We're thrilled to announce the publication of our latest customer success story featuring Merge, a fast-growing API integration software company. This compelling case study details how Merge overcame critical scaling challenges in their quoting process and achieved remarkable results with Subskribe's modern CPQ solution.
The Challenge: A Breaking Point in Quote Management
Prior to implementing Subskribe, Merge faced significant scaling obstacles:
- 100% manual review required for nearly every quote generated by the sales team
- A Google Sheets-based system leading to frequent calculation and data entry errors
- Complex scenarios like amendments and renewals causing particular difficulty
- Ad hoc approval workflows through Slack channels lacking proper documentation
- RevOps team becoming a clear bottleneck to company growth
As Eric Myll, VP of Revenue Operations and Customer Success at Merge, explained: "We have to be in the flow... not only are we helping build or checking them, but how do you document approvals?" This constant involvement from his team of nearly 30 people created an unsustainable burden on resources.
The Salesforce Integration Revelation
One of the most surprising discoveries during Merge's evaluation process was their complete reversal on Salesforce integration requirements. Initially, being built natively into Salesforce was a prerequisite for Myll. However, conversations with sales managers and representatives revealed something unexpected.
"I assumed reps would say, 'you've given me another tool, I have to bookmark another login,'" Myll recalls. "But it turns out they actually are fine, if not prefer, just going straight to Subskribe and building it there."
The reason? "Reps find Salesforce slow and cumbersome, and look to leverage other tools to complete their work." This insight led to a fundamental shift in evaluation criteria, with Merge realizing that a modern, standalone interface with strong Salesforce integration was actually preferable to a native Salesforce solution.
The Transformation
After implementing Subskribe, Merge experienced dramatic results:
- Complete Self-Service: Sales reps now handle most quotes independently, even those who "struggled with all CPQs they've ever used"
- Minimal Training Required: New reps quickly become self-sufficient after basic training
- Error Elimination: The automated system significantly reduced calculation and data entry errors
- Faster Quote Generation: Quote creation time decreased dramatically
- Scalable Operations: RevOps team freed up to focus on strategic initiatives rather than quote review
Why Subskribe?
After evaluating multiple vendors, Merge chose Subskribe because of its:
- Modern Standalone Interface: Sales representatives strongly preferred Subskribe's independent platform
- Superior Amendment Handling: More robust capabilities for managing complex mid-term amendments
- Most Intuitive Interface: "It's the fastest path to self-sufficiency on a quoting tool for most reps that I've seen," said Eric
- Scalable Platform: Functionality aligned perfectly with Merge's growth trajectory
- Strong Salesforce Integration: While operating independently, Subskribe maintained necessary data synchronization
The Biggest Takeaway
According to Eric Myll, Subskribe's greatest value is its long-term scalability: "I want to buy this one and be on it forever, because the only thing worse than implementing a CPQ is reimplementing." For growing companies like Merge, scaling quote operations without sacrificing quality is invaluable.
For the full case study detailing Merge's journey from RevOps bottleneck to sales self-service, download the complete report here.
Ready to transform your own quote-to-cash process? Request a demo and see how Subskribe can help your company scale efficiently.
