Case Study: Hitachi Vantara achieves faster renewals and recurring-revenue growth with Salesforce CPQ

Hitachi Vantara builds lasting customer relationships with Salesforce

Hitachi needed to move from a commodity hardware business to a relationship-driven, recurring-revenue model, but legacy systems and data silos made quoting large, complex solutions and managing renewals slow and manual. To transform its lead-to-revenue process, Hitachi partnered with Salesforce and deployed products including Salesforce CPQ, Sales Cloud, and Service Cloud.

By consolidating customer and asset data on Salesforce and using Salesforce CPQ to automate renewals, Hitachi cut processes that once took weeks down to days or hours, enabled renewal quotes often exceeding 1,500 line items, and impacted roughly 90% of its global workforce. The Salesforce CPQ–driven solution created a 360-degree customer view, faster renewals, and more proactive account management to support Hitachi’s shift to recurring revenue.

Hitachi

Renée Lahti Mckaskle

Senior Vice President, Chief Information Officer