Zonar Systems: From complex configuration to a governed commercial process

Zonar Systems moved complex configuration, quoting, pricing, approvals, and lifecycle management into a governed commercial process with Salesforce Revenue Cloud Advanced.

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At a glance

Implementation timeline
~20 Weeks
Post-go-live hypercare
3 Weeks
Phase I implementation
Revenue Cloud Advanced

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The challenge

Zonar’s commercial process spanned multiple systems and manual decision points across sales, operations, and downstream fulfillment. As two business units came together, sales and quoting also involved different tools and processes, making it harder to standardize how products, configurations, and pricing were managed.

Illustration of Salesforce connected to Agentforce, Business Central, Adobe Sign and Avalara, with a dashboard moving from configuration through pricing, approvals, contracts and lifecycle.

  1. Different quoting tools

    Two business units were bringing different sales and quoting tools into one organization.

  2. One quoting experience

    Multiple tools and processes needed to be consolidated into a single quoting experience.

  3. Specialized configuration knowledge

    Complex product configurations depended heavily on specialized knowledge.

  4. VIN and product dependencies

    VIN compatibility and product dependencies needed to be enforced during quoting.

  5. Pricing governance

    Pricing, discounts, and approvals needed consistent governance.

  6. Standardized transactions

    Sales needed a standardized way to create Quotes and Orders.

  7. Downstream-ready commercial data

    Commercial data needed to reach Business Central in a structure downstream teams could use.

  8. Connected lifecycle records

    Quotes, Orders, Contracts, Assets, and Subscriptions needed to remain connected through the commercial lifecycle.

What Stack built

Stack consolidated the quoting and commercial process into Revenue Cloud Advanced, while keeping clear boundaries between Salesforce and Business Central.

Stack implemented Salesforce Revenue Cloud Advanced as the system of record for quoting, configuration, and pricing, while Business Central remains the system of record for fulfillment and billing.

VIN-driven guided selling and dependency rules replace tribal knowledge with system-enforced logic. Governed pricing and approvals apply commercial policy consistently across deals.

The result is a structured commercial process that connects the front end of the transaction to downstream fulfillment without turning Salesforce into the ERP.

Discovery

Before building, Stack worked through the commercial model that Revenue Cloud needed to support.

That included:

Rationalizing the sellable SKU structure, product families, attributes, bundles, and dependencies.

Defining how VIN compatibility, required products, exclusions, accessories, and other dependencies should work.

Documenting pricing models, discount thresholds, negotiated pricing, and approval requirements.

Mapping how Opportunities, Quotes, Orders, Contracts, Assets, and Subscriptions move through the lifecycle.

Defining the canonical Salesforce-to-Business Central Order structure and validating the required payloads.

The Stack approach

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  1. 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.

  2. 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.

  3. 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

  • 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

  • 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.

Under the hood

  • 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.

Before / after

Before

  • Multiple quoting tools across business units
  • 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

  • One quoting tool: Revenue Cloud Advanced
  • 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.

What changed

Zonar now has a governed commercial process designed around how complex transactions are actually built.

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.

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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.

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, while being clear about what Salesforce owns and what downstream systems own.

For Zonar, that meant making Salesforce the source of truth for commercial intent without asking it to become the ERP.

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Ready to simplify complex commercial processes?

Build a more connected quoting and revenue process with Salesforce Revenue Cloud Advanced.

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