Emburse is a leading provider of expense and spend management software, supporting over 18,000 organizations and millions of users worldwide. With a strong lineup of SaaS products, Emburse helps finance teams streamline workflows, improve visibility, and boost compliance, enabling professionals to focus more on strategic tasks and less on manual work.
After several acquisitions, Emburse needed to unify and streamline its sales and revenue processes to support scalable growth.
The Challenge
After merging five companies, Emburse was left with a highly fragmented and overly customized Salesforce environment. The unified organization lacked the fundamental design necessary to support revenue operations at scale, leading to widespread inefficiencies in quoting, contracting, and billing processes.
- The Opportunity-to-Contract process was broken—Sales could create quotes, but nothing more.
- Renewals and amendments were managed through custom opportunity types, causing confusion about active subscriptions and early renewals.
- Disorganized discounting led to inconsistent approvals and lost revenue.
- Deal Desk has become a necessary step for every transaction, leading to notable delays.
- Subscription models from various acquisitions conflicted, leading to monthly defaults and untracked auto-renewals.
- Final quote PDFs were edited manually without an audit trail.
- Contracts were stored in several locations, which often required Sales to ask customers for their agreements.
- Billing systems weren’t integrated, so data was entered manually after the signature.
- Renewals processed by the billing platform were never synchronized with Salesforce, leaving Sales, RevOps, and Finance unaware.
It was clear that a new approach was necessary. Emburse turned to Bolt Today to design and implement a scalable, future-proof Salesforce solution.
The Solution
Bolt Today partnered with Emburse on a strategic, multi-phase transformation to replace technical debt with a modern revenue architecture.
- Conducted a three-month in-depth discovery across Sales, Finance, Legal, and Operations.
- Collaborated with Salesforce architects to design the future-state Lead-to-Cash architecture.
- Proposed and built a new Salesforce org from scratch to eliminate legacy technical debt.
- Moved key data to enhance customer engagement, renewals, and compliance.
- Integrated Salesforce CPQ with DocuSign, Ironclad (Legal), and the billing platform.
- Automated the complete quote-to-contract cycle, including subscriptions, renewals, and amendments.
The Outcome
Under Bolt’s leadership, Emburse now runs a high-performing, scalable revenue engine.
- Seamless Lead-to-Cash process with CPQ, Legal, and Billing fully integrated.
- Quote cycle time cut from weeks to days.
- 100% accurate quotes, renewals, and amendments.
- Enhanced clarity of contracts, pricing, and subscription terms.
- Sales, Deal Desk, and Finance teams are completely aligned with real-time data.
