Pricing changed by tier.
One product could carry a different price under Ignite, Lite, Pilot, Scale, or Enterprise, and some items were only meant for certain tiers.
Enterprise ABM · Salesforce Revenue Cloud Advanced
How Ignitium Brought Tiered Pricing, Quotes and Contracts Into One Place in Salesforce
Ignitium sells across four product families and five pricing tiers. Now reps build a quote, get it approved, send it out for signature, and track the renewal, all from Salesforce.
Outcome Highlights
One catalog, one price book
Media, Orchestration, Signals and Platform products in a single place
Pricing that follows the tier
Ignite, Lite, Pilot, Scale, and Enterprise drive what's available and what it costs
Approvals that kick in on their own
manager, executive and leadership reviews based on set thresholds
Quote to signed agreement in Salesforce
OmniStudio documents and DocuSign, with no more Google Docs
Renewals and add-ons on record
contracts and assets track entitlements, co-terming and tier changes
Project at a Glance
- Client
- Ignitium
- Industry
- Enterprise account-based marketing (ABM), built around ABX Orchestration®
- Salesforce products used
- Revenue Cloud Advanced for the catalog, pricing, quotes, approvals, contracts, and renewals, with OmniStudio for document generation
- Integrations
- DocuSign for e-signatures. We also advised on a third-party connector to QuickBooks Online for billing
- Users
- Sales, Operations and Finance
- Services
- Our team covered discovery, solution design, build, testing, training, go-live, and hypercare
- Timeline
- The work runs 10 to 12 weeks, with two weeks of hypercare after go-live.
Summary
Ignitium runs enterprise account-based marketing as one coordinated program, bringing signals, buying-group intelligence, media and sales engagement together for B2B companies with big buying groups and long sales cycles. Its own offer is layered. There are four product families, five commercial tiers, and bundles that change with each tier. Quoting relied on disconnected tools and manual steps, and agreements were put together in Google Docs. That made quotes slow to build and hard to keep consistent, and Sales, Operations and Finance didn't share the same view of a deal.
Stack Intelligence set up Salesforce Revenue Cloud Advanced as Ignitium's quote-to-contract system. Products, tiered pricing, bundles, approvals, documents, signatures, contracts, and renewals now run in one flow.
The Challenge
Ignitium picked Revenue Cloud Advanced to replace a quoting process spread across too many tools. Its pricing model made that harder than it sounds.
Our Approach
We kept phase one lean. The goal was a clean commercial foundation in Revenue Cloud Advanced, with advanced contract lifecycle management and complex usage billing saved for later.
How the project ran:
Discovery and solution design
Four workshops walked through how Ignitium quoted, priced, and renewed deals. We mapped the current state, agreed on the future design, and planned the data before anything got built.
Build and configuration
The catalog and tiers came first. Bundles, pricing logic, quote setup, approval rules, amendments and renewals followed.
Testing, UAT and training
We ran unit and functional tests, then Ignitium's team gave feedback over two formal UAT rounds. End-user sessions, an admin handoff and quick-reference guides got people ready.
Deployment and go-live
Production cutover, smoke tests, and the first data load came next, along with go-live communication. Ignitium loaded its products and active contracts, with our team advising on the data model and order of steps.
Hypercare
For two weeks after launch, we triaged issues daily, made small fixes, kept the backlog groomed, and handed knowledge over to Ignitium's admins.
What we built
- 01
A single product catalog.
Four categories (Media, Orchestration, Signals, and Platform) sit in one catalog with one price book. A lean model of about 50 SKUs keeps it from sprawling and leaves room to grow.
- 02
Tier-based pricing.
A standard attribute holds Ignitium's five tiers: Ignite, Lite, Pilot, Scale, and Enterprise. The tier a rep picks sets the price of a product, and not every SKU needs a tier.
- 03
Bundles with guardrails.
Up to seven bundles cover Ignitium's packaged Platform and Media offers, with 4 to 9 components each. Optional components keep bundles flexible. Guardrails stop reps from adding items a tier doesn't qualify for, like Enterprise-only features.
- 04
Approvals at three levels.
A manager reviews each quote before it reaches the customer. Discounts go to an executive, and discounts with custom terms go to executive leadership. Approvals fire on their own based on thresholds, and reps see the status right on the quote.
- 05
Documents built in Salesforce.
OmniStudio replaced the Google Docs process with up to three quote templates: New Business, Renewal, and Add-On. Contract documents like the MSA, DPA, or SOW get included or left out based on the deal and the products sold.
- 06
DocuSign from the quote.
Agreements go out for signature straight from Salesforce. Once signed, the quote moves to Accepted and the opportunity to Closed Won, and the executed agreement is saved in Salesforce.
- 07
Contracts, renewals, and amendments.
Contracts track terms and renewal dates, and assets track what each customer is entitled to. Mid-term add-ons are prorated and co-termed, mid-term tier upgrades are supported, and renewal quotes follow Ignitium's model. Active contracts, renewal dates, and products all show on the account.
- 08
Usage for one product.
Consumption for a single product comes in through a monthly import.
- 09
Reports and a dashboard.
Up to eight reports and a new business dashboard show pipeline, closed business, and how each product performs.
- 10
QuickBooks Online guidance.
We advised on third-party connectors, such as Breadwinner or Tally, that push Salesforce invoices to QuickBooks Online and bring invoice status back. QuickBooks stays the general ledger.
Before vs. After
| Area | Before | After |
|---|---|---|
| Quoting tools | Disconnected tools and manual steps | One quote-to-contract flow in Revenue Cloud Advanced |
| Quote documents | Built by hand in Google Docs | Generated with OmniStudio from up to three templates |
| Contract documents | Added deal by deal | MSA, DPA, and SOW included based on the deal and products |
| Signatures | Outside Salesforce | Sent through DocuSign, with quote and opportunity updated on signing |
| Executed agreements | Not stored in one place | Saved in Salesforce for access and audits |
| Visibility | Limited across Sales, Operations and Finance | Contracts, renewals and products visible on the account, plus reports and a dashboard |
Tech Stack
FAQs
Yes. A product attribute can hold the tier, and the tier a rep picks sets the price. Ignitium uses five tiers, from Ignite to Enterprise, and guardrails keep reps from adding items a tier doesn't include.
When a customer adds products mid-term, an amendment quote prorates the new items and lines them up with the existing contract end date. At Ignitium, the added quantities update the customer's assets on the contract, so renewals start from an accurate picture.
Yes. Ignitium uses OmniStudio to build quotes from up to three templates inside Salesforce. Contract documents like an MSA, DPA, or SOW are added based on the deal, and the finished agreement goes out through DocuSign.
Thinking About Salesforce Revenue Cloud Advanced for Tiered Pricing?
How many tools does it take your team to get one quote signed today? We'll show you how Revenue Cloud Advanced can take a deal from tier and bundle to a signed contract and its renewal.