How Varnish Software increased sales efficiency with automated quote-to-cash in Salesforce

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.

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.

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:

1. Adding new stakeholders to the CRM
2. Tracking buyer engagement with quotes
3. Responding to feedback or comments from the customer
4. 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.

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.