Understand
Map the existing commercial process, systems, product structure, and decision points.
Fleet Management · Revenue Cloud Advanced · Business Central · VIN Lookup · Avalara · iDialogue
Zonar Systems: From complex configuration to a governed commercial process
At a glance
~20 Weeks
Implementation timeline
3 Weeks
Post-go-live hypercare
Revenue Cloud Advanced
Phase I implementation
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.
Stack consolidated the quoting and commercial process into Revenue Cloud Advanced, while keeping clear boundaries between Salesforce and Business Central.
The core challenges
- Two business units were bringing different sales and quoting tools into one organization.
- Multiple tools and processes needed to be consolidated into a single quoting experience.
- Complex product configurations depended heavily on specialized knowledge.
- VIN compatibility and product dependencies needed to be enforced during quoting.
- Pricing, discounts, and approvals needed consistent governance.
- Sales needed a standardized way to create Quotes and Orders.
- Commercial data needed to reach Business Central in a structure downstream teams could use.
- Quotes, Orders, Contracts, Assets, and Subscriptions needed to remain connected through the commercial lifecycle.
What Stack built
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.
Built around
- VIN-driven guided selling
- Governed pricing & approvals
- Bundling & dependency rules
- Business Central integration
Discovery
Before building, Stack worked through the commercial model that Revenue Cloud needed to support.
That included:
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
Architect
Define the Revenue Cloud model, lifecycle, system boundaries, and downstream handoff.
Build
Configure the catalog, bundles, guided selling, VIN logic, pricing, approvals, Quotes, Orders, Contracts, Assets, and Subscriptions.
Connect
Connect Salesforce with the existing Azure-based enterprise integration bus and supporting services.
Validate
Test commercial scenarios, downstream payloads, lifecycle behavior, and business requirements through UAT.
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 | After |
|---|---|
| Multiple quoting tools across business units | One quoting tool: Revenue Cloud Advanced |
| Configuration depended on specialized knowledge. | Guided selling and system-enforced rules. |
| Product dependencies were complex to manage. | Bundles and dependencies governed in the quoting flow. |
| Pricing and approvals required consistent enforcement. | Pricing rules, thresholds, and approvals built into the process. |
| Commercial activity spanned multiple systems. | Salesforce provides a centralized commercial system of record. |
| Downstream handoffs required clear translation. | Standardized Order data is prepared for Business Central. |
| Lifecycle information was distributed. | 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.
- 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, 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.
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.