A global Enterprise SaaS provider sought to enhance its Lead-to-Order (L2O) process and pricing system for scalability and compliance. Over an 18-month collaboration with Keenan Reid Strategies, three consultants developed a new L2O process, established a sustainable pricing model, and facilitated change management for smooth adoption. Ultimately, this transformation shifted the client from a manual, high-cost system to an automated, scalable pricing engine, enabling multi-million revenue growth over five years
Situation
A global Enterprise SaaS provider was expanding a new business model, so they needed a scalable Lead-to-Order (L2O) process and pricing system to accelerate the deal and ensure compliance.
The leader of its strategy and monetization division reached out to Keenan Reid Strategies for an expert in strategy and systems architecture to collaborate with the Subject Matter Expert (SME) team over an 18-month development period.
Action
Keenan Reid Strategies placed three fractional consultants to help develop a strategic approach for the L2O process, design the systems architecture, and support the field in adopting the new process.
As part of the work, the team of KRS consultants:
- Developed a new L2O process that evolved from Minimum Viable Product (MVP) to Version 1 (V1).
- Gathered a team of pricing specialists to create a scalable, sustainable pricing model.
- Led change management efforts to facilitate field adoption of Version 2 (V2), ensuring smooth integration between the pricing and field enablement.
- Managed a multi-month transition plan to move sales teams from V1 to V2.
Results
As a result, the KRS team helped the client transform their pricing process and deal flow, moving from a manual, high-cost system to an automated, scalable pricing engine in 18 months. The effort enabled the business to scale from increase multi-million revenue in five years.