Enterprise Scale: Reducing Quote Turnaround from Days to Minutes for a $75M ARR Leader
The Friction
Enterprise sales reps spent multiple days drafting complex multi-year proposals in Word, while Finance manually re-created every signed deal in NetSuite due to a broken data handoff.
The Shift
Nue.io CPQ for complex bundles and price ramps, integrated with DocuSign for automated contracting and a custom-built NetSuite integration for order processing.
The ROI
Quote velocity increased by over 800% while Finance reclaimed 30 hours per week previously lost to manual data entry and reconciliation loops.
Glia provides a digital customer service platform for large financial institutions including banks and insurance carriers. Scaling between $50M and $75M ARR, they operate as a classic Enterprise Builder. Their commercial model is highly sophisticated, involving multi-year contracts, price ramps, reseller partner splits, and complex bundles that mix software subscriptions with professional services.
Cost of inaction
The company growth reached a stage where manual processes were actively throttling the sales team. Account Executives built every order form using pricing from disconnected Google Sheets and templates in Word.
A single complex proposal took hours or even days to finalize. This manual drafting phase was a black hole for productivity, pulling reps away from active selling to act as data entry clerks.
The lack of a centralized pricing engine created a governance crisis. Approval flows happened through unstructured Slack threads and emails, leading to long delays and inconsistent deal structures.
Once a contract was signed, the data remained trapped in email threads. Finance had to manually track down signed documents and re-key the entire order into NetSuite. This process was prone to errors and forced Finance into a reactive role.
What we built
We rebuilt the Quote-to-Revenue rail from the ground up, focusing on a lean, automated architecture.
Nue.io CPQ Implementation
Deployed Nue.io to govern the product catalog with custom logic for hybrid partner contracts, multi-year ramps, and complex bundling rules.
DocuSign Automation
Integrated DocuSign to generate all proposals, MSAs, and DPAs directly from Salesforce records, ensuring 100% compliance with approved pricing and legal terms.
Salesforce to NetSuite Integration
Custom integration that automatically pushes closed-won opportunities into NetSuite as formatted orders, eliminating manual re-creation.
Revenue Splits Engine
Custom calculation engine for partner revenue splits with real-time visibility into net revenue, commissionable totals, and accurate pipeline forecasting.
Closed-Loop Document Management
All signed contracts automatically synced back to the correct Salesforce accounts, creating a single audited system of record.
Quantified outcomes
Days → Minutes
Enterprise quote turnaround
30%
Compliance error reduction
30 hrs/week
Finance capacity reclaimed
20%
Finance error rate reduction
100%
Net revenue visibility
Why this approach wins
At the $50M+ ARR level, a standard CPQ installation is rarely enough. Success requires an architectural approach that accounts for complex partner ecosystems and downstream financial systems. By building a custom revenue split engine and a surgical NetSuite integration on top of the CPQ, we built a scalable revenue spine. This system ensures that Glia can continue its move into the largest global financial institutions with an operational infrastructure that protects margins and data integrity.
Ready for results like these?
Every engagement starts with a free Q2R audit. We map your current state, identify the gaps, and give you a written roadmap.
