Hortonworks

Functional Area: Revenue Operations

Endpoints Salesforce, Netsuite, Openair

Operational Challenges

80% of deals closed in the last 2 weeks of the quarter; Booking deals with complex service, customer, geography, and SOX compliance issues.

Project Scope

Opportunity and Order quality and status management between Salesforce, Openair, and Netsuite.

Outcome

Quicker close, better pipeline visibility for both revenue and services operations.