Executive summary
What Acellas delivered, and what it means for the business
Acellas made Salesforce Revenue Cloud and Advanced Approvals Viewpoint's one place to quote, price and contract, rationalizing 4,085 legacy NetSuite items into one governed catalog.
Sellers quote, amend and renew natively, approvals run in governed tiers, and contract and billing data became ASC 606 and IFRS 15 compliant.
A follow-on ACV Snapshot captures 86,205 subscriptions at each fiscal period end, giving Finance board-ready period-end ARR without spreadsheets.
For leadership: one Salesforce system of record for quoting, renewals and recurring-revenue reporting.
From 4,085 legacy items to one governed quoting catalog
The challenge
Viewpoint sold Vista, Spectrum, ProContractor and a growing SaaS portfolio through 5 subsidiaries in North America, EMEA and APAC. Like most software companies moving to subscriptions, it quoted in Salesforce while contracts, renewals and the product master lived in NetSuite. Sellers priced in spreadsheets, approvals traveled by email, and renewal teams read contracts to find uplift prices. The NetSuite item master held 4,085 items, often one SKU per price point, and a second Salesforce org serving the Spectrum business had to merge in. Contract items had to become Subscriptions and Assets, legacy IDs had to survive the merge, and 11 Celigo sync triggers had to run through cutover.
Why Viewpoint Construction Software chose Acellas
Viewpoint wanted an advisor as much as an implementer: a partner that would tell its team what the design needed, raise issues early and respect its people's bandwidth. Acellas works only with technology companies and brings two decades and more than 60 full lifecycle Salesforce Quote to Cash implementations, so our experts arrived with proven patterns for the perpetual-to-subscription shift Viewpoint was making.
Results
Acellas made Salesforce Revenue Cloud and Salesforce Advanced Approvals the one place Viewpoint quotes, prices and contracts, with 10 deal types steering product availability and pricing. We rationalized the item master into one governed catalog, built more than 80 price rules with 142 price actions, and configured contract-based renewals that apply uplift, co-term contracts and preserve bundle structure. Tiered, parallel approval chains replaced email approvals, and Conga and Adobe Sign carried approved quotes to signature. Our team migrated legacy contract items into Subscriptions and Assets, so sellers amended and renewed migrated customers natively, and the contract and renewal build made contract and billing data ASC 606 and IFRS 15 compliant.
What Acellas delivered
Item master rationalization
Acellas reviewed 4,085 NetSuite items, kept 1,683, transformed 694 and retired 1,697, replacing price-point SKUs with block pricing, discount schedules and lifecycle-based product filters.
Legacy contracts become live subscriptions
Our team mapped NetSuite contract items into Subscriptions and Assets for all 5 subsidiaries and merged a second Salesforce org, matching records on preserved legacy IDs.
Ten deal types, one engine
Deal-type formulas for 10 motions, from New Logo and Cross-Sell to Downsell and Project Extension, steer product availability and pricing across more than 80 price rules.
Tiered, parallel approval chains
Advanced Approvals routes discounts through 3 escalating tiers, runs 4 approval types in parallel, and applies smart re-approval, so only approvers affected by a change review it again.
Contract-based renewals with uplift
Renewals apply 4 contract defaults: uplift pricing, combined asset quantities, combined co-termed contracts and preserved bundle structure. Salesforce generates renewal quotes ahead of each contract end.
Named-user ViewpointOne bundles
Acellas built 3 ViewpointOne named-user attach bundles for Vista, Spectrum and Jobpac, and kept legacy concurrent-user bundles available only for add-on and renewal sales.
Data migration and transformation
Acellas migrated Viewpoint's quote-to-cash data from 3 legacy sources: NetSuite, which held the item master, contracts, contract items and renewal data; the Portland Salesforce org, which held opportunities and standard quotes; and the Seattle org that served the Spectrum business. We rationalized 4,085 NetSuite items into one catalog, loaded 3,407 product records with pricing and subscription attributes in a zero-error rehearsal, and reconciled 5,532 sandbox products against the item master, isolating 936 active products outside it. Contract items became Subscriptions and Assets across 5 subsidiaries, opportunities moved to new record types, NetSuite renewal data became renewal opportunities, and in-flight deals received native quotes. Preserved legacy IDs matched Seattle records through sign-off. Acellas traced 7 item-master defect patterns to root cause, validated every test load, and retired 2 NetSuite contract interfaces. Viewpoint now quotes, renews and reports from one Salesforce system of record.
Business benefits
Faster time to close
Sellers configured Vista, Spectrum and ProContractor quotes themselves through guided selling and instant pricing, with approvals routed automatically, so offline calculator spreadsheets disappeared, deals reached signature faster and reps returned to selling.
One catalog behind every channel
Direct sellers in North America, EMEA and APAC, renewal reps and reseller deals all drew on one governed catalog and one pricing engine, so every quote for every subsidiary priced the same product the same way.
ASC 606 and IFRS 15 compliant contracts
Implementing contract management, amendments and renewals made Viewpoint's contract and billing data ASC 606 and IFRS 15 compliant: component-level sales orders reached NetSuite with contract term, start and end dates and billing frequency on every line.
Governed, auditable discounting
Advanced Approvals enforced discount, payment-term, MSLA-term and services policy before any order form left Legal, which sharply reduced out-of-policy quotes, shortened approval cycles and left a complete audit trail on every Viewpoint deal.
Automated amendments, renewals and co-terming
Amendment quotes pulled current products from Subscriptions and Assets, add-ons co-termed to the existing contract, and renewal quotes generated with uplift automatically, so renewal reps stopped researching physical contracts and renewed with confidence.
Ramp deals and scheduled uplifts
Multi-year subscription deals carried Year 2 through Year 5 list prices and uplift through custom fields and price rules, and EMEA sellers quoted custom VFP and Field View ramp plans, so every future-year price appeared on the quote and contract.
Operational benefits
Real-time ARR and order visibility
Price rules calculated annual contract value on every quote line and subscription, and Send to NetSuite status tracked each order, giving leadership real-time dashboards of ARR, MRR, churn, pricing effectiveness and order status.
New offers launched without IT
Prodly deployed product, bundle, price rule and discount schedule records as reference data, so Viewpoint launched new ViewpointOne bundles, price tiers and product changes through configuration rather than development projects.
Contract lifecycle in one flow
Region- and product-specific Conga proposals and order forms, a contract-request case to the Legal queue, private contract sharing and Adobe Sign status on each quote kept every Viewpoint agreement governed from draft to countersignature.
Deal types that sharpen forecasting
Separate sales processes for New Logo, Customer Sales, Migration, Support Recovery, Services and Projects let managers forecast each motion on its own stages and let RevOps report perpetual-to-subscription migrations and cross-sell as distinct bookings.
A catalog sellers can search
Retiring 1,697 legacy and price-point SKUs and filtering products by subsidiary, currency, deal type and lifecycle meant sellers found the right item immediately, legacy products stayed off new-logo quotes, and product-line reporting reconciled cleanly.
One system of record, ready for AI
Contracts, subscriptions, assets and the product master moved from NetSuite into Salesforce, giving sales, renewals and Finance a single customer view and the clean, related subscription data that reliable automation and AI agents require.
Technologies
- Salesforce Sales Cloud
- Oracle NetSuite Integration
- Salesforce Revenue Cloud
- Conga Composer Integration
- Salesforce Advanced Approvals
- Adobe Sign Integration
- Salesforce CPQ Quote Calculator Plugin
- Prodly
- Custom Salesforce Platform Development
- Legacy Data Migration/Transformation
- Custom Salesforce Automation Development
86,205 subscriptions in every period-end ARR snapshot
The challenge
Viewpoint was moving its recurring base from software assurance toward SaaS, and Finance needed a clear read on SaaS growth. Revenue Cloud held 80,673 active subscriptions, spread across several contracts per account, which obscured ACV movement. Finance wanted active-contract value at any period end, customer counts by segment, and period-over-period change by customer, geography and product line. A 4-4-5 fiscal calendar, compounding uplifts and missing close dates on historical opportunities complicated attribution across 85,706 closed deals. As at any software company scaling subscriptions, the model also had to start clean: about 1.94 million legacy ACV records needed clearing, and every correction had to reconcile against live subscriptions.
Why Viewpoint Construction Software chose Acellas
Viewpoint already knew our work: Acellas had designed and launched its Revenue Cloud configuration of 10 deal types and more than 80 price rules. Viewpoint asked for a forecasting solution built for its scale, and Acellas could design it against the live data model rather than from a blank page.
Results
Acellas opened with a design review of 3 account-based amendment and renewal options and advised against standard asset-based amendment, whose cost would have matched or exceeded the original implementation. We designed ACV Category logic in Revenue Cloud price rules and the Salesforce CPQ Quote Calculator Plugin: each quote line receives a category at quote time and carries it to the Subscription, with no separate data-management overhead. Acellas then built an ACV Snapshot object of about 119 fields and a self-rescheduling batch that captures every in-scope subscription at each of 12 fiscal period ends, giving Finance real-time ARR and ACV movement and board-grade period-end history.
What Acellas delivered
Self-rescheduling snapshot batch
A batch Apex job snapshots every in-scope subscription at each of 12 fiscal period ends, reschedules itself from the fiscal Period object and can be stopped with a custom setting.
ACV Category at quote time
Price rules assign each quote line an ACV Category, including In Contract Increase, and persist it to the Subscription, so the 119-field snapshot inherits it.
Legacy ACV data transformation
Acellas cleared about 1.94 million legacy ACV records with zero errors, mapped 113 Subscription fields to the snapshot, and restored close dates on roughly 19,000 historical opportunities.
Zero-error snapshot correction
Our team re-mapped ACV Amount on 87,882 snapshot records in a single zero-error load, corrected 357 fiscal dates and inserted 4,968 renewed snapshots.
Production-grade test coverage
Acellas raised unit test coverage on the snapshot batch to 95% before the change-set deployment and production regression testing.
Data migration and transformation
Acellas transformed Viewpoint's recurring-revenue history inside Salesforce. The sources were 80,673 active Revenue Cloud subscriptions spread across multiple contracts per account, 85,706 closed opportunities, and about 1.94 million legacy ACV records exported for deletion. We mapped 113 Subscription fields to the new ACV Snapshot object, added calculated fiscal month, quarter, year, category and prior-ARR values, and widened scope to 86,205 subscriptions so expired lines with open renewals stayed in the base. Acellas cleared about 1.94 million legacy ACV records with zero errors, backfilled close dates on roughly 19,000 historical opportunities, re-mapped ACV Amount on 87,882 snapshot records with zero errors, corrected 357 fiscal dates and inserted 4,968 renewed snapshots. Every load ran from exported source files, and our team reconciled each success and error log against live subscriptions. Finance now reads period-end ARR from one validated history.
Business benefits
Board-grade ARR from period-end snapshots
Each fiscal close froze the value of every in-scope subscription in the ACV Snapshot object, so Finance presented period-end ARR, customer counts by segment and period-over-period movement to leadership and the board without rebuilding spreadsheets.
Real-time ARR and ACV visibility
ARR, prior-month ARR and ACV category on every subscription gave Finance and sales leadership a live view of SaaS growth, expansion, uplift and contraction by product line, account and geography between period closes.
ASC 606 and IFRS 15 ready data
The snapshot captured category, contract, discount, billing-frequency and uplift values for every subscription line at each period end, giving Viewpoint ASC 606 and IFRS 15 ready contract data and an auditable history of each contract's value.
Growth classified at quote time
Price rules and the Quote Calculator Plugin stamped each quote line with its ACV category, so Deal Desk and approvers saw at a glance how each line moved ACV, and Finance inherited that classification on the Subscription automatically.
Scheduled uplifts measured, not estimated
Compounding annual uplift logic and the In Contract Increase category separated price-driven growth on multi-year contracts from new sales, so Finance forecast uplift revenue precisely and sales leaders saw true net-new bookings.
Operational benefits
Bookings land in the right period
Backfilling close dates on historical opportunities placed every booking in its correct 4-4-5 fiscal period, so period-over-period ACV trends, quota attainment history and forecast baselines lined up with Finance's calendar.
Open renewals stay in the base
Keeping expired subscriptions with open renewal opportunities in every snapshot stopped late-closing renewals from registering as churn, so gross and net retention reflected the renewal motion rather than paperwork timing.
Migrations and downsells net correctly
Negative subscription lines against the original contract let perpetual-to-SaaS migrations and downsells net against prior ACV, so ARR movement showed the true effect of each migration or downsell rather than double-counting it.
A clean slate for recurring revenue
Clearing the legacy ACV data set and re-mapping snapshot amounts left one reconciled recurring-revenue record, so every ARR report drew on the same trusted numbers and reconciliation effort at each close fell sharply.
Ready for automation and AI
A consistent, validated monthly subscription history became the foundation for Viewpoint's later bundle-level ARR work and the reliable reference data that forecasting automation and AI agents need to answer recurring-revenue questions correctly.
Technologies
- Salesforce Sales Cloud
- Salesforce Analytics & Reporting
- Custom Salesforce Platform Development
- Salesforce Revenue Cloud
- Legacy Data Migration/Transformation
- Salesforce Advanced Approvals
- Salesforce CPQ Quote Calculator Plugin
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