orders, contracts, etc.), mirroring the standard Salesforce sales cycle. Finally, Scalefocus automated annual renewals and onboarding workflows to guarantee customers immediate access to purchased services.
The Results
The entire subscription lifecycle, from purchase to renewal to finance integration, is now seamlessly automated. As a result, customers can effortlessly purchase and manage yearly subscriptions online, 24/7, while sales representatives’ resources are freed to focus on more complex, high-value deals.
Customer experience is also vastly enhanced, as Salesforce users leverage a standardized sales cycle in Sales Cloud, with full reporting visibility, but without the burden of manual data entry. Last but not least, due to the Certinia integration, finance and operations teams receive accurate, timely data for billing and reporting.
Client Success Stories
We have a global client base that includes Fortune 500 companies, innovative startups and industry leaders in Information Technology, E-Commerce, Insurance, Healthcare, Finance and Energy & Utilities.
