From Complex to Streamlined & Scalable: Truveris’ Journey to Sales & Procurement Solution Optimization

PRODUCTS/INTEGRATIONS: Agentforce Sales, CPQ, Agentforce, TaskRay, DocuSign

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About Truveris:

Truveris provides expertise and technology solutions that help drive pharmacy cost containment (PCC) through data-driven contract optimization, PBM (Pharmacy Benefits Management) oversight, and industry insights. 

• Their Sales and Procurement teams analyze health benefit plans in the market and bring that information, as well as opportunities for savings or improvements, to their clients

• They also offer services and expertise that set their clients up for long-term success, including reports to keep them up-to-date with cost savings

Although Truveris’ CRM had accumulated some technical debt over a number of years, they partnered with Kicksaw to turn any complexity into a clear, scalable foundation built for measurable outcomes.

“Engaging with Kicksaw, the collaboration has been so helpful. I often know what we’re looking for, but don’t know how to make it happen. I’m able to give them requirements and work with the team on how to actually build it, make it scalable, and solve the issue.” -  Kaleigh Sponable, VP of Operations

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The Challenge: Finding a Clear Path Forward

Truveris’ existing solution was an Agentforce Sales (formerly Sales Cloud) org that had become customized and complex, making it difficult to manage or upgrade as the company grew. Their org environment’s feature-set created operational inefficiencies and end-users often ran into roadblocks due to functionality that was broken.

Lack of use case-specific automation, as well as disparate data and tools, resulted in numerous complicated processes for their Sales and Procurement teams — from market analysis for pricing and quote configuration. For example:

• Key functions and their related values lived outside of Salesforce

• Workflows for quoting, pricing, and contract management were often disjointed, and relied on multiple steps and manual entry, including physical data downloads and record creation monthly

• Picklists lacked SKU information and required several manual steps for bundles

• Spreadsheet formulas were used instead of on-platform Flows or automation

For leadership and their teams, this meant reduced visibility into processes and project status, underutilization of features, siloed information that created operational bottlenecks, and an inability to scale their solution and processes with confidence.

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The Solution: Designing for Scale and Governance

Kicksaw partnered with Truveris to design a Salesforce-powered solution that prioritized clarity, governable automation, and long-term scalability. The goal was to achieve modernization by building a solution and processes that could support success from the ground up, and grow with Truveris as the organization evolved.

• Agentforce Sales org, Salesforce CPQ, and TaskRay were implemented using primarily out-of-the-box functionality and configuration to eliminate the complexity of their legacy org 

• Data clean-up and a structured migration for key account, opportunity, and related data was performed

• CPQ was set up as a core pricing and quoting engine, with a new pricing model-based workstream that refines pricing with multi-line item bundle automation, incorporation of SKU information, and approval logic to expedite approvals

• DocuSign integration provided complete visibility into the client signature process by keeping all document generation and user processes within Salesforce 

• TaskRay added automation and tools, including automated project creation, to enable easier management and a higher volume of project tracking for ongoing analysis and reporting

Truveris has continued to collaborate with Kicksaw to optimize their solution to meet their long-term business goals, address needs as they evolve, empower their teams, and incorporate user feedback for continuous improvement. 

This has included refining approval workflows, discount thresholds, restructuring pricing, and automating account lifecycle/status.

• Agentforce was also implemented, to supply automation for generation of personalized emails, a common activity for their Sales team and a clear opportunity for AI-related time savings

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The Impact: Streamlined Systems for Meaningful Outcomes

Aside from a new purpose-built, efficiently-designed org that is easier to update, maintain, and scale, this engagement resulted in off-platform processes that are critical to operations being brought fully on-platform. 

Teams can now address a larger volume of priority work with greater speed and confidence, and lower administrative overhead, with the momentum needed to take Truveris into their next stage of growth.

“It’s a much smoother experience. We went from a lot of individual contributors from different teams trying to meet their own needs to a solution that allows us to work more easily together. It’s more cohesive.”

• Pricing and bundles are structured to evolve along with pricing structures and SKUs

• Quotes are more reflective of the products being sold, with product-level visibility and direct insight into cost breakdowns — for both Truveris teams and clients

• Outbound and prospecting emails are quickly and easily created and personalized

• Teams can clearly see what is needed for clients and when, as well as internal project status

• Leadership has insight into data and processes for oversight, while system and process structure provides governance for standard operating procedure adherence

• DocuSign enables their Sales team to easily send detailed quote information for client signatures, with easy hand-off between teams

• An AI foundation is in place, supporting a practical, efficiency-focused use case that improves both team productivity and the client experience.

• Overall data capture, tracking, visibility, and reliability has improved — which has enabled better cross-team collaboration

“We have so much more data on hand. We're able to better understand where things are in the process, and have more visibility into when something changes across teams. Where I would previously need to contact Finance, I can now run a report and very accurately tell you contract numbers and how they would be impacted with any changes.”

The user experience for Sales and Procurement teams is a single system for everything from outreach to quote generation, to document transfer — eliminating the need to duplicate efforts

“Reps can send out their own contracts without having to go through internal parties. When the contracts team does need to be involved they have much greater efficiency too, because they're not going through other systems to develop a template — that template is already housed in Salesforce and they can pull it from there.”

Aside from the improvements for Truveris’ internal teams, client-focused processes are now faster and more personalized, for more convenient interactions and a higher-level standard of customer service.

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Solution Design With Purpose

When complex environments create friction, the solution is clarity, governance, and delivery that builds team confidence.

Through thoughtful design, practical automation, and a focus on measurable outcomes, Kicksaw helped Truveris transform their Salesforce instance from a source of complexity into a driver of operational clarity and long-term growth. The result is not only a more efficient system but a stronger foundation for innovation, expansion, and client impact.

If your Salesforce environment has grown complex or disconnected from your business goals, let’s talk about how to realign your system to drive clarity, scalability, and measurable results.