How Default migrated >150 contracts in 2 weeks to Sequence

Default grew their customer base by 7x in 2024, and following the deprecation of Cacheflow, they saw an opportunity to upgrade to a unified quote to cash solution that’s connected to their GTM and RevOps stack.

After evaluating 5 solutions, Default chose Sequence due to 3 critical needs:

1. Flexible billing engine that could accurately represent their complex seat-based contracts with custom terms and volume discounts
2. Intuitive UI enabling their sales team to easily send quotes before handing off for finance to quickly send error-free invoices.
3. Scalable all-in-one platform for quoting, billing, and invoicing that would sync data between QuickBooks, Salesforce, and Equals.

The Challenge

Build a scalable quote to cash process without adding headcount

Given their rapid growth, limited team resources, and upcoming Cacheflow deprecation, Default required a platform that could scale their quoting and revenue collection process without making additional hires.

A simple UI to create custom quotes that get signed in <2 minutes

Default closes dozens of deals each month, which often include seat-based products, flat fees, discounts, and trial periods. These complex contracts demanded a quoting module flexible enough to handle their custom terms while providing a simple experience for sales reps to quickly issue aesthetic order forms to prospects.

Deep integrations with their CRM, Accounting and Reporting tech stack

Default needed real-time billing data across their CRM, accounting, and reporting systems to ensure no duplicate / redundant data streams developed across their core systems of record. They wanted a solution with integrations for both Salesforce and QuickBooks that also connected to Equals, keeping their revenue data in sync at all times.

“Our sales team have been hounding me for a quoting tool that is actually nice to use, and flexible enough to handle any pricing proposal (multi-year ramps, trials, discounts etc). On the flipside, our leadership team has long been calling for more control and visibility on all quoting activity, while providing a frictionless signature experience for customers. With Sequence, I’m glad to see we've ticked all these boxes, and the product velocity makes me super bullish about what's to come.”

- Stan Rymkiewicz, Head of Growth

The Solution

Dedicated implementation team for a quick migration

With 150+ custom contracts to migrate, Default couldn't afford a lengthy onboarding process. A dedicated implementation team completed the transition in under 2 weeks without disrupting their quoting and billing workflows. By migrating all saved payment methods from Stripe, Default ensured no payment friction during the switch by using the existing / saved customer cards on file in Stripe and leveraging the optional Sequence toggle to auto-charge all customers each month.

Intuitive quoting module that accelerates deal cycles

Default sales reps now create and send professional, branded quotes in <5 minutes, including customizations for bespoke terms like pilot periods and free trials which are natively supported in Sequence CPQ. Customers can sign order forms in seconds, and invoices generate automatically based on the signed contract. This has reduced the average deal cycle by 8 days, while reducing billing mistakes caused by translation errors during the sales to finance handover for their growing number of custom deals.

Unified tech stack with live data syncs across their sales to finance workflow

Native integrations with Salesforce, QuickBooks, and Equals automatically sync customer, billing, and invoicing information across the entire tech stack and give Default leadership real-time access to core metrics like MRR and ARR. Default now saves 4 days on billing tasks each month, while having 5+ salespeople and 3+ finance operators aligned on one quote to cash platform.

"Before Sequence, creating custom quotes with seat-based pricing, trial periods, and discounts was time-consuming, confusing, and often led to billing errors down the line. The best part is how seamless the experience is for our customers. They can review and sign order forms in just a few clicks. My close rates have gone up by 21% because we've removed those back-and-forth emails about quote details, and I never get awkward calls and emails from customers asking why their invoice doesn't match what I quoted them anymore. It’s been amazing to see the new features they’ve shipped recently that our team now uses every day, and I'm excited to see what else they’ll add over the coming months!"

- Default AE

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