---
title: "A custom CPQ that broke on multi-year and ramped deals — rebuilt on a document platform"
type: case-study
evidence_type: proof
category: "Quote-to-Cash & CPQ"
publisher: "LeanScale"
date_modified: 2026-08-08
word_count: 336
topics: ["pricing-packaging", "revenue-operations"]
canonical_url: https://knowledge.leanscale.team/customers/rebuilding-cpq-for-multi-year-ramped-and-usage-based-deals/
source: "LeanScale Knowledge Hub — https://knowledge.leanscale.team"
license: "Free to quote and cite with attribution to LeanScale."
---

# A custom CPQ that broke on multi-year and ramped deals — rebuilt on a document platform

**Evidence type:** proof (what happened)

A workforce-technology company's home-grown quoting logic broke on multi-year and ramped contracts. LeanScale rebuilt quoting across five quote types with guided selling and correct proration, added a new consumption-priced product line, and trained the in-house team to own it.

## The challenge

Quoting ran on a custom, brittle configuration that broke on multi-year and ramped deals — the pro-rated discount formula assumed a fixed one-year term, so anything longer priced incorrectly. Product-based contract limits were not enforced, each quote type had drifted apart from the others, and the company was adding a consumption-priced product line the existing setup could not price at all. The rebuild had to happen without stalling a live sales floor.

## The approach

Quote-to-cash rebuilt across every quote type
Rebuilt quoting in the document platform integrated with the CRM — guided selling, product-based contract limits, and multi-year, ramp and proration logic — across new business, renewal, expansion, pilot and partner quote types, so the five paths share one engine instead of five sets of drift.

Fixing the discount math at the root
Corrected the pro-rated discount formula so the baseline derives from the contract's actual term rather than a fixed one-year assumption, auto-scaling to any one-to-five-year contract instead of being patched per deal.

A consumption-priced product line configured end to end
Configured the new consumption-priced product line — both its usage packs and its platform tiers — across every quoting workflow, so reps could quote it through the configured path rather than sending manual paperwork.

Admin training and handover to the in-house team
Delivered CPQ admin training to the sales team and to the customer's own revenue-operations team, who now make quoting workflow changes themselves.

## Outcomes

Five quote types live in production
Quoting was rebuilt and deployed to production across new business, renewal, expansion, pilot and partner flows, tested and syncing to the CRM.

A consumption-priced product line quotable through the configured path
The new usage-priced line was configured across every quoting workflow so reps could quote it without manual paperwork.

Multi-year quoting fixed
The pro-rated discount formula was corrected to derive its baseline from the contract's actual term and auto-scale to any one-to-five-year contract.

The in-house team owns quoting changes
After admin training, the customer's own revenue-operations team makes quoting workflow changes without coming back to LeanScale.

## Quotes

> Thank you so much. There's so much work gone into this.
>
> — Customer, Revenue Operations

> I know it's a lot of work, work worth of months into one hour meeting. So appreciate it.
>
> — Customer, Revenue Operations


## Canonical

https://knowledge.leanscale.team/customers/rebuilding-cpq-for-multi-year-ramped-and-usage-based-deals/