A Quote-to-Cash Framework Built to Last a Decade
Experian’s regions each had their own pricing, their own platforms, and their own version of the truth. One “Northstar” framework aligned them globally — and cut quote generation from days to minutes.
The Challenge
Experian operates globally, and its quote-to-cash process had fragmented along the way. Teams were siloed by region. Multiple technology platforms served the same function in different places. Pricing and quoting were inconsistent enough that the same deal could be quoted differently depending on who touched it, and communication broke down as orders moved to fulfillment.
Underneath the operational friction sat a governance problem: limited data governance created real risk, and there was no single strategic vision to guide which platform investments to make next.
The Solution
The work ran in two connected phases — first the framework, then the build.
- A “Northstar” quote-to-cash framework. Cirrius advisory services worked with Experian’s business teams to define a target-state framework with the roadmap and governance to guide process and data initiatives — giving executives a shared destination before anyone committed to a platform.
- Global CPQ implementation. Cirrius then implemented CPQ with custom development aligned to the global core architecture, covering the flow from pricing through approvals all the way to order fulfillment.
- Regional rollouts on one architecture. The framework was proven region by region rather than in one global big-bang.
The Result
- Over 50% increase in renewal volume.
- 15% revenue increase. from improved quote accuracy
- Quote generation reduced from days to hours and minutes.
- A framework adopted globally. guiding quote-to-cash innovation for the next 5–10 years
- Aligned business units and executives worldwide. on a single direction
The Pattern
Global process problems are rarely solved by a global platform rollout. Defining the target-state framework first — with governance and executive alignment behind it — is what makes the technology decisions obvious, and what makes them survive a decade.
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