Aerospike's RevOps team replaced ten years of spreadsheet-and-Word quoting with a CPQ backbone, professional order forms, trustworthy product-level data in Salesforce, and the foundation for a more unified revenue platform.
Their Ambitions:
A CPQ foundation built for product-level visibility.
Aerospike is the real-time database trusted by the world's largest businesses powering the data layer behind ad tech, financial services, telco, retail, and AI workloads at sub-millisecond latency. As Aerospike scaled across new pricing models and a cloud-first go-to-market, the RevOps team needed a quoting and revenue foundation that could keep pace.
When Matt Sansone joined as VP of Revenue Operations, having a reliable CPQ solution that was both easy to implement and modify was a clear need:
- Push product-level details to Salesforce in a consistent, repeatable format so reporting flows straight out of the CRM.
- Stand up a true subscription object that accurately reflects what customers buy; products, quantities, start dates, end dates, ARR per line.
- Ship a sales order form that closes deals: professional, accurate, and ready to sign.
- Bake the legal lexicon into the tool so deal desk can pull custom terms in or out without spinning up a legal review for every variation.
The urgency was real. Once they started producing five-plus order forms a week, every quote produced manually was hours lost with inconsistency that compounded across reporting, legal, and renewals.
Their Challenge:
Ten years of bespoke quoting and a stalled CPQ project.
Before MonetizeNow, every quote was a multi-hour, hand-built artifact. Reps drafted pricing in spreadsheets. Deal desk re-keyed those numbers into Word documents. Products were hand-selected in Salesforce after the fact. The result: ugly quotes, mathematical errors, mismatched dates and systems that simply didn't talk to each other.
A decade without a CPQ had also produced a sprawl of SKUs. The same offering was named differently across deals depending on who built the quote. "You could end up creating six or seven different SKUs for the same thing," Matt explained. "It becomes really hard to go, okay, what did they actually buy?"
The previous attempt to fix this had stalled. Matt's predecessor had spent over a year trying to build a perfect, fully bug-free pricing calculator inside a different CPQ tool before any rep could use it; it was still weeks of solid work from go-live when Matt arrived.
The cost of the status quo: every additional month meant more quoting hours burned, more SKU drift in Salesforce, and a growing reporting blind spot at the exact moment the company was preparing to launch a cloud-first business model.
Their Transformation:
Move fast, ship value, iterate.
Matt killed the stalled project and restarted with MonetizeNow and brought a different philosophy: don't wait for the perfect pricing calculator before reps see a polished order form. Get the foundation right, ship it to production, and iterate.
That decision turned out to be the right one. Inside a year, Aerospike had:
- A professional, consistent order form that the team trusts to put in front of customers "a really nice-looking sales order form," exactly as Matt had envisioned.
- A native legal lexicon with sophisticated rule logic. Custom terms pulled in or out of a quote based on deal type (online MSA, custom MSA, $0 order form, self-hosted, cloud), no copy-paste from spreadsheets, no one-off legal escalations. “Where some legacy tools bury term logic inside the HTML output document, MonetizeNow exposes it as a clean admin layer. The rule writing logic on the legal lexicon is really smooth." Matt explained.
- A clean Salesforce integration that pushes products, quantities, ARR, and contract dates straight into a custom products object replacing the Salesforce standard object that never fit a subscription business.
- Native control of the output document: show or hide quantity, price-per-product, discounts, billing schedule, all configurable inside the tool without rebuilding the entire template. "That native functionality doesn't exist in many legacy tools. The way they do the output document, you have to build separate logic for each version is incredibly challenging to implement and administer over time."
"The Salesforce package handoff is really easy. The custom terms experience is one of the best I've used. From an admin perspective, MonetizeNow is a lot better than the alternatives. Getting from signing with MonetizeNow to that first quote out the door was incredibly fast."
Their Results:
From hours of manual work to 20-minute, customer-ready quotes.
- Quantitative wins:
- 20-minute quote turnaround end-to-end; review, build, PDF. contrasted with their prior process of several hours per quote in the old spreadsheet-and-Word workflow.
- Trustworthy product-level data in Salesforce. Every quote pushes ARR per product, start and end dates, and quantities into the native products object, eliminating the SKU drift that ten years of manual quoting had created.
- $2M+ ARR uncovered for strategic decisions. Reliable product-level reporting surfaced concentrated ARR tied to specific connector SKUs giving the team the data they needed to evaluate open-sourcing the connectors and repricing to maximize margin. "Having product-level details we can trust in Salesforce is enabling us to make real decisions about products and product deprecation."
- Qualitative wins:
- Quotes that close deals. "People underestimate the importance of a good-looking professional quote when it comes to finishing a deal," Matt notes. The order form looks the part and reps now treat it as an asset, not a liability.
- A scalable legal foundation. The custom-terms framework lets deal desk handle clauses, online MSA references, cloud-specific terms, and $0 order forms without legal escalation on every variant.
- Strategic Impact:
- A single source of truth for revenue data. Quoting, products, and Salesforce reporting now operate from one connected system replacing a workflow where every system was its own island.
- Product strategy backed by real data. Aerospike can now make pricing-model and product-deprecation decisions with confidence in the underlying numbers.
Looking Ahead:
From CPQ foundation to more unified revenue platform.
Matt's roadmap with MonetizeNow runs in two directions:
- Subscription-native renewals and expansion. Lean further into the subscription object to power renewal motions and structured expansion quoting at the product level.
- Last-mile billing for cloud usage. Pair Aerospike's custom rating logic built to handle the AWS pass-through complexity unique to a real-time database with MonetizeNow as a centralized platform for invoicing, contracts, and revenue recognition. "A real cloud-usage product, tied from quoting to billing all in one platform; that vision is spot on."
The end state Matt is building toward: a more unified revenue platform, one set of numbers, and a quoting-to-cash workflow that scales as Aerospike's pricing models, products, and customer base continue to evolve.
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