Altera Digital Health builds and delivers electronic health record and clinical technology to hospitals and health systems around the world.
Altera uses CPQ inside Salesforce to manage business-unit product catalogs, pricing logic, regional availability, currency, legal entity, complex quote rules and revenue-category discount approvals.
Explore CPQ for SalesforceDocument Automation closes the contract-generation gap by creating customer-facing agreements directly from the quote, with dynamic terms and conditions and document options driven by quote status.
Explore Document Automation for Salesforce- Quoting unified across business units
- Business-unit rule sets and product catalogs
- Multi-currency and region-locked selling
- Contracts generated directly from the quote
- Discount approvals by revenue category
- Order flow through to Dynamics 365 Finance & Operations
Challenge
When Altera Digital Health was established as a standalone company, it inherited a quoting environment it did not own. The legacy CPQ application was licensed through the organization Altera had separated from, and it was embedded in an ERP platform scheduled to be retired entirely. The clock was running on both.
Replacing it was not a simple swap. Altera sells across six-plus business units, each with its own product portfolio, pricing logic, and rule sets. Deals are quoted in multiple currencies across the United States, EMEA, and APAC, with product availability and legal entity varying by region. Large quotes can run to 200 line items or more, and pricing is metric-based rather than a simple per-unit calculation.
The legacy system also left a visible gap. It could not generate customer-facing contracts, so agreements were assembled outside the quoting process entirely.
Business-unit catalogs, regional availability, multiple currencies, legal entities, metric-based pricing and quotes exceeding 200 lines all had to be governed consistently.
Customer-facing agreements could not be generated by the legacy quoting system, forcing contract creation into a separate process.
Solution
Altera evaluated several CPQ platforms and narrowed the field to two finalists. PwC, the systems integrator leading the broader ERP program, recommended Experlogix on the strength of its integration capability.
Altera selected Experlogix CPQ running natively inside Salesforce, with quotes flowing through to Microsoft Dynamics 365 Finance and Operations once an order is submitted.
Rather than force one global configuration, Altera's sales systems team built the solution around the business unit. Each unit has its own category, its own rule set, and its own product catalog.
Region and currency are inherited from the Salesforce account and locked at the opportunity, so a seller working an Australian deal sees only products approved for that market, priced at the correct exchange rate against the right legal entity.
- Separate product catalogs and rule sets by business unit
- Region and currency inherited from Salesforce
- Region-specific product availability
- Correct exchange rate and legal entity applied to the opportunity
- Revenue-category discount approval logic
- Multi-step rules that replace multiple separate legacy rules
- Generate customer-facing contracts directly from the quote
- Pull terms and conditions dynamically from underlying tables
- Adjust contract content based on the customer and products on the deal
- Change available document options based on quote status
- Keep contract generation connected to the Salesforce quoting workflow
“Rules creation in Experlogix is much easier than our previous system, allowing multiple steps in a single rule which gives us more flexibility for the business.”
Result
Altera went live across all business units on July 1, 2026, and early adoption has been the clearest signal of success.
Sales users reaching the system for the first time have found it straightforward, and the sales systems team reports no negative feedback from the field since launch.
Sellers see only the products relevant to their business unit and region, removing a category of error before it can reach the quote.
Document Automation closes the gap left by the legacy system by producing customer-facing contracts directly from the quoting process.
Terms and conditions are selected from underlying data according to the customer and products, while document options can change with quote status.
Discounting is evaluated against revenue categories on the quote, with larger discounts moving through additional approval levels before the quote advances.
Altera's sales systems team took control of configuration and platform maintenance months before launch and was managing the environment internally by go-live.
The previous environment stopped at the quote. Experlogix extends the process into the customer-facing agreement itself.
“Having contracts come directly out of Experlogix through Document Automation has been a really big upgrade for us. We didn't have contracts coming out of the old system at all.”
A five-person command center group has emerged as the internal expert layer, quarterbacking deals and supporting sellers as usage expands.
“You're in Salesforce, you go directly into CPQ, and everything feeds right back into Salesforce. Adoption on that has been very successful.”
“We have specific rules for specific business units. That's a really nice improvement for us.”
Looking Ahead
Next on Altera's list is a more dynamic services quoting capability, extending automated configuration to engagements currently handled as custom work.
- Expand automated configuration into more dynamic services quoting
- Revisit pricing architecture using lessons from the new implementation
- Potentially extend Experlogix quoting through the Salesforce partner portal to Altera's reseller network
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