Specialized configuration knowledge
Complex product configurations depended heavily on specialized knowledge.
Commercial Transaction Management · Revenue Cloud Advanced · Business Central · AdobeSign · VIN Lookup · Avalara
Zonar Systems: From complex configuration to a governed commercial process
3,304 Hours
Original SOW + subsequent scope
~20 Weeks
Implementation timeline
3 Weeks
Post-go-live hypercare
Revenue Cloud Advanced
Phase I implementation
The Business
Zonar needed a governed way to construct complex commercial transactions.
Zonar's commercial process had grown across multiple systems and manual decision points, creating complexity across sales, operations, and downstream fulfillment.
At the same time, two business units were coming together, adding another layer of complexity to how products, configurations, pricing, and commercial processes needed to work together.
The team needed a more consistent way to construct complex transactions while keeping clear boundaries between Salesforce and Business Central.
The Problem
Complex products and manual decisions made quoting harder than it needed to be.
VIN and product dependencies
VIN compatibility and product dependencies needed to be enforced during quoting.
Pricing governance
Pricing, discounts, and approvals needed consistent governance.
Standardized transactions
Sales needed a standardized way to create Quotes and Orders.
Downstream-ready commercial data
Commercial data needed to reach Business Central in a structure that downstream teams could use.
Connected lifecycle records
Quotes, Orders, Contracts, Assets, and Subscriptions needed to remain connected through the commercial lifecycle.
Discovery
Before building, Stack defined how the commercial model should work.
Stack conducted a structured Discovery and Solution Design phase covering:
- Product & Catalog — Rationalizing the sellable SKU structure, product families, attributes, bundles, and dependencies.
- Configuration Logic — Defining how VIN compatibility, required products, exclusions, accessories, and other dependencies should work.
- Pricing & Approvals — Documenting pricing models, discount thresholds, negotiated pricing, and approval requirements.
- Commercial Lifecycle — Mapping how Opportunities, Quotes, Orders, Contracts, Assets, and Subscriptions move through the lifecycle.
- Downstream Readiness — Defining the canonical Salesforce-to-Business Central Order structure and validating the required payloads.
The Stack Approach
Design the commercial foundation first. Then build around it.
01
Understand
Map the existing commercial process, systems, product structure, and decision points.
02
Architect
Define the Revenue Cloud model, lifecycle, system boundaries, and downstream handoff.
03
Build
Configure the catalog, bundles, guided selling, VIN logic, pricing, approvals, Quotes, Orders, Contracts, Assets, and Subscriptions.
04
Connect
Connect Salesforce with the existing Azure-based enterprise integration bus and supporting services.
05
Validate
Test commercial scenarios, downstream payloads, lifecycle behavior, and business requirements through UAT.
06
Launch
Deploy to production, complete smoke testing, and provide post-go-live support.
Stack Blueprint
One connected commercial operating model.
Business
- Complex commercial transactions across product, configuration, pricing, and lifecycle management.
Data
- Products
- SKUs
- VINs
- Pricing
- Quote Lines
- Orders
- Contracts
- Assets
- Subscriptions
Platform
- Salesforce Revenue Cloud Advanced
Automation
- Guided selling
- Dependency rules
- Approval workflows
- Notifications
- Lifecycle controls
Integration
- Salesforce → Azure-based enterprise integration bus → Business Central
Outcome
- A governed commercial process with standardized transactions and clearer downstream handoffs.
Inside the Build
How the commercial foundation was designed.
Commercial Product Model
A governed Salesforce catalog for approved sellable SKUs, product families, attributes, bundles, pricing, and downstream requirements.
Guided Selling & Dependency Rules
Structured configuration paths enforce required products, exclusions, compatibility, and approval exceptions directly in the quoting flow.
VIN-Driven Configuration
VIN information drives compatibility and configuration decisions, with support for individual vehicles and fleet scenarios.
Pricing & Approvals
Subscription, term, and one-time pricing models are supported alongside negotiated pricing, discount thresholds, and approval requirements.
Quotes, Orders & Lifecycle
Accepted Quotes become the source for standardized Orders, with commercial data carried through Contracts, Assets, and Subscriptions.
Documents & eSignature
Customer-facing Quote and Order documents are supported through configured templates and iDialogue eSignature workflows.
Before / After
Before
- Configuration depended on specialized knowledge.
- Product dependencies were complex to manage.
- Pricing and approvals required consistent enforcement.
- Commercial activity spanned multiple systems.
- Downstream handoffs required clear translation.
- Lifecycle information was distributed.
After
- Guided selling and system-enforced rules.
- Bundles and dependencies governed in the quoting flow.
- Pricing rules, thresholds, and approvals built into the process.
- Salesforce provides a centralized commercial system of record.
- Standardized Order data is prepared for Business Central.
- Quotes, Orders, Contracts, Assets, and Subscriptions stay connected.
Under the Hood
Technical architecture and system responsibilities.
Salesforce Revenue Cloud Advanced
Commercial transaction construction, quoting, configuration, pricing, Orders, Contracts, Assets, and Subscriptions.
Azure-Based Enterprise Integration Bus
Handles retrieval, transformation, orchestration, and delivery between Salesforce and downstream systems.
Microsoft Business Central
Remains the system of record for fulfillment, inventory, billing, and financial processing.
VIN Lookup Service
Supports VIN-based compatibility and configuration.
Avalara
Supports tax calculation.
iDialogue
Supports customer-facing eSignature workflows.
Your Talk Track
“Give sales a single source of truth.”
Quotes, Orders, Contracts, and Assets live in one system, so reps and ops always know where a deal stands.
“Standardize your sales team's process.”
Guided selling and dependency rules put compatibility, configuration, and pricing logic directly into the quoting flow.
“Minimize tribal knowledge.”
VIN-driven rules replace one person's know-how with system-enforced logic, so any rep can configure a valid deal.
What Changed
A governed commercial foundation built for scale.
- Sales has a standardized quoting and configuration experience.
- Product and pricing rules are enforced within the commercial process.
- VIN data becomes part of the configuration and transaction structure.
- Accepted Quotes produce standardized Orders for downstream processing.
- Contracts, Assets, and Subscriptions remain connected to the commercial lifecycle.
- Salesforce and Business Central have clearly defined responsibilities.
- The architecture provides a foundation for continued Revenue Cloud expansion.
Engagement Growth
Statement of Work → 6-Month Managed Services
The initial implementation expanded into an ongoing managed services engagement, extending Stack's role beyond the initial Revenue Cloud build.
What’s Next
Zonar is now in an ongoing managed services engagement with Stack for continued administration, catalog changes, and enhancements post-go-live.
Next up: extending Revenue Cloud Advanced to Zonar's partners through an Experience Cloud site, giving partners self-service quoting on the same governed catalog and pricing rules used internally.
Bring Us In When You Hear...
“Our quoting still depends on one person who knows the configuration rules.”
“We can't enforce pricing and discount approvals consistently.”
“Our reps can't build a deal without looping in three other people.”
“Sales, ops, and fulfillment all live in different systems.”
“We don't have one source of truth for Quotes, Orders, and Contracts.”
Stack Take
Complex quoting problems usually aren't just quoting problems.
They are product problems, pricing problems, configuration problems, data problems, and system-boundary problems at the same time.
The strongest Revenue Cloud implementations solve those pieces together.
They also stay clear about what Salesforce owns and what downstream systems own.
Make Salesforce the source of truth for commercial intent.
For Zonar, that meant making Salesforce the source of truth for commercial intent without asking it to become the ERP.
Built With
Salesforce Revenue Cloud AdvancedSalesforce CRMMicrosoft Business CentralAzure-Based Enterprise Integration BusVIN Lookup ServiceAvalaraiDialogue
Clouds & Capabilities
Ready to simplify complex commercial processes?
Build a more connected quoting and revenue process with Salesforce Revenue Cloud Advanced.