Executive summary
What Acellas delivered, and what it means for the business
Two engagements: a scored platform selection, then a Salesforce Revenue Cloud build that automates quote to renewal.
Revenue Cloud scored 9.0 out of 10 across 36 criteria against 7.5 for the next platform, with the licensing-cost gap shown openly so the CFO signed on evidence.
Each activated order now creates the contract, assets, renewal opportunity and renewal quote, and active legacy deals were rebuilt to match historical Amount, ARR, MRR and discounts.
Haus closes faster within policy, renews automatically and reports line-level ARR and MRR from contract data that meets ASC 606 and IFRS 15.
Quote to renewal automated across nine releases
The challenge
Haus sells tiered geo-experiment subscriptions with add-on KPIs, additional brands, paid pilots, contract pauses and opt-out periods. Like many software companies scaling quickly, Haus ran those deals on the Opportunity, with paper order forms carrying amendments, pauses and brand add-ons across roughly 25,000 Accounts. Finance and RevOps wanted product-level bookings, discount guardrails and renewal automation without putting ARR integrity at risk. Every active contract also had to move into the new model, and that history resisted it: tiered pricing sat in special terms and custom payment schedules, KPI counts did not match the new packaging, 7 legacy product lines had no catalog equivalent, and pauses left gaps in contract terms.
Why Haus chose Acellas
The CFO first engaged Acellas for an org review that turned Haus's open questions into a nine-part RevOps requirements document covering opportunities, ARR, product, quoting, contracting, renewals and legacy data. That document became the blueprint for the build. Haus also gained a partner that brings two decades and more than 60 full lifecycle Salesforce Quote to Cash implementations for technology companies and works as an extension of its RevOps team.
Results
Acellas ran the build in Scrum and held every story to 4 gates: QA, UAT, documentation and production deployment. Our consultants modeled 2 catalogs and 6 categories behind one pricing engine and tied GeoLift pricing to 6 ad-spend tiers in a three-step price waterfall. They set up Advanced Approvals on the synced quote and automated the creation of orders, contracts, assets and renewals, with co-terming, uplifts and one-click amendments. We codified 20 transformation rules for legacy deals and held every rebuilt quote to historical Amount, ARR, MRR and discounts. Haus now closes faster within policy, renews automatically and reports line-level ARR and MRR from contract data that meets ASC 606 and IFRS 15.
What Acellas delivered
Ad-spend pricing across six tiers
Acellas tied GeoLift base-package pricing to 6 ad-spend tiers, re-priced the package at each renewal, and built a three-step waterfall of list, system and discretionary discounts.
Automated order-to-renewal chain
Each activated order now generates 4 downstream records automatically: the contract, assets, a renewal opportunity and a renewal quote, with one-click amendments from the contract.
Legacy deals migrated with exact parity
Acellas codified 20 transformation rules and rebuilt active Closed Won deals across 10 Salesforce objects, from quotes to asset state periods, matching 6 financial fields exactly.
Line-level ARR to the Account
Our team rolled ARR and MRR from quote lines through orders and assets to 5 parent objects, and Account ARR and MRR now backfill from migrated assets.
Pilots, pauses and opt-outs modeled
Our team delivered 3 lifecycle stories: pilot-to-qualified conversion, a Pause amendment type that holds ARR flat, and conversion of legacy opt-outs into Closed Lost renewals.
Opportunity model rationalized
Acellas retired 5 legacy opportunity types, remapped 8 legacy types to Amendment, and activated 4 purpose-built types: Amendment, Renewal, Pilot and Extension.
Data migration and transformation
Haus's deal history lived in Opportunity fields, with terms in paper order forms, MSA amendments and pause agreements. Acellas built source files from the Closed Won Opportunities of active customers and codified 20 transformation rules, consolidating deal totals on the GeoLift base line, converting KPI counts to individual KPI lines, mapping 7 legacy product lines to the new catalog, reading tiered pricing from special terms and payment schedules, and turning cancellations and opt-outs into Closed Lost renewals. Our team paused automation and loaded 10 target objects, from Quote and Quote Line through Order, Contract, Asset and the Asset Action records to the renewal Opportunity, first in the partial sandbox, then in Production after Product Owner sign-off. Every rebuilt quote matched historical Amount, ARR, MRR and discounts, and the Product Owner approved every logged variance. Haus now amends, renews and reports every active contract in one model.
Business benefits
Deals close faster
Reps configure GeoLift packages, add-ons and services in one Quote Line Editor, ad-spend tiers price them instantly, approvals route themselves and Slack alerts approvers, so Haus deals move from quote to signature faster and reps return to selling.
One catalog, one pricing engine
Software and Service catalogs and one pricing procedure sit behind every new business, amendment, renewal, pilot and extension quote, so every Haus team sells from the same products, list prices and discount waterfall.
Products launch without waiting on IT
RevOps launches products, bundles and price changes through configuration, using a RevOps Administrator profile cloned from System Administrator without the Author Apex, Customize Application or Modify All Data permissions. That keeps development out of Production.
ARR, MRR and churn in real time
Recognition-dated ARR and MRR roll from each quote line through orders and assets to contracts and accounts, so dashboards show weekly, monthly and quarterly ARR, won and churned ARR, pricing effectiveness and order status without spreadsheets.
ASC 606 and IFRS 15 compliant contracts
Implementing contract management, amendments and renewals made Haus's contract and billing data ASC 606 and IFRS 15 compliant: every contract, asset and amendment now carries its term, price, discount and recognition date.
Ramps, uplifts and co-terming built in
Ramped quote lines print on a dedicated ramp template, the contractual uplift clause sets each renewal's uplift automatically, and amendment quotes co-term to the contract end date with monthly proration, so multi-year deals price correctly.
Operational benefits
Auditable amendments and renewals
One-click amendments hold existing products at their original net price, assets update on Closed Won, renewal quotes regenerate on every amendment, and each line records its transaction type, so every change traces back to its contract.
Governed discounting, faster approvals
Advanced Approvals on the synced quote route each exception through serial and parallel chains across Sales, Finance and RevOps, a banner names every trigger and approver, and no opportunity closes without an approved quote.
Order forms from approved quotes
Legal name and bill-to address flow from Account to Quote, Order and Contract and write back at Closed Won, so Ironclad Order Form and MSA workflows generate paper that matches the approved deal and the contract record.
One deal taxonomy for every team
Retiring 5 opportunity types, remapping 8 to Amendment and relabeling the old ARR and MRR fields as legacy lets reps, managers and Finance classify deals identically, so pipeline, forecasts and commissions read one ARR field.
Clean firmographics, correct billing addresses
New Account HQ fields now receive Clay and Keyplay enrichment while billing addresses serve quoting alone, so marketing segments on accurate headquarters data and enrichment never overwrites the address on an order form.
History ready for renewals and AI
Active legacy deals now live as contracts, assets and renewal opportunities under the same model as new business, so renewals, amendments and ARR reporting work from the first day and AI agents read one trustworthy record.
Technologies
- Salesforce Sales Cloud
- Ironclad Integration
- Salesforce Revenue Cloud
- Slack Integration
- Salesforce Advanced Approvals
- Custom Salesforce Platform Development
- Salesforce Analytics & Reporting
- Custom Salesforce Automation Development
- Legacy Data Migration/Transformation
A 9.0 score across 36 criteria settled the platform decision
The challenge
Haus needed a subscription-management platform that could carry tiered subscriptions, pilots, pauses and brand add-ons through automated renewals. Growth-stage software companies routinely face this fork: buy a standalone quoting tool or extend the system of record. Haus weighed 4 credible platforms, and each carried a different trade-off across integration with the existing Salesforce stack, scalability, total cost of ownership, security and AI product direction. The CFO, who would sign the platform order, wanted a decision that Finance and RevOps could audit criterion by criterion rather than one that rested on vendor demonstrations.
Why Haus chose Acellas
The CFO had already seen Acellas turn Haus's open questions into a nine-part RevOps requirements document, and those nine requirements gave the evaluation a fixed yardstick. Acellas brings two decades and more than 60 full lifecycle Salesforce Quote to Cash implementations for technology companies, so our experts could score each platform against how subscription software companies book, amend and renew in practice.
Results
Acellas scored 4 subscription-management platforms on 8 categories and 36 sub-criteria, each on a 1-to-10 scale, and documented every criterion on its own page so stakeholders could trace each score to its rationale. Our experts assessed subscription-feature fit, integration, scalability, security and compliance, AI capability and total cost of ownership, and priced 2 DevOps release-management tools alongside the platforms. The model surfaced trade-offs openly: one alternative led Salesforce on licensing cost, 8.0 against 6.0, while Salesforce led on integration, scalability and security. Finance weighed cost against architectural fit explicitly, and Haus chose a single product-to-cash suite native to the Sales Cloud org it already ran, so there is no second data model to reconcile.
What Acellas delivered
Every platform scored criterion by criterion
Acellas scored every platform on 36 sub-criteria across 8 categories, on a 1-to-10 scale, with a documented page per criterion.
Subscription fit scored first
Salesforce scored 9.6 on supporting Haus's subscription-management features, the pilots, pauses, add-ons and renewals the build then had to carry.
Salesforce leads on integration and scalability
Salesforce scored 9.3 on integration and 9.5 on scalability, reflecting its native fit with the Sales Cloud system of record Haus already ran.
Security and AI headroom
Salesforce scored 9.9 on security and compliance and 8.4 on AI features, giving Haus headroom on both risk and product direction.
Cost trade-off made visible
The model showed one alternative ahead on licensing cost, 8.0 against 6.0, so Finance could weigh cost against fit in the open.
Business benefits
A decision the board can audit
Every one of the 36 sub-criteria carries its own documented rationale, so the CFO signed the platform order on evidence, and Finance can defend the choice to the board and auditors criterion by criterion.
Built around how Haus sells
Scoring subscription-feature fit first, where Salesforce reached 9.6, confirmed the platform could carry tiered subscriptions, pilots, pauses and brand add-ons natively, so the build proceeded without custom workarounds for the core deal types.
No sync jobs between CRM and quoting
Choosing a suite native to Sales Cloud keeps opportunities, quotes, contracts and renewals on one data model, so Haus runs no sync jobs between CRM and quoting and never reconciles two versions of a deal.
Lower cost to implement and run
Salesforce's 8.8 on implementation and ongoing cost reflected the skills, integrations and administration Haus already had, so total cost of ownership, not licensing alone, drove the decision.
Cost premium accepted with open eyes
Showing the licensing-cost gap alongside the architectural lead let Finance accept the premium knowingly, which removed the risk of reopening the decision once the build began.
Operational benefits
Security reviews enterprise buyers expect
Scores of 9.9 on role-based access, encryption and audit trails mean the revenue platform meets the security and compliance scrutiny that Haus's enterprise brand customers apply to their vendors.
Revenue reporting in the same platform
A 9.9 on reporting for lifetime value, churn, funnel conversion and ARR forecasting means revenue analytics live beside the transactions, with no separate reporting tool to feed.
Headroom for agents in quoting
Salesforce's lead on AI features, agent-driven quote creation and product direction gives Haus a path to AI agents that build and validate quotes on the same governed catalog and pricing.
Scale without replatforming
The chosen platform scored 9.8 on absorbing higher data volumes, users and features, so new products, brands and pricing models enter the catalog without another platform decision.
Release discipline priced in upfront
Pricing 2 release-management tools with the platforms put governed deployment into the business case, supporting Haus's stated aim to stop development in Production and raise trust in Salesforce.
Technologies
- Salesforce Sales Cloud
- Salesforce Revenue Cloud
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