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Understanding the business
The Situation
CoreMedia is a global leader in digital experience solutions, empowering brands since 1996 with technology that drives online engagement. Headquartered in Hamburg with offices in Arlington, Washington DC, and London, their flagship product LiveContext 3 is a pioneering CMS for eCommerce. As the business grew and acquired new companies, the commercial infrastructure needed to keep pace.
Business challenges
CoreMedia's existing CPQ tool had been over-customised to the point of dysfunction. Too many hardcoded configurations made it inflexible and poorly aligned with the business. The result was low user adoption and frequent errors in product configurations. Quotes and templates were not configured, users still communicated pricing by email. Visibility into contracts and renewal management was severely limited. Reporting was done manually in Excel, consuming time and producing inaccurate data. Revenue forecasting was unreliable. The system that was supposed to drive commercial operations had become the primary obstacle to them.
The Results
Cloud Integrate implemented a fully digitalised product configuration process within Salesforce, featuring automated bundling and quotation to eliminate configuration errors. A multi-level approval process was introduced to ensure compliance and accountability. Users can now generate quotes with a single click using pre-configured templates, with e-signature integration to accelerate the approval cycle. Order forms are generated directly within Salesforce.
Opportunity management, quoting, and contracting are fully unified on a single platform, providing end-to-end visibility from pipeline to revenue recognition. Real-time reports and dashboards for MRR, ARR, and accurate forecasting replaced the manual Excel process. The standardised processes were rolled out across all markets, including a newly acquired company, fostering operational consistency and positioning the organisation for scalable growth. Solution Chips: Sales Cloud | Revenue Cloud | CPQ
Outcomes
CoreMedia achieved full user adoption, the very platform users had abandoned is now central to daily operations. Operational costs reduced by 2 FTE through process automation and elimination of manual reporting. Revenue-defining processes are unified across markets. The newly acquired company was onboarded onto the same standardised commercial platform, establishing one way of working across the organisation. Forecasting is accurate, real-time, and trusted by leadership.