About the Customer

This global technology services and solutions provider operates under private equity ownership, with a growing sales business. Like many PE-backed companies with an eye toward a future exit or public offering, leadership needed sales and bookings forecasting accurate enough to hold up under that kind of scrutiny. This was the main reason the organization brought in ForeFront: the existing systems architecture had grown so convoluted that a forecast leadership could stand behind wasn’t achievable.

Like many high-tech organizations, the company manages a sophisticated portfolio of products, services, and contractual relationships, and revenue doesn’t move through a single transaction type. Opportunities progress through multiple configurations, revisions, approvals, and ordering cycles, each needing full lifecycle support from pipeline to bookings to revenue recognition to cash before leadership can call it closed.

Outgrowing Four Disconnected Systems

Forty dedicated order specialists worked every multi-vendor deal by hand: logging into each hardware partner’s own configurator to price out the hardware, building out every line of detail, then re-keying it back into the opportunity in Salesforce. Multiply that across four separate systems, and before revenue could be billed and recognized, specialists had to manually reconcile quotes against multiple order types and milestones. To capture partial wins, reps spun up multiple child opportunities against a single deal, which inflated pipeline and broke the line of sight from opportunity to booking to revenue.

A catalog of more than 350,000 SKUs synced into Salesforce through a brittle, overwrite-based integration that could quietly corrupt pipeline data. Manual quote entry invited pricing errors on top of that. The net effect: revenue schedules were hard to predict by deal type or term, and leadership couldn’t fully trust the numbers they were working from.

The organization engaged ForeFront to close the gap between pipeline, bookings, and revenue on a data model built for growth. Consolidating quoting and order management onto Salesforce would deliver predictable revenue schedules, full traceability from quote to cash, and a foundation that could support future integrations and AI-assisted workflows. It was also a chance to drive organizational change: standardize products, curb SKU proliferation, and free sellers from manual reconciliation so they could spend more time selling.

An Enterprise Architecture for Revenue Visibility

ForeFront worked closely with the client’s business and technology teams to map how revenue data moved throughout the organization and identify where visibility was being lost. The solution involved far more than moving information between applications. Quotes, quote line items, orders, and order line items were incorporated into a connected data model that provided deeper visibility throughout the sales process. The architecture was designed so sales, operations, and leadership teams could access the information they needed without relying on disconnected workflows or manual data assembly.

ForeFront optimized Salesforce Sales Cloud and rebuilt the client’s data model to handle multi-quote, multi-order deals at scale. The work included:

• Building forecasting and approvals. Custom forecasting spreads TCV (Total Contract Value) and ACV (Annual Contract Value) across months and quarters and surfaces order volume by type over time. An approvals engine includes automatic SLA timers so requests don’t stall.
• Building a true Orders model. The sales team no longer works around the platform. Every closed-won quote now updates a Salesforce Order, with the client’s internal order system, the system of record, staying in sync. The child-opportunity workaround is gone.
• Rebuilding the integration layer. ForeFront re-architected the bidirectional integration between Salesforce and the client’s internal order system on Boomi, replacing the mass-overwrite approach that had put pipeline data at risk. The 350K+ SKU catalog now syncs with quote versioning intact, so a change on one side shows up correctly on the other.
• Connecting quotes to opportunities. A custom quote-to-opportunity sync groups multiple quote lines into opportunity line items by product family and technology, then rolls up price and margin automatically, replacing manual reconciliation reps used to do by hand.
• Aligning the quoting stack. XAIT quoting is integrated and coordinated with the Certinia Professional Services Automation (PSA) managed package, so professional-services deals stay tied to the same opportunity as hardware. A single “Generate Unified Quote” action in Conga combines quotes from the client’s internal order system and XAIT into one document for the customer.

Complete Revenue Lifecycle Visibility

The customer now runs quoting, ordering, and forecasting on one Salesforce platform, with a single set of numbers sales, finance, and leadership can all trust. Key outcomes:

• Visibility into quotes and orders within the context of the opportunity they support.
• Product-level forecasting capabilities built on detailed revenue data.
• Stronger alignment between sales and revenue operations teams.
• More consistent data across quoting environments — from partner configurators like Cisco’s to myOrders and XAIT.
• Reduced reliance on manual cross-system reconciliation.
• Unified reporting across pipeline, quote, and order activity.
• A scalable enterprise architecture designed to support future growth and innovation.

For a technology solutions provider managing complex combinations of products, services, and contractual commitments, that adds up to real operational advantages. Teams spend less time searching for information, reconciling data, and navigating disconnected systems, and more time serving customers and growing the business.

The strongest proof came after go-live, when the customer extended ForeFront’s role into an ongoing managed-services partnership – a vote of confidence that only comes from a partner who delivered.

The ForeFront Difference

Complex integrations shape how sales configures a deal, how finance recognizes revenue, and how leadership reports the business to the market. For a business preparing for its next stage of ownership, getting that architecture right isn’t a technical nice-to-have: it’s what makes the numbers defensible.

That’s the work ForeFront does best: understanding where a customer’s revenue data actually breaks down, then designing an architecture built to hold up as the business scales, whether the systems on either side are CPQ, enterprise resource planning (ERP), order management, or all three at once.