Expereo Masters Global Complexity and Unifies its Lead-to-Cash Process with Salesforce

In the world of global enterprise connectivity, success is defined by mastering immense complexity. For Expereo, a leader in managing network solutions for the world’s largest companies, this complexity is a key part of its expertise. But to what level could it be streamlined? Expereo embarked on a mission to answer that question by transforming its commercial operations: unifying quoting, multi-supplier fulfillment, and billing into a single, intelligent engine. This is the story of how Expereo turned its challenge into a competitive advantage, creating a new digital backbone that resulted in a 5x increase in operational capacity.

About Client

Expereo is a leading global provider of managed network solutions, powering enterprise and government sites in more than 190 countries. With over 20 years of experience, Expereo simplifies the complexities of global internet, managing connectivity for over 20,000 sites worldwide. By orchestrating a vast network of over 4,000 partners, they ensure optimal performance and reliability, allowing multinational organizations to connect their people, places, and things with agility and ease.

The Challenge

To support their global scale and ambition for an even greater customer experience, Expereo needed to move from their legacy quoting and fulfillment systems to a single platform that would manage the end-to-end customer journey. The vision was to have a unified system that handles everything from initial sales opportunities to complex fulfillment, support, and billing.

Building on the success of their initial Salesforce migration for the Support domain, Expereo viewed this as a pivotal opportunity. The project went beyond a simple technology swap; it was an opportunity to redefine and streamline their commercial processes fundamentally. The central challenge was mastering the intricate nature of their services, particularly the need to configure single customer solutions composed of components from multiple suppliers worldwide.

Products Used

The Solution

To bring its ambitious vision to life, Expereo selected Enxoo’s industry-specific suite, leveraging Enxoo BSS for its sales and fulfillment domains and Enxoo Billing for its billing operations, all built on the Salesforce platform. This powerful combination created the new digital backbone for their global commercial engine.

Expereo championed a strategic, phased migration to ensure seamless business continuity. The transformation was rolled out intelligently, starting with the billing domain, which was integrated with their existing legacy systems. The migration of the fulfillment followed this and, finally, the sales domains.

A cornerstone of the solution was its ability to master Expereo’s main operational challenge. It introduced a clear distinction between the customer-facing product and the underlying supplier-facing components, providing accuracy and clarity throughout the entire lead-to-cash process. More than just a technology implementation, this project was a catalyst for business process innovation. Expereo seized the opportunity to adopt industry best practices and terminology, redesigning key processes such as MACD (Move, Add, Change, Delete) and leveraging out-of-the-box functionalities to enhance efficiency.

The Results

The transformation has empowered Expereo with a single, unified way of working, delivering transformative results across its global commercial operations. The new platform provides efficiency and a scalable foundation for future growth.

The key benefits include:

  • 5x Increase in Order Management Capacity: By eliminating unnecessary work and streamlining processes, a single fulfillment manager can now manage five times as many orders simultaneously.
  • Dramatically Reduced Time-to-Deliver: The new system has created highly consistent and predictable delivery timescales, resulting in a significant reduction in the average time to deliver services to customers.
  • Accelerated and Simplified Sales Process: With improved product configuration and
    a standardized offering, sales teams can now find and quote the right solution faster, eliminating reliance on manual, off-system tools like spreadsheets.
  • End-to-End Audit Trail and Accuracy: With the entire lead-to-cash cycle managed on one platform, the billing team benefits from a clear, single source of truth, improving accuracy and simplifying financial oversight.
  • A Unified Foundation for Growth: All teams—from Sales and Fulfillment to Billing—now operate on a single, integrated platform, creating seamless collaboration and providing Expereo with the agility to scale and evolve.

See what such a project could look like in your company.
Schedule a free consultation with our Expert!

Ewa Jaśkowiak
Chief Commercial Officer

ewa.jaskowiak@enxoo.com

T +48 22 115 1500