Background

BigID is a leader in data security, privacy, compliance, and governance: enabling organizations to proactively discover, manage, protect, and get more value from their data in a single platform for data visibility and control. BigID has been recognized for its innovation and leadership with numerous distinctions, including being named CNBC’s top 25 top startups for the enterprise in 2022, the #1 Fastest Growing Security Company on the 2021 Inc. 5000, repeatedly named to the Deloitte Fast 500, and more.

As Senior Vice President of Global Business Operations at BigID, Tom Murtaugh oversees the company’s operational teams, including the deal desk, reporting, and go-to-market systems. He was looking for a way to shorten and streamline the quoting process. “With any enterprise sales process, there can be complex layers with components ranging from technical evaluations to multiple stakeholders,” he said.

Legacy CPQ Implementation Was Manual and Costly

Before implementing Subskribe, the majority of the quoting process was manual. Sales reps worked with templated order forms and quote sheets, and they had to input orders into Salesforce by hand. Reps also used spreadsheets to track and manage SKUs.

Legacy CPQ systems require complex integrations and workarounds to accommodate modern SaaS deal structures. Not only are long, time-consuming implementation times and ongoing maintenance expensive, but using these systems is also extremely challenging. Most have cumbersome UIs, requiring extensive expertise in CPQ and ongoing administrative support.

Without a unified quote-to-revenue architecture, teams experience arduous reconciliation processes and closing delays. As the company grew, manual processes would not be sufficient to keep pace with demand. “You either need an army of people or automated processes,” said Murtaugh.

Enterprise-Grade Features Were Essential; Fast Time-to-Value Was a Bonus

Murtaugh’s requirements for a new CPQ system included:

• Rapid implementation and configuration, and fast time-to-value.
• An intuitive interface and ease of use for the sales team. “It has to be extremely easy for the sales teams to create and generate their own quotes,” Murtaugh said. “We need to provide them with a frictionless, Amazon-like checkout experience.”
• The ability to make changes to the catalog quickly and easily, without having to enlist the help of a consultant.
• Support for advanced deals, to allow sales reps to be flexible in creating win-win deal structures.
• Enterprise-grade capabilities, to accommodate the business’s needs as it grows.
• The ability to integrate with Salesforce and NetSuite, so that it interlocked with the overarching quote-to-cash process. “The system we chose needed to ingest and push data to Salesforce, then, when deals are complete, push deals and details into NetSuite to facilitate billing,” Murtaugh said.

“Subskribe satisfied all of our requirements,” Murtaugh said. “It has a great UI, is super easy to implement, and it’s flexible enough to accommodate tweaks and changes. Plus, I have full confidence that it will scale with us over time.”

A Powerful but Delightful Quoting Process

Subskribe makes the quoting process painless for modern SaaS businesses by streamlining implementation and enabling reps to create complex quotes in seconds. With Subskribe, organizations spend less time quoting and more time selling, and they are able to close larger deals faster, while dramatically reducing the workload for the deal desk.

“The thing about Subskribe that really exceeded my expectations was how easy it was to configure and how easy it's going to be for me and my team to make changes, for example, if approval processes or pricing changes,” Murtaugh said. “Adding a SKU isn’t three hours of work with a consultant – I can literally do it in five minutes. Plus, choosing Subskribe over another vendor probably saved me six figures of implementation costs.”

According to Murtaugh, getting his team up and running on Subskribe was a breeze. “It’s very intuitive and built around concepts, words, and structures that everyone’s familiar with,” he said. “You can tell it was built by people who have been there and dealt with the pain of using legacy tools that are difficult to use.”

Murtaugh appreciates how easy it is to build and change approvals workflows in Subskribe. “Subskribe provides white-glove self-service to our deal desk and sales reps,” he said.

According to Murtaugh, using Subskribe also eliminates the need to hire additional resources, like a CPQ administrator or additional deal desk support staff. “If I didn’t have Subskribe, I’d have to hire someone immediately to manage our CPQ,” he said. “This saves me a full headcount, and at the same time, we can slash the sales process by days by getting quotes out to customers sooner without a lot of deal desk support.”

Murtaugh and his team have already migrated all of their data over to Subskribe and are performing long-term user acceptance testing. They plan to roll the solution out to the sales team in a couple months. “We want to ensure widespread adoption across our sales team, and then implement Subskribe for billing,” he said. “Then we will have seamless quoting and billing in a single tool.”

Murtaugh said working with the team at Subskribe was a huge benefit to choosing the platform. “It’s important to work with a team of people that’s customer-focused, listens to what you need, and is responsive,” he said. “The fact that Subskribe has such a responsive team that is willing to go above and beyond is just huge.”