Case Study: Valpak, the direct-mail advertiser, achieves $12M in renewals and rapid digital growth with Salesforce CPQ

How This Advertising Firm Pulled off Growth

Valpak, the direct-mail advertising firm behind the Blue Envelope, faced pandemic pressure as many of its small-business advertisers struggled and internal processes—paper contracts, manual quotes, and ad-hoc renewals—blocked fast digital innovation and predictable revenue. To address these challenges, Valpak turned to Salesforce CPQ and the broader Salesforce platform to modernize its quote-to-cash capabilities, including CPQ, order management, and billing.

Using Salesforce CPQ, Valpak automated renewals, enabled digital signatures and dynamic contracts, and connected sales and finance on a single system, while launching a new digital-first product that lets advertisers target homes more granularly. The effort helped Valpak retain advertisers, add two million homes to its monthly mailing footprint (37 million total) and recognize $12 million in renewals within six months, while dramatically reducing manual paperwork and accelerating sales cycles.

Valpak

Mandy Febus

VP of Customer Experience & Salesforce