The Challenge

Founded in 1993 and headquartered in Scottsdale, Arizona, Axon builds products and software for law enforcement — body cameras, in-car cameras, digital evidence management and records software — with roughly 2,800 employees.

Its quote-to-cash process had fragmented as the business grew. Disparate workflows, accumulated custom code and performance problems were limiting both sales efficiency and enterprise-wide reporting. Axon sells two ways at once: products sold by representatives, and products bought directly through the Axon store — and the architecture had to serve both. Managing discounts, bundles and annual pricing schedules across global teams was difficult to scale.

Underneath the operational questions sat a platform decision. Salesforce had introduced Revenue Cloud Advanced, and Axon needed to know whether it fit their specific use case better than traditional CPQ — a decision with years of consequences. Existing reporting also couldn’t give clean visibility into recurring revenue metrics like MRR, ARR or customer lifetime value.

The Solution

Cirrius ran an evaluation designed to produce evidence rather than an opinion.

• A full quote-to-cash architecture review. Pricing rules, approvals, automation and billing processes were examined end to end, so the recommendation rested on how the business actually runs.
• A global QTC framework, with entry criteria. Cirrius designed the target framework and defined what “ready for RCA rollout” actually means — so the decision to proceed had a threshold rather than a hunch.
• A working Revenue Cloud Advanced build for the first business unit. Rather than a slide deck, Axon got a functional solution handling their real mix of rep-sold and self-service products, designed as the pattern the rest of the business could scale onto.
• Integration architecture for MS Dynamics 365. The ERP connection was designed as part of the target state, not deferred.

The Result

• Validated RCA fit. Axon gained clarity on Revenue Cloud Advanced’s value for global, high-volume quoting and billing, backed by a working build rather than a vendor claim
• A scalable solution. handling the mix of rep-sold and self-service products from the Axon store
• A streamlined sales architecture. addressing performance gaps, automation bottlenecks and inconsistent discounting
• An enterprise reporting blueprint. covering year-over-year revenue, product-level metrics and subscription revenue forecasts
• A designed integration architecture. for MS Dynamics 365

The Pattern