Project Name
How Salesforce Sales Cloud Improved Credit Validation & QTC Efficiency
Our client was a leading provider of Quick-to-Cash (QTC) solutions that relied on the eRAM API for conducting credit checks on QTC customers. Due to low acceptance rates, they sought a solution to sunset the eRAM API functionality. Their main objective was to develop a custom, automated credit check process within the Salesforce Sales Cloud to ensure that orders exceeded the specified thresholds. In addition, they focus on proper review and approval or rejection by the Credit/Collections Team.
- Discontinuation of eRAM API: The major challenge that the client was facing included discontinuing the usage of the eRAM API whose output has a very low acceptance rate.
- Transition to Automated Credit Checks: Another issue was the transition from a manual credit check process to an automated one that was usually triggered based on order or volume.
- Enforcing Credit Check Mechanism: Implementing a mechanism to enforce credit checks for orders exceeding creates another major challenge.
- Managing Credit Limits and Overdue Invoices: There were credit limits and overdue invoices in the accounts while managing orders.
After addressing the client's challenges, the Ksolves team provided a comprehensive solution that includes Salesforce Sales Cloud implementation along with components. The entire solution is mentioned below in the steps:
- Sales Cloud Implementation and Custom Credit Check: First, our team implemented Salesforce Sales Cloud and developed a custom credit check process using Apex to handle the business logic.
- Automated Credit Check Triggers: This implementation solution triggers the credit check automatically when the order value or volume exceeds the predefined thresholds set by the credit team.
- Apttus Approval Workflow Integration: We utilized the Apttus Approval process to automate the review, approval, or rejection workflows for orders that enter ‘Credit Hold’ or ‘Collection Hold’.
- Seamless QTC Flow Integration: Then, we integrated the QTC flow to ensure the credit check process is integrated seamlessly, triggering checks before agreements are sent for DocuSign.
- Automated Order Progression: This integration automates the progression of orders post-credit check and passes the orders to DocuSign, while failed checks result in order cancellations.
- Credit Limit Enforcement: We implemented enforcement of credit limits for accounts associated with orders in ‘Credit Hold’ for proper validation.
- Order Hold Management: All types of orders (New Business, Add-on Business, Self-Service, Burst, Upgrade, or Downgrade) are assigned to respective holds (Credit/Collection Hold) based on the threshold set by the Credit/Collection Hold team.
- Optimized Credit Check Functionality: Handling the credit check functionality within Salesforce itself, without external calls, helps save time and allows the QTC flow to run without dependency.
- Enhanced Sales and Customer Satisfaction: The streamlined process improves customer satisfaction and potentially increases sales.
By sunsetting the eRAM API and implementing a custom credit check functionality within Salesforce, the client will achieve a more integrated, efficient, and reliable credit check process. This transition not only enhances the QTC flow but also supports better risk management and customer satisfaction, ultimately driving increased sales and operational efficiency.
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