Executive summary
What Acellas delivered, and what it means for the business
Acellas modeled all 11 of J.H. Fletcher's engineered-to-order machines in Salesforce Revenue Cloud, consolidating about 1,580 spreadsheet rows into about 1,280 configured option lines.
Product rules turn engineering dependencies into configuration rules, so sales configures only buildable machines and quotes price instantly from one catalog under Advanced Approvals.
Acellas has run 12 list-price events on that structure, with 0 errors across the 12 most recent bulk loads and an exact, backup-first reversal.
For leadership: price changes, new options and new models now reach every quote without an IT project.
11 engineered-to-order machines, one quoting model
The challenge
Fletcher builds every machine to order. A single roof bolter or scaler carries 100 to 140 standard and optional lines across 10 to 12 engineering sections, and its option dependencies behave like engineering rules: engine tier governs the catalytic converter, hardwired controls rule out mapping, and rotary and percussive drilling exclude each other. As at most engineered-to-order manufacturers, that knowledge lived in per-model specification sheets of up to 315 rows. The consolidated item master reached about 1,580 rows, with content repeated across models, parallel Fletcher and Salesforce part numbers, and varying names. Every row had to map to Salesforce fields, load in dependency order and reconcile before sales quoted.
Why J.H. Fletcher chose Acellas
Fletcher engaged Acellas for an architect-led design: requirements workshops in Huntington, a quoting model built to grow with the catalog, and explicit design alternatives with their trade-offs. Acellas brings two decades and more than 60 full lifecycle Salesforce Quote to Cash implementations, and an architect who could translate engineering dependencies into configuration rules on the Salesforce org Fletcher already ran.
Results
Acellas built the product model on Fletcher's existing Salesforce org in Salesforce Revenue Cloud: bundles, features, options, product rules, option constraints and validation rules on 4 reusable bundle templates. We consolidated the item master into about 1,280 configured lines, 776 standard and 482 optional, and loaded 1,063 products in one pass with 100% success. A 71-item logic review across 6 machine families turned engineering dependencies into rules, so sales configures only buildable machines and far fewer invalid configurations reach the factory floor. Every quote now prices instantly from one catalog and one pricing engine, Salesforce Advanced Approvals governs each discount, and quotes list the options buyers skipped.
What Acellas delivered
11-model engineered product master
Acellas modeled 11 machine bundles, from high-reach scalers to battery-electric narrow-vein bolters, across 10 to 12 engineering sections, using 4 reusable bundle templates.
Spreadsheet-to-catalog data migration
Acellas consolidated about 1,580 item-master rows into about 1,280 configured lines, then loaded 1,063 products, 116 features and 1,054 options in dependency order and reconciled every load file.
Engineering dependencies as configuration rules
Product rules and option constraints enforce engine-tier, control-system and drilling-method dependencies, drawing on a 71-item logic review across 6 machine families.
Quote section for unselected options
A custom section on the same quote PDF lists every option the buyer did not select, and 1 custom metadata type controls its styling without code.
Repeatable sandbox-to-production deployment
Prodly plans move price books, products, rules, localization and quote templates in 7 ordered steps, and a separate 2-step plan moves approval rules, chains and approvers.
Data migration and transformation
Fletcher's machine knowledge lived in per-model Excel specification sheets; the first 5 held 229 to 315 rows each, with option prices, power-variant columns and parallel Fletcher and Salesforce part numbers. Acellas consolidated them into one item master of about 1,580 rows, flagged duplicates and consolidation candidates row by row, corrected name and description casing, and de-duplicated the result to about 1,280 configured lines. A 34-column item master mapped each row to Product and Product Option fields, and 4 bundle templates set defaults for standard and optional lines with and without dependencies. Acellas loaded products, then Standard and Revenue Cloud price book entries, then 116 features and 1,054 options, kept the success and error file for every load and reloaded until every row landed. Acellas then synchronized 1,277 price book entries from sandbox to production. Sales now quotes from one governed product master.
Business benefits
Machine deals close faster
Sales builds each roof bolter, scaler or drill jumbo quote from a configured bundle, prices 100 to 140 lines instantly and routes approvals automatically, so district sales managers spend their time with mines instead of assembling specification sheets.
Only buildable machines reach the factory
Product rules and option constraints encode engine-tier, control-system, drilling-method and cab dependencies, so invalid machine configurations stop reaching engineering and the factory floor, order corrections fall away and build schedules hold.
One catalog and one pricing engine
All 11 machine models, their options and both price books live in one Salesforce product master, so every channel Fletcher sells through quotes the same products, descriptions and prices, and product management maintains them in one place.
Governed discounting with auditable approvals
Salesforce Advanced Approvals applies Fletcher's approval rules, chains and conditions to every quote, runs serial and parallel approvals where a deal needs them, keeps discounts within policy, shortens approval cycles and leaves an audit trail for each decision.
ASC 606 and IFRS 15 compliance
Implementing contract management, amendments and renewals made Fletcher's contract and billing data ASC 606 and IFRS 15 compliant: every machine, option and service program converts to its own priced line and asset, which gives Finance clean performance obligations.
New equipment reaches quotes without IT
Product management launches new options, deducts and whole models by configuring the 4 bundle templates and deploying through Prodly, so new equipment, bundles and price changes reach every quote without waiting on IT or a development project.
Operational benefits
Real-time revenue and pricing visibility
Revenue dashboards show Fletcher's leadership ARR, MRR and churn on service interval and audit programs, pricing effectiveness by machine family, and order status on every configured machine in real time, with no spreadsheets to assemble.
Automated, auditable amendments and renewals
Each configured machine converts to asset records, so rebuilds, add-on options and service program renewals amend from what the mine already owns, and contract lifecycle management keeps every amendment and renewal automated, correctly priced and auditable.
Fleet ramps, uplifts and co-terming
Multi-machine fleet deals ramp quantities and prices by period, scheduled uplifts apply planned changes to service programs, and co-terming aligns add-on programs to the existing contract end date, so every agreement on a mine account renews together.
Every quote sells the unselected options
The quote document prints the full standard specification and lists every option the buyer left unselected, so each mine sees the complete upgrade menu, option attach rates rise and fewer change requests arrive after the order.
Consistent commercial terms on every quote
Sellers choose from 5 lead-time bands, 8 payment terms, 10 Incoterms and 3 warranty options in full or abbreviated wording, so every proposal states Fletcher's shipment, payment, cancellation and warranty terms exactly as Finance approved them.
One governed product master, AI-ready
Migrating per-model specification sheets into one de-duplicated product master retired spreadsheet quoting and gave sales, engineering, Finance and leadership one clean record of every machine and option that reporting, automation and AI agents rely on.
Technologies
- Salesforce Sales Cloud
- Prodly
- Salesforce Revenue Cloud
- Custom Salesforce Platform Development
- Salesforce Advanced Approvals
- Legacy Data Migration/Transformation
12 list-price events, zero load errors
The challenge
Steel-intensive machines and volatile commodity cycles keep list prices moving: Acellas has loaded 12 list-price events for Fletcher since the quoting launch, including one full reversal. Each event is a bulk data transformation across 3 surfaces at once: the Revenue Cloud price book, the Standard price book and a custom list-price field on each product. It must isolate 455 priced entries among 1,344 and leave 867 zero-price standard features untouched, because those features ship with every machine. As in any company that reprices at scale, every event has to reconcile exactly to its source, keep quoting continuous and leave a clean path back.
Why J.H. Fletcher chose Acellas
The Acellas architect who designed Fletcher's product model runs each event, so every change lands on a structure our team built and documented. Acellas's senior data experts bring two decades or more of Salesforce data work, and they treat 3 coordinated imports and a complete set of success and error logs as the standard for any pricing change.
Results
Acellas runs every event from one runbook. We export the current Standard and Revenue Cloud price book entries and product list prices, compute new values in a working sheet with formula and round-up columns, run 3 coordinated imports (455 Revenue Cloud entries, about 467 Standard entries and 455 product list prices) and reconcile each against its success and error files. Before any reversal, we back up all 2,697 price book entries and 1,389 products. The same structure absorbed 58 new model-specific options. Fletcher now changes prices without an IT project, each quote prices instantly and accurately from one current source, and Salesforce Advanced Approvals measures each discount against the current list.
What Acellas delivered
Three price surfaces, one event
Each event updates 455 Revenue Cloud entries, about 467 Standard entries and 455 product list prices together, so the two price books and the product record stay aligned.
Zero-price features stay protected
The working sheet isolates 867 zero-price standard features among 1,344 price book entries, so list-price events leave included equipment at zero.
Backup-first, exact reversal
Acellas backed up 2,697 price book entries and 1,389 products, then returned 454 of 455 Revenue Cloud and 466 of 467 Standard entries exactly to prior values.
Option catalog expansion
Acellas turned 17 new option types, from LED light bars to hydraulic breakers for scalers, into 58 model-specific product options across up to 9 models.
Reconciled, auditable bulk transformations
Acellas reconciles every load to its source and keeps the success and error files; the 12 most recent runs, including 4 in the reversal, recorded 0 errors.
Data migration and transformation
Each list-price event is a governed bulk transformation of live pricing data. Acellas exports the 1,344 entries in each price book with product list prices, isolates 867 zero-price standard features, and computes new values for 455 priced Revenue Cloud entries, about 467 Standard entries and the matching product list-price fields in a working sheet with formula and round-up columns. Earlier events ran at wider scope: 1,277 Revenue Cloud and 422 Standard entries in one load, 827 entries and 827 product list prices in another, and 921 of 921 entries in a third. Acellas keeps the success and error file for every run and reconciles each import to its source; the 12 most recent runs recorded 0 errors. Before the reversal, Acellas backed up 2,697 price book entries and 1,389 products, then restored 454 of 455 and 466 of 467 entries exactly. Sales quotes from one reconciled price source.
Business benefits
Price changes without an IT project
Fletcher answers steel and commodity cycles with a governed list-price event rather than a configuration or development project, so new list prices reach every machine quote quickly and product management keeps control of timing.
Included equipment always quotes at zero
Isolating 867 zero-price standard features in every event keeps included equipment at zero, so no mine sees a charge for standard equipment on a quote, sellers avoid requotes and credits, and margin reporting reflects true options only.
Backup-first, reversible pricing decisions
Because Acellas backs up every price book entry and product before a reversal, leadership can make pricing decisions knowing any event can be unwound exactly. That lowers the risk of each change and preserves a complete record of prior prices.
Two price books, one price
Each event updates the Revenue Cloud price book, the Standard price book and the product list-price field together, so opportunities, quotes, quote documents and reports all show the same current price for every option.
Accurate quotes and instant pricing
Reconciled list prices let the pricing engine calculate every quote instantly from current values, so sellers stop checking prices by hand, quotes go out accurate the first time and machine deals move to signature faster.
Discount approvals against current list
Salesforce Advanced Approvals measures each discount against the current list price, so approval thresholds stay meaningful after every event, approvers see true discount depth and the audit trail ties each approval to the price in force.
Operational benefits
Revenue compliance from reconciled prices
Current, reconciled list prices on every contract line keep Fletcher's contract and billing data ASC 606 and IFRS 15 compliant, and the retained backups and load logs document the list price in force behind every recognized sale.
Pricing effectiveness visible in real time
Aligned list prices give revenue dashboards a clean baseline, so leadership sees pricing effectiveness, list-to-net realization and order status by machine family in real time and judges every list-price event on evidence.
Renewals and amendments price from current list
Service program renewals and machine amendments pick up the current price book automatically, so every renewal, add-on and co-termed amendment prices correctly without manual overrides or a finance review of stale prices.
New options launch across every model
Turning 17 option types into 58 model-specific options with product codes, section placement and sort order put each new option in the right place on up to 9 machines, so sellers find and quote it immediately.
Auditable record of every load
Retained success and error files for every run give Finance and IT a complete, reviewable record of each price change, which simplifies audits and answers any pricing question from evidence rather than memory.
Pricing data ready for AI agents
Consistently structured, reconciled price data across both price books and the product record gives Fletcher a pricing foundation that automation and AI agents can quote from reliably.
Technologies
- Salesforce Sales Cloud
- Legacy Data Migration/Transformation
- Salesforce Revenue Cloud
- Salesforce Advanced Approvals
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