Go Local provides high-quality digital marketing services and technology solutions for the self-storage, multifamily, senior living, and home services industries. Their team has grown to over 100 digital marketers supporting top players in their sector. But, like many fast-growing companies, Go Local had accumulated some operational complexity along the way.

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Before CPQ, they were managing products and pricing through Excel spreadsheets, and when they made the move to CPQ about three years ago, they brought a lot of that underlying complexity with them. Over time, they found themselves with hundreds of loosely defined products, unique contract scopes for nearly every customer, and a constant stream of product changes (around 200in a single year).

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When CPQ’s end-of-sale status pushed them towards a migration, the team saw it not just as a technical necessity but as a chance to do things right. Their business model was shifting toward a more productized, streamlined offering, and they wanted a quoting and contracting system that matched that direction. This time, with expert guidance to avoid repeating the same mistakes.

Go Local chose Operatus to lead the migration based on a referral from their Salesforce account executive. They wanted a team with deep Agentforce Revenue Management expertise who could help them make good decisions and keep processes simple.

The full engagement ran approximately three months, from January to April 2026. Here’s what the team built:
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• Product catalogue consolidation: Go Local's product catalogue had ballooned into an unmanageable sprawl of custom SKUs. Operatus helped the team consolidate the entire offering down to 25 standardized products (down from a high of ~150), giving sales reps a clear menu to work from and restoring pricing consistency across the business.
  
  
• A new deal desk function: CPQ’s approval process required layering together multiple objects across the system. It was hard to follow and harder to change. Operatus was able to rebuild Go Local’s approval process in ARM with standard Salesforce Flows.
  
  The new setup includes required field completion, defined discounting thresholds, and a deal desk function to review and approve deals before they close. Because everything runs in Flow, the team can now see clearly how approvals connect, and making quick changes doesn’t require deciphering a custom configuration. The admin experience improved just as much as the user experience.
  
  
• Automated Renewal Management: Operatus implemented an automated renewal creation process that triggers annual check-ins at the right moment in each customer's lifecycle. This keeps the team proactive rather than reactive, creating a reliable engine for upsell conversations and long-term revenue growth.
  
  
• Smooth Data Migration: The data migration stood in sharp contrast to Go Local’s experience launching CPQ three years earlier. That original launch had no clean data repository to work from. Anna and Tara spent roughly three months manually working through paper contracts, entering records one by one into CPQ.
  
  This time, Operatus handled the heavy lifting. Spencer, an Operatus team member with deep CPQ data model expertise, built a custom migration tool to port records from Go Local’s CPQ instance directly into ARM. What the Go Local team estimated could have taken them months was completed as part of the broader three-month engagement, with minimal disruption and cleanup. Post-migration, Go Local has been able to trust what’s in the system and run with it right away.

Go Local went live in May 2026. It’s early days, but the signals are strong. Here’s what they’re seeing so far:
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A much faster, simpler quoting process: Sales adopted the new system enthusiastically. Reps can now work with monthly pricing and apply discounts naturally, without the mental math that CPQ required. Approval flows are clear, the product menu is manageable, and the overall process moves faster. A new sales rep completed a one-hour training the week of go-live and has needed no help since.

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Greater team ownership with less bottlenecking: Before this project, nearly all of Go Local’s renewals flowed through one person, Tara, because the process was too complex to hand off. CSMs and sales reps can now easily process contracts themselves. This has reduced hand-holding, and freed Tara up for other work.

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Better visibility and cleaner reporting foundations: Go Local now has a more organized product structure and better access to data like active locations, monthly revenue, upsells, amendments, and asset lifecycle changes. They expect reporting to be much stronger than before, especially as they dig further into asset actions and renewal history.

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Three years ago, Go Local launched CPQ the hard way with no clean data, no standardized products, and a team learning on the fly. It worked, but only because people like Tara absorbed the complexity that the system couldn't. When they decided to migrate to ARM, Go Local took everything they'd learned and built something better.

With Operatus guiding the build and keeping the complexity in check, they came out the other side with a system that actually matches how their business works. Four months later, a new sales rep can onboard in an hour, CSMs own their contracts and renewals run automatically.

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