Digital-first business models are the future. Software and technology companies that want to compete and grow in today's market need to make digital optimization a priority. However, transforming legacy systems, processes and mindsets built for a slower analog era into streamlined DigitalOps can be daunting.

Look no further than Salesforce for an inspirational case study on executing a successful DigitalOps transformation. By methodically targeting automation opportunities, Salesforce achieved stunning 90% automation of their order-to-cash workflow. This delivered massive efficiency gains, freeing up staff capacity for high-value work.

Read on to learn step-by-step how Salesforce pulled off their DigitalOps revolution, and how tech companies can follow their blueprint to optimize operations. The rewards of a successful automation transformation are game-changing.

The Challenge of Growth

As Salesforce experienced rapid expansion, their primarily manual order-to-cash processes strained under the weight of scale. Relying on tedious legacy methods like paper contracts and manual data entry curbed productivity. It also capped scalability due to mounting overhead costs and personnel needs.

Salesforce knew they needed to reduce friction and digitize workflows to unlock new levels of efficiency. But how could they transition away from deeply engrained legacy processes on such a massive scale?

Salesforce set an ambitious goal: automating 90% of their order-to-cash workflow from end-to-end. This included lead-to-order, billing and revenue recognition processes.

Step 1 - Start with High-Volume, Low-Complexity Transactions

Transformation of this size can seem intimidating. Salesforce wisely opted for a gradual, step-by-step approach. Beginning with their high-volume self-service product transactions, automation opportunities with clear ROI were targeted first.

Early successes generated momentum to tackle more complex workflows like direct sales. Small scale pilot initiatives prevented disruption while allowing processes to be refined.

Step 2 - Digitize Direct Sales from Lead to Revenue

With automated service transactions smoothing operations, Salesforce pivoted to optimizing higher-value direct sales. Converting qualified leads into digital opportunities in CRM was automated, cutting manual data entry.

Quotes and contracts were generated without reps through pre-defined templates, then routed for e-signature. The moment signed agreements were returned, orders, invoices and revenue recognition were triggered automatically.

Step 3 - Reap the Rewards of End-to-End Automation

The results were remarkable. 90% of Salesforce's contracts now flow through their systems untouched by human hands. Automation eliminated redundant and manual work at each phase.

With automated lead-to-order in place, reps are freed from routine selling activities. They can instead focus on high-value actions like building customer relationships and strategically closing complex deals.

Meanwhile, back-office productivity surged thanks to standardized digital processes and data. This allowed Salesforce to scale rapidly without proportional growth in overhead costs.

Customer satisfaction rose from faster fulfillment and digitally enabled self-service. And with automation minimizing human errors, data quality and compliance also improved.

RevOps Digital Transformation Model for Tech Companies

Salesforce provides the blueprint for saas businesses to achieve DigitalOps transformation. Following their playbook can unlock game-changing benefits:

1. Map current workflows and identify bottlenecks caused by legacy processes. Look for repetitive manual tasks that can be automated.

2. Prioritize high-volume, low complexity transactions as first automation targets. Set measurable efficiency goals like Salesforce's 90% benchmark.

3. Pilot automation initiatives cautiously on limited scales first. Then refine processes before broad roll-out to prevent disruption.

4. Leverage success from initial automation wins to build momentum. Gradually scale initiatives across more complex workflows.

5. Integrate automation systems with existing platforms like CRM and billing. Digitizing end-to-end workflows maximizes impact.

6. Reallocate staff capacity gained through automation to strategic priorities like relationship building, innovation and customer success.

7. Track KPI improvements across productivity, cost reduction, error rates and customer satisfaction. Continually optimize.

While automation initiatives require upfront resources, the long-term productivity and performance gains far outweigh the investment. Maintaining manual legacy processes will only reduce competitiveness over time.

Prioritize RevOps Transformation or Be Left Behind

DigitalOps differentiation provides a competitive advantage in the tech industry as business velocity continues accelerating. Companies delaying RevOps transformation will be left behind by faster and more agile players.

Salesforce impressively automated 90% of critical order-to-cash workflows by systematically targeting automation opportunities. Following their blueprint, tech companies can execute their own DigitalOps transformations to supercharge efficiency and flexibility.

The future success of technology and software businesses depends on digitally-driven operations. RevOps transformation may seem daunting initially. But gradual optimization of workflows promises massive rewards in performance, innovation and growth. The time to begin that journey is now contact us to learn how we can automate your revenue processes.