This 2024 case study describes how a leading US hospitality solutions provider modernized heavily customized Salesforce sales processes that limited agility and made it hard to configure profitable, consistent deals, especially for large and multi-location chain customers. Brillio implemented Salesforce CPQ in a four-phase program that first simplified new-business intake, then migrated order amendments, then improved profitability with usage-based pricing, and finally introduced an account hierarchy model to support multi-location capabilities, delivered via agile sprints, POCs, and frequent releases. The change improved quoting and approvals, reduced manual entry errors using product and price rules with smart approvals, enabled smoother upsell and down-sell amendments, and helped recove

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