Varnish Software

Varnish Software helps some of the world's biggest brands deliver their digital content faster and more efficiently. Their technology makes websites, apps, and streaming services run smoother by caching content closer to users, reducing load times and easing pressure on backend systems. Trusted by over 10 million websites, Varnish gives companies more control over how their digital experiences are delivered.

Varnish Software’s sales team was working with Salesforce’s standard quoting tools, but the process had become increasingly difficult to manage as their needs grew. 

With multiple templates to choose from, reps often struggled to select the correct version, and manual steps – like downloading, uploading, and routing for approval – added unnecessary complexity and room for error. Ultimately, the overall workflow was slowing things down and making it harder to maintain consistency across deals.

To bring clarity and control to their quote-to-cash process, Varnish turned to GetAccept. 

With a seamless Salesforce integration and a more intuitive experience for both reps and buyers, the initial rollout quickly proves its value, leading to the company expanding GetAccept across more of their sales operations. 

Varnish's requirements:

• Seamless Salesforce integration: The company needed a platform that could work directly within their existing CRM setup without requiring reps to switch between platforms of duplicate data entry. 
• Flexible, professional-looking templates: The ability to customize quote and contract templates easily, without relying on admin support. All while ensuring consistency and brand quality. 
• Streamlined, automated workflows: A solution that could reduce manual steps, enforce approval flows, and speed up the entire quote-to-signature process without adding complexity.

Highlights: 

• 100% of signed documents stored correctly: Every signed order form is now automatically saved in the right place in Salesforce, improving audit readiness and internal efficiency.
• 2-day reduction in turnaround time: Varnish cut the time from quote creation to order activation by two full days, thanks to fewer manual steps and a smoother approval process.
• Expanded use across the business: Varnish now uses GetAccept for NDAs, reseller agreements, and more. All with smart templates, automated tagging, and approval flows. 

“We really sped things up – the whole process went from taking a couple of days to being completed within minutes of the customer signing. It just flows now.”

Varnish’s QTC process was weighed down by too many manual steps. Once a quote was generated in Salesforce, reps had to download it, log into a separate system, upload the document, manually drag in signature fields, and repeat the process post-signature. 

Each handoff introduced the risk of delays and errors and territory managers often needed to step in late in the process to check paperwork before activation.

By embedding GetAccept directly into Salesforce, Varnish created a seamless, end-to-end flow. Sales reps now generate, send, and track quotes from a single place – with automated routing to approvers, real-time visibility into buyer activity, and instant updates once documents are signed. 

As a result, order activation happens within minutes, not days.

“We’ve got multiple templates, different pricing models, and different conditions – and now all of that complexity is handled automatically. Reps aren’t spending time figuring out what to send.”

With a growing product range and varying contract types, Varnish relied on multiple quote and order form templates. While this flexibility was necessary, it made it harder for sales reps to consistently choose the right version. Especially in fast-paced deal cycles. This meant that there was extra effort, cross-checking, and reliance on admin support to get things just right.

GetAccept’s dynamic template logic helped simplify complexity behind the scenes. Templates are now automatically selected based on set criteria – such as product category, deal region, or language – removing the guesswork for reps and reducing dependence on Salesforce admins. This ensures that every quote sent is consistent, compliant, and tailored to the customer context.

Even better, the templates pull in Salesforce data fields automatically, so reps no longer have to manually input buyer details. It’s faster, more accurate, and helps ensure that key contract information (e.g.  billing contacts or VAT numbers, etc.)  is captured correctly on the first try.

“It’s really worked out well for us. We’ve even added conditional fields to the forms, so when a customer fills out their invoicing contact, that data is automatically pushed back into Salesforce for our finance team.”

Managing deals across different systems made it harder for Varnish’s sales team to keep momentum and maintain visibility throughout the sales cycle.

While their process worked, it involved a lot of manual tracking and coordination, which took valuable selling time from reps and slowed things down when multiple stakeholders were involved.

Some actions that required manual input included:

• Adding new stakeholders to the CRM
• Tracking buyer engagement with quotes
• Responding to feedback or comments from the customer
• Sharing updated content at the right time in the process

By introducing GetAccept’s Digital Sales Room and Salesforce integration, Varnish brought structure and simplicity to every stage of the deal. Sales reps can now manage the full process from within Salesforce, without switching platforms or chasing updates.

And now, all buyer interactions are tracked automatically. When a stakeholder views a document, leaves a comment, or invites a colleague, that information flows straight into Salesforce. This gives reps a complete picture of deal activity and allows them to respond instantly with relevant content or next steps.

“The approval process is now embedded in the templates. It just happens – we don’t need to chase it anymore.”

Before GetAccept, approvals were handled manually, making it difficult to ensure the right people reviewed and signed off on documents at the right time. This added friction to the process and sometimes caused delays in getting deals over the line.

Now, approval steps are now built directly into the workflow. Approvers are automatically assigned based on document type or deal conditions, ensuring compliance without slowing things down. Everything is tracked in Salesforce, giving the team full visibility and control.

What began as a focused solution for order forms has since expanded across Varnish Software’s wider sales operations – including NDAs, reseller agreements, and other key documents.

 With support from GetAccept’s onboarding team, the setup process was quick and collaborative, helping Varnish get up and running with tailored templates and workflows. 

Today, the team continues to build on that foundation, using GetAccept to deliver faster, more efficient sales experiences at every stage of the customer journey.