FastTrack ARM: Three Packaged Plays, Powered by Automation Tools

By Sergey Zanchevskiy, VP of Customer Success, ideaHelix
Sergey is VP of Customer Success at ideaHelix, a Salesforce Summit Consulting Partner specializing in Agentforce Revenue Management and Salesforce Industries. With more than 25 years of enterprise architecture and digital transformation experience across telecom and energy, including chief architect roles at TC Energy, ENMAX, and Shaw Communications, Sergey brings a customer-side perspective and a focus on automation tools to every client engagement.

Introduction

A Salesforce AE bringing a partner to an Agentforce Revenue Management (ARM) customer hears the same set of objections every time: scope, timeline, and cost. Most partners answer with a discovery cycle. ideaHelix answers with packages.

We can do that because we have automation tools that make the scope predictable before the project starts. Our Estimator Tool reads a customer’s org against 300+ best practice rules and tells us what the work actually looks like. Our Migration Tool moves the product catalog, pricing rules, discount schedules, quotes, orders, contracts, subscriptions and assets into ARM without a manual rebuild. Once tools are doing that work, fixed scope and fixed timeline stop being marketing language. They become how the program runs.

We packaged three ARM plays around those tools, so AEs can match the right play to where their customer is.

ARM Greenfield  

For customers building ARM net-new. The program runs eight weeks from discovery through end-to-end MVP, and opens with a two-week assessment that ideaHelix funds. The customer pays nothing for the assessment, and the output is theirs to keep regardless of what they do next.

Greenfield works because the Estimator runs against the customer’s adjacent Salesforce orgs and surfaces what their pricing logic, product catalog, and integration patterns actually look like. We design the ARM model against the data they have, not the data they think they have. By week six the customer is seeing a working quote-to-cash flow against their own products.

ARM Migration  

For the install base of Salesforce customers still on Salesforce CPQ. Same eight-week shape, same free two-week assessment, same MVP at the end. The difference is that the Migration Tool is doing the heavy lift in the middle.

Manual CPQ to ARM migrations can stretch to multi month programs because catalog refactoring, pricing translation, and asset movement are human work at scale. The Migration Tool automates the translation. Customers using it have cut their product catalogs by an order of magnitude inside eight weeks, with the program team focused on configuration and validation rather than data movement. Sales keeps quoting on CPQ while ARM gets built underneath.

ARM Mid-Market Packs

Three productized packages, Foundation, Growth, and Expand, with defined scope, defined functionality, and a defined timeline. Each is built for the mid-market customer who needs ARM running without a custom proposal cycle, and each is sized to grow with the account as users, entities, and pricing complexity expand.

The Packs work because the Estimator gives us enough confidence in the scope upfront to price the work once and stand behind the number. Mid-market customers do not want to spend three months in discovery for an ARM rollout. They want a known package they can buy.

What this means for Salesforce AEs

Three things AEs can put to work right now.

Bring us to an ARM conversation without asking the customer to pay for discovery. Both the Greenfield and Migration tracks open with a two-week assessment that ideaHelix funds. The customer keeps the output.

Quote a timeline and stand behind it. Eight weeks to MVP is not a stretch goal. Our automation tools produce that timeline repeatedly across customer engagements, and the Packs apply the same discipline to mid-market scoping.

Match the play to where the customer actually is. Net-new on Salesforce, ARM Greenfield. Sitting on CPQ, ARM Migration. Mid-market with a fixed budget, an ARM Pack. Same partner, same delivery team, same automation tooling underneath.

Bring us to your next ARM account

For the deck, the scope detail, and the pricing range for any of the three ARM packaged plays, reach out to the ideaHelix sales team or contact me directly. I joined ideaHelix from twenty-five years on the customer side of these projects, so I know what makes a Salesforce program land for the buyer. The packages and the tools that power them are how we make that real for your customer.

Contact: sergey.zanchevskiy@ideahelix.com