Introduction
This case represents large-scale Salesforce CPQ and CLM implementations delivered in complex enterprise environments. The work focused on designing scalable quote-to-cash architectures that support advanced pricing, contract lifecycle management, and integrations with downstream enterprise systems.
Context
The solution was delivered across global enterprises operating in regulated and high-volume commercial environments. Sales teams required a unified platform to configure products, generate quotes, manage approvals, and execute contracts while integrating with ERP and middleware systems. The Salesforce platform served as the system of engagement, with CPQ and CLM capabilities orchestrating the commercial lifecycle end to end.
Challenge
The primary challenge involved consolidating fragmented configuration and pricing processes into a single, governed platform. Product models were highly complex, often driven by attributes and dependent pricing logic. Contract lifecycles required strict control, including agreement generation, language and locale handling, approvals, versioning, and e-signatures. The system also needed to integrate reliably with external platforms such as SAP and middleware solutions, while ensuring performance, security, and long-term maintainability. In parallel, delivery teams required architectural guidance and enforcement of Salesforce best practices to meet enterprise security and scalability expectations.
Approach
The architecture was designed using Salesforce platform best practices, with clear separation between configuration, pricing, approvals, and contract execution. Apttus and Conga CPQ components were used to model products, attributes, pricing rules, and approval flows. CLM capabilities were structured around agreement lifecycle stages, with templates managed through X-Author and controlled via metadata-driven logic. Apex and JavaScript were applied for advanced business rules that could not be achieved declaratively, while Lightning and Visualforce were used selectively to support custom user experiences. REST-based integration patterns were established to connect Salesforce with ERP and external systems, following secure authentication and governance standards.
Solution
A unified quote-to-cash platform was implemented using Salesforce, Conga CPQ, and Conga CLM. Sales users were able to configure complex products using attribute-driven models, generate accurate pricing, and route quotes through advanced approval workflows. Once finalized, quotes transitioned into structured contract lifecycles with automated agreement generation, conditional content, language and locale filtering, and support for negotiation and versioning. Integration layers enabled Salesforce to exchange data with SAP and middleware platforms, ensuring consistency across enterprise systems. The solution was supported by strong technical governance, including architecture reviews, code standards, and mentoring of delivery teams to ensure consistency and quality across implementations.
Outcome
The resulting platform replaced fragmented quoting and contracting processes with a single, scalable Salesforce-based solution. Pricing accuracy improved through rule-driven automation, while contract execution became faster and more auditable due to standardized templates and lifecycle controls. Enterprise integrations reduced manual data handling and improved system reliability. The architecture proved extensible, supporting additional business units and future enhancements without rework, while delivery teams benefited from clearer architectural patterns and best-practice enforcement.
Technology Stack
The solution was built on Salesforce CRM using Apex, JavaScript, Lightning Components, Visualforce, and declarative configuration. Conga and Apttus CPQ and CLM products were used for pricing and contract management, with X-Author supporting document generation. REST APIs enabled integrations with SAP and middleware platforms, while deployment and data operations were supported through standard Salesforce tooling.