Increasing Deal Velocity & Lead-to-Cash Operations with AI & Automation

5 min

IN A NUTSHELL

62,000

Hours saved

120 +

Value stream maps created

20 %

Increase in deal velocity

9,000 +

Hours saved through O2C view in Celonis

About Client

This client is an American cloud computing and virtualization technology company headquartered in Palo Alto, California. As of 2024, over 100,000 companies globally use their platform as a virtualization foundation for their IT environments.

EMPLOYEES

38,000+

LOCATION

USA

INDUSTRY

IT

01

What Was the Challenge

Amid a rapid enterprise-wide transformation, the client aimed to redefine and automate their entire Lead-to-Cash process. This required covering stages from Demand to Quote, Order to Fulfill, and Invoice to Cash. The challenge involved aligning fragmented systems, reducing manual dependencies, and unlocking revenue trapped in process inefficiencies – all without disrupting ongoing operations.

02

How We Solved the Problem

Ciklum helped the organization modernize and accelerate the client's Lead-to-Cash operations by delivering a strategic transformation anchored in automation, cloud scalability, and process intelligence. Our goal was to improve operational efficiency and unlock trapped revenue through targeted initiatives that delivered immediate and sustainable impact.

Intelligent Automation at Scale

We developed 40 UiPath bots to automate key manual processes across the Lead-to-Cash cycle. These automations significantly reduced processing time, minimized human error, and freed up internal teams for higher-value tasks.

Cloud-Driven Bot Migration

Ciklum enabled the seamless migration of 200+ existing UiPath bots to a modern cloud infrastructure. This ensured greater scalability, reduced maintenance overhead, and improved compatibility with the client’s evolving digital ecosystem.

Real-Time Processing with AI & IDP

We integrated ABBYY for Intelligent Document Processing and deployed Conversational AI to automate document workflows and enable real-time interaction, boosting responsiveness and cycle-time efficiency.

Process Mining & Platform Integration

We set up a Celonis Process Mining CoE with the right governance and operating model to scale process intelligence. In our SFDC pilot, we built an end-to-end O2C view and integrated WorkspaceOne and AccessNow to create a seamless feedback loop for faster, smarter decisions.