Case Study: The Financial Times achieves scalable B2B growth with Merkle and Salesforce Revenue Cloud

The Financial Times generates 90% of B2B contracts from systemised pricing with Merkle

The Financial Times faced significant challenges with its outdated and highly customized Salesforce system, which hindered its B2B division's ability to scale and manage sales of corporate subscriptions and data services. The platform was technically complex, restricted business growth, and relied on highly manual processes. To address this, the FT partnered with Merkle to implement a strategic transformation using Salesforce Revenue Cloud.

Merkle first upgraded the system to the Salesforce Lightning interface before leading a full migration to Revenue Cloud. This solution streamlined the Configure, Price, and Quote (CPQ) process, eliminating manual workarounds and enabling product bundling. The results were immediate, with over 90% of contracts now generated from systemized pricing, greatly improving data quality, reporting granularity, and sales productivity for The Financial Times.

The Financial Times