Industry: Regulated Industries Compliance & SaaS
Firm Size: 1,000-5,000 Employees
Main Use Cases: Proposal Generation, Guided Selling, Salesforce Integration, Services Standardization
Overview
Smarsh is a leading SaaS provider delivering digital communications archiving and compliance solutions to highly regulated sectors such as financial services and the public sector. Headquartered in Portland, Oregon, Smarsh supports enterprises with robust tools for e-discovery, supervision, and regulatory readiness.
Like many fast-scaling software companies, Smarsh faced a growing need to simplify how they priced, packaged, and proposed professional services—without compromising precision or speed.
Challenges Before BigTime Services CPQ (formerly Workrails)
Manual, Labor-Intensive Proposal Creation: Sales relied on a detailed 300+ line questionnaire to determine service pricing and scope. Every proposal was custom-built, requiring significant effort and time from the Professional Services team.
3+ Week Turnaround Time: The existing process, while accurate, was inefficient—taking over three weeks to complete a single proposal from request to delivery.
Lack of Standardization: With bespoke documentation and offline tracking methods, the team lacked a unified, scalable system to manage service offerings or streamline proposal generation.
The BigTime Services CPQ Solution
Smarsh implemented BigTime Services CPQ (formerly Workrails) to transform their services proposal process from manual to automated through a dynamic guided selling workflow.
Instead of relying on dense forms and back-and-forth communications, the sales team now uses an intuitive interface built directly into Salesforce. With a few quick selections, reps can:
- Access the full services catalog
- Add offerings to a configurable cart
- Auto-generate a proposal preview within minutes
BigTime Services CPQ helped Smarsh convert their services into standardized, modular packages—infused with the expertise of the Professional Services team—making it easy for Sales to configure accurate, compliant proposals independently.
This not only eliminated weeks of manual effort, but gave Smarsh a repeatable and scalable proposal engine that maintains quality across departments and deals.
Results
- 99% decrease in proposal turnaround time
- Eliminated offline documentation previously used to track services and pricing
- Unified proposal template used across all offerings
- Single pane of glass for Sales to view and generate proposals across departments
- Reduced reliance on Professional Services for manual proposal creation
See what BigTime Services CPQ
can do for you!
Do you think your firm is ready to unlock a streamlined service sales process with the powers of Services CPQ? Book a demo to see how BigTime Services CPQ can accelerate revenue, attach the right services and reduce churn.