#The challenge
The company sells software subscriptions through several very different motions — direct, partner-led and channel — and each one had bent the quoting model a little further. The CRM and the CPQ tool disagreed on contract start and end dates, and the closed-won automation that calculates ARR and creates renewals was producing errors as a result. Finance needed the revenue numbers to be right while the business kept adding products and channels on top.
#The approach
Order-form and pricing configuration as a standing motion
Iterated the CPQ deal-room and order-form configuration through eight successive versions in the window — tiered pricing tables, two new product suites, and partner-specific kits — so new products and new channels could be quoted through the configured path instead of one-off paperwork.
Master-agreement language attached to the paper, not to memory
Standardised how master-agreement terms attach to the order form so the correct language is applied by configuration rather than by a person remembering, and put a systematic historical review behind it with exceptions routed to legal.
Closed-won → ARR and renewal automation rebuild
Rebuilt the closed-won flows that calculate ARR and incremental ARR, create and link renewal opportunities, and roll up licence counts and deployment-based pricing — the automation every downstream revenue number depends on.
The contract-date fix behind the renewal errors
Corrected the CRM-to-CPQ contract start and end-date logic and removed end-of-month rounding, resolving the date mismatches that were breaking renewal and ARR math and unblocking auto-renewal for the smaller-customer segment. Date logic is where quote-to-cash quietly breaks: the quoting tool and the CRM each thought they owned the term, and every downstream revenue number inherited the disagreement.
Platform and integration hardening
Led the platform's OAuth and security-enforcement remediation across multiple orgs, connected apps and integration users ahead of the vendor's cutoff, and worked the contract-lifecycle, identity, customer-success and data-pipeline integrations that hang off the contract record.
A finance cadence alongside the delivery sprint
Runs a standing finance working session in parallel with the weekly delivery sprint, focused specifically on revenue recognition, renewal-email automation and contract-data integrity — so finance raises data problems in the same week they appear.
#Outcomes
Master-agreement coverage handled by configuration
Order-form language was corrected so master-agreement terms attach consistently going forward, and a historical review was completed with exceptions routed to legal rather than left to surface at renewal.
Auto-renewal unblocked for the smaller-customer segment
Correcting the contract-date logic and removing end-of-month rounding resolved the CRM-to-CPQ date mismatches that had been breaking renewal and ARR math, which opened up auto-renewal for the segment where manual renewal handling was uneconomic.
Security-enforcement work completed ahead of the vendor deadline
The first OAuth and security-enforcement tranche across admin and integration users completed ahead of the vendor's deadline, with a later tranche sequenced behind it. This is a delivery status, not an independent audit.
Eight workstreams run against one weekly sprint
Eight parallel workstreams were run through a single weekly sprint with recap, prioritisation and ticketing, so scope stayed visible and contested rather than drifting.