Marketing Personalization · Sales Automation
Trimble wanted to shift from fragmented product sales to a subscription-led SaaS operating model, but disconnected CRM and ERP systems, dozens of product catalogs and uneven go-to-market execution made it difficult to bundle solutions, cross-sell effectively and create a unified customer experience.
Reported impact
Trimble created a more unified commercial engine that speeds quoting, improves cross-sell and supports recurring-revenue growth, while customers receive a simpler digital buying journey and a single place to manage their relationship with the company.
PwC helped Trimble rewire its commercial stack around Salesforce and embedded AI so the company could sell integrated software solutions as subscriptions. The transformation unified customer engagement on a Salesforce-based platform and later operationalized Marketing Cloud, Sales Cloud, Revenue Cloud, Data Cloud and Agentforce Revenue Management to support quoting, billing, renewals and account management on one backbone. Data from web activity, product trials, transactions and renewals is consolidated into a single customer view, which powers automated and personalized marketing journeys as well as advanced lead scoring and attribution models. On top of that core, Trimble deployed a virtual sales development representative to qualify demand automatically, an AI-driven quoting tool for complex configurations and a conversational invoice agent for real-time billing support. The result is an AI-assisted revenue platform for cross-sell, recurring growth and customer self-service.
Customer interaction, trial, transaction and renewal data is consolidated in Salesforce Data Cloud and used to trigger personalized marketing, lead scoring and sales guidance. That data also feeds AI tools such as the virtual SDR, quoting engine and invoice agent, while Agentforce Revenue Management orchestrates subscription, renewal and account workflows across the platform.
"AI-driven go-to-market. And a unified customer buying journey."
"Customer engagement data is captured to fuel AI that can help pinpoint when customers are ready to buy"
"Eight disconnected tools were replaced with Salesforce Marketing Cloud and integrated with Salesforce Data Cloud."
"PwC then helped build the foundation for Trimble's SaaS business model, placing Agentforce Revenue Management at the core."
"With PwC's help, Trimble introduced a virtual sales development representative (SDR)"
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