Scaling Real Estate Tech: Unifying Global Brands through Lead-to-Cash Transformation
Discover how we partnered with a high-growth SaaS company to consolidate operations across M&As.
Customer Overview
The customer is a prominent provider of software applications and hosted solutions specifically designed for real estate owners, investors, and operators. The organization focused on consolidating various CRM and ERP systems across their diverse brands to achieve a single, unified platform. This transformation was essential to drive operational efficiencies, especially as they continued to rapidly acquire new brands that needed to be integrated into their existing Salesforce and NetSuite environments.
The Challenge
The primary obstacle for the customer was the lack of a single source of truth for their products and the presence of multiple inherited CRM and billing systems from acquisitions. This fragmentation resulted in a complete absence of unified sales and financial reporting. Their technical debt was substantial, featuring over 150 custom Salesforce objects and more than 40 product lines that were still being billed manually through Excel. These manual processes made it extremely difficult to consolidate invoices across their various product offerings.
The Solution
The implemented solution involved a major migration from Salesforce Classic to a new instance on Lightning, as well as a shift from Sage Intacct to NetSuite. The customer deployed a suite of tools including Sales, CPQ, Service Cloud, and Communities to modernize their operations. To handle complex financial needs, they implemented Zone Advanced Billing for subscription and usage management and used Workato to integrate Salesforce and NetSuite with their internal product platforms. This created a scalable, consolidated source of truth for products and customer contract life cycle management.
Key Outcomes
Through this transformation, the customer successfully established consolidated reporting and a single source of truth for their pipeline. They were able to consolidate their Lead-to-Cash (L2C) process, which significantly streamlined their internal workflows. These improvements led to a measurable reduction in Days Sales Outstanding (DSO). Furthermore, by consolidating invoices across multiple product lines, the company reduced their monthly invoice volume and lowered the associated processing costs.
Days Sales Outstanding
Monthly Invoice Volume
Operational Efficiency
Other Case Studies
From private equity rollups to fast-scaling SaaS companies, our clients trust us to implement technology that delivers results.
Ready to Scale with Confidence?
We’re more than consultants — we’re long-term partners in your growth. Whether you're navigating your first ERP implementation, scaling post-acquisition, or simply tired of disconnected systems, we're here to guide you.