Telecommunications Company Connects Partners & Optimizes Systems With Experience Cloud
Ubicquia sells through partners, and the process behind those partnerships was running on paper. Four problems came with it: partners were hard to align, pricing was unclear to customers, quoting did not scale, and transactions moved slowly because they moved physically. We implemented Experience Cloud and built a Salesforce CPQ partner portal, launching it from a proof of concept, with public landing pages and a partner sales process built on CPQ. Partner quoting now runs in one system that grows with the program instead of against it.
A Telecommunications Company Growing a Partner Program on Paper
Ubicquia works in telecommunications, where partners carry a meaningful share of the go-to-market. Partners find opportunities, price them, and bring them forward, which means the partner experience is the customer experience for a large part of the business.
A partner program can run on documents and email for a while. What breaks first is not the paperwork itself but the consistency around it. Pricing gets communicated differently by different people, quotes take a form that depends on who built them, and nobody can say which partners need attention because the activity leaves no usable trace. Ubicquia was planning for growth, and growth is what turns those cracks into the constraint.
The Challenge: Align Partners and Get Quoting Off Paper
Ubicquia asked us to help with four things:
• Aligning partners to ensure proper attention
• Ensuring customer clarity around Ubicquia pricing
• Improving their quoting mechanism, with an expectation of future growth and scalability
• Eliminating inefficient paper-based partner transactions
The four are one problem viewed from different angles. Paper transactions are why pricing varies, varying pricing is why customers lack clarity, and a quoting process that depends on people rather than rules is the reason none of it scales. Fixing the quoting mechanism was the way into all four.
Our Approach: A Salesforce CPQ Partner Portal, Proven Before It Was Built
We started with an Experience Cloud implementation, which gave Ubicquia a platform where partners could work inside Salesforce rather than around it. Partner activity stopped happening in email and documents and started happening on records the company owns, which is the precondition for aligning partners at all.
We then developed a proof of concept before launching the portal. Partner programs carry a risk that a system built on assumptions gets rejected by the people expected to use it, and Ubicquia had a defined timeline and budget. Proving the concept first let us test the shape of the portal against real requirements while changes were still cheap.
From there we launched the Partner Portal itself, built around a scalable and user-friendly CPQ partner sales process. CPQ is what solved the pricing problem. Configuration, pricing, and quoting follow rules held in the system, so a quote produced by one partner matches a quote produced by another, and a customer receives the same pricing story regardless of who they are talking to.
Scalability was a stated requirement rather than an afterthought, and CPQ answers it directly. Rules-based quoting costs the same to run at ten partners as at a hundred, where a manual process costs more with every partner added. That is the difference between a partner program that grows and one that gets heavier.
We also built public landing pages on the portal. Those pages give the program a front door, so a prospective partner or a customer arriving from outside meets something built for them rather than a login screen. It closes the loop between attracting partners and enabling the ones already signed up.
Taken together, the Salesforce CPQ partner portal replaced the paper-based transactions completely. What used to be a document passed between people is now a record with a state, a price derived from rules, and a history the company can see.
Tools and Products Used
This build centered on Experience Cloud and CPQ:
• Salesforce Experience Cloud: the platform behind the Partner Portal and its public landing pages
• Salesforce CPQ: the engine behind the partner sales process, handling configuration, pricing, and quoting to a consistent set of rules
• Partner Portal: launched from a proof of concept as the place partners work with Ubicquia
• Public landing pages: built on the portal as the outward-facing entry point to the partner program
Experience Cloud provides the access, and CPQ provides the logic. One without the other gives partners either a place to work with no consistency or consistent pricing that partners cannot reach.
The Results: A Partner Program That Runs on Rules Instead of Paper
Paper-based partner transactions are gone. Every quote now originates in the portal, follows CPQ rules, and leaves a record, which removes the variation that made partner pricing hard to explain to a customer. The change is as much about the record as the speed. A paper transaction ends when the paper is filed, and nothing about it is available to the next person who needs it.
Partner alignment came out of that same visibility. Ubicquia can now see which partners are quoting, what they are working on, and where a deal has stalled, which is what makes it possible to give partners proper attention rather than equal attention. A partner program without that view treats every partner the same because it has no basis for doing anything else.
Pricing clarity followed from that. When configuration and pricing are governed by the same rules for every partner, a customer gets one answer rather than a version of it. That was one of the four things Ubicquia asked for, and it is a consequence of the CPQ work rather than a separate deliverable.
The program is also built to grow. A rules-based quoting process and a portal that partners can be added to means Ubicquia can expand the partner base without adding proportional overhead, which was the explicit expectation set at the start of the project. Adding a partner is now an onboarding task rather than a decision about whether the process can absorb another one.
| Area | Outcome |
| Partner transactions | Inefficient paper-based partner transactions eliminated |
| Quoting | Scalable and user-friendly CPQ partner sales process |
| Pricing clarity | Consistent, rules-based pricing presented to customers |
| Partner alignment | Partner Portal on Experience Cloud where partner activity is visible to Ubicquia |
| Reach | Public landing pages as the outward-facing entry point to the partner program |
In the Client’s Words
VALiNTRY360’s in-depth expertise gave them the adaptability and flexibility to creatively solve our challenges within our dynamic timeline and budget. They went above and beyond by quickly identifying key stakeholders that could assist in driving user adoption and help ensure our long-term success.
Alfredo Fregoso, Partner Programs Manager, Ubicquia
If your partner program is still running on documents and email, our team can help. Get in touch to talk through what a Salesforce CPQ partner portal would look like for your partners.
