Case studies

Cloud transformation at Informatica

Celebrating client success

As a leading provider of data management solutions, Informatica wanted to transform and streamline sales operations through a company-wide journey to the cloud. With Deloitte as their trusted advisor, Informatica achieved global transformation in how they sell, configure, price, report, and deliver cloud solutions through Salesforce Configure Price Quote (CPQ)—while minimizing business disruption.

The need for change

With more than 7,000 customers around the world, Informatica knew it was time to change the way they historically managed pipeline data. Sales operations were heavily dependent upon back-office functions and Informatica wanted to optimize their business processes to make it easy for the sales team to work with its customers. As a result, Informatica initiated a company-wide transformation of sales operations to better enable and empower sales representatives to deliver faster and more accurate information to customers. As existing Salesforce users, Informatica determined Salesforce CPQ would be the best solution to integrate into their instance and enable the sales team to focus more on customers and less on manual tasks.

Plane flying

Deloitte has been a great alliance partner for us throughout this journey. They have been able to bring resources and talent in a lot of different areas that have helped us to accelerate and to build confidence within our own team.

– Russ Conway, VP, Enterprise Architecture and Business Applications, Informatica

Accelerating the solution through collaboration

​Informatica engaged Deloitte as a trusted advisor to help lead their transformation journey. To minimize business disruption throughout the large-scale initiative, the Deloitte team implemented a phased approach. In the first phase, they focused on core sales. In the second phase, they focused on streamlining pricing, discounting and deal approvals with CPQ implementation. The Deloitte and Informatica teams worked hand-in-hand to accelerate the delivery of the solution while also ensuring the sales team had consistent access to the pipeline information they needed to operate without interruption.

People around a table

Realizing immediate outcomes

​Informatica realized immediate business value from the implemented solution. Now equipped with self-service capabilities, sales representatives globally are empowered with greater visibility into customer information in real-time. The digitization of assets has streamlined and automated processes that were previously resource-intensive. As a result, this enterprise-wide transformation has enabled Informatica to operate with improved efficiency, accuracy, and agility.

Light tunnel

Deloitte client spotlight: Informatica

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