Conceal and Synthesis: The First Salesforce Revenue Cloud Advanced Deployment
We would like to share a quick overview of the recent successful implementation of Salesforce Revenue Cloud Advanced with Conceal.io, a leading Cybersecurity provider in the US.
The Challenge
As Conceal rapidly scaled across global markets, its back-office operations couldn’t keep up. While the company was cutting-edge on the product side, outdated sales and billing processes were holding growth back.
After receiving a compelling Salesforce offer to move to Salesforce Revenue Cloud Advanced, Conceal searched for an implementation partner in the Salesforce Channel. They were looking for an experienced partner that could also help with their overall Quote to Cash process. Here’s what Craig Whetstone, COO of Conceal, shared about why they chose Synthesis Systems:
“Synthesis brought to the table not just Salesforce expertise, but real depth, especially around CPQ, billing, and Quote-to-Cash. That was the main driver in my decision. Other partners I looked at were surface-level and didn’t inspire confidence. With Synthesis, I saw real expertise coming through in every step of the engagement.”
The Bold Move
Committing to a brand-new platform, Salesforce Revenue Cloud Advanced, by the end of Q1 2025, was a bold move. The product was still in development when the project began and Conceal faced several licensing and product readiness challenges.
Working closely across Conceal, Salesforce, and Synthesis teams, the teams collaborated quickly to resolve challenges and ensure a smooth rollout, making the move a smart, future-proof choice for Conceal.io.
Why Synthesis?
Synthesis Systems was among the first partners worldwide to successfully implement Salesforce Revenue Cloud Advanced. More than just implementing, we helped shape it by working directly with Salesforce’s product teams to ensure real-world enterprise readiness.
“This wouldn’t have worked with another firm. Given the product maturity and our internal complexity, Synthesis made the difference. Everything was handled with calm and clarity.” Craig Whetstone – COO Conceal.io
Transformation in Action: What We Enabled for Conceal
In partnership with Craig Whetstone (COO, Conceal) and a cross-functional Salesforce team led by Rob Negohosian, Synthesis implemented a complete lead-to-cash transformation:
- New-Gen Account Hierarchy: Supports multiple business types without data restructuring.
- Simplified Quoting: Guided selling and error-free quote creation.
- Contract Lifecycle Management: Integrated DocuSign for seamless contracts and e-signatures.
- Usage-Based Billing: Automated consumption billing, with or without minimum commitments.
- Automated Invoicing: Eliminated manual templates and inconsistent data.
- QuickBooks Integration: CRM and finance are aligned via robust APIs.
- Backend Integration: Automated provisioning and deprovisioning keep the customer lifecycle synced.
Although early adopters, the process was seamless, with zero disruption to revenue flow.
Some of the immediate benefits of implementing Salesforce Revenue Cloud Advanced and improving the Quote-to-Cash process were:
Revenue & Lifecycle Alignment:
“We had over 1,000 zombie tenants, leftover from sales cycles, but never deprovisioned. This created cost leakage and risk. Thanks to automation from Synthesis, provisioning and deprovisioning are now fully in sync with our customer lifecycle. That’s huge.”
Revenue Leakage:
“This aligns with your focus on revenue leakage. We weren’t charging customers still using our product in idle or forgotten environments. In some cases, hundreds of users were still active on systems we thought were shut down. That’s real revenue being lost.”
Pipeline Value:
“We turned 750 dormant accounts into a warm lead list for our BDR team. It’s become a surprise pipeline goldmine.”
What This Means for You
This project proves Synthesis does not wait for the industry to catch up; we help lead it. Our experience with Salesforce Revenue Cloud Advanced gives us unique insight into:
- CPQ-to-Revenue Cloud migration strategies
- Early architectural and integration lessons
- Scaling Revenue Cloud in real-world enterprise scenarios
“It shows what’s possible when innovation meets experience. Synthesis’ expertise and focus on customer success will help you drive your sales process and turn deals into successful deployments.” – Ronald Haantjes, CRO, Synthesis Systems
Ready to Bring Salesforce Revenue Cloud Advanced to Your Business?
Whether your customers are upgrading from Salesforce CPQ or starting fresh, Synthesis has been there. We know the path forward, and the pitfalls to avoid. With the right partner, platform adoption becomes an accelerator, not a risk.
