Situation
Lunit – who acquired Volpara Health is a medical imaging company specialising in breast cancer and AI powered mammography software. As their products, pricing, and contracting grew in complexity, their Salesforce platform became increasingly central to commercial operations — but their internal team had limited capacity to keep pace with the demands being placed on it.
Key challenges included:
- Quoting complexity — pricing changes and quote template updates were manual and effort-heavy, slowing the sales process and creating operational friction
- CPQ constraints — negotiation and redlines often happened outside Salesforce, requiring reconciliation back into CPQ to keep downstream systems accurate
- Limited internal capability — with a lean team, Lunit faced a choice: build in-house or partner with experts to get strategic guidance, architectural direction, and platform expertise beyond day-to-day ticket delivery.
- Security and governance overhead — operating in a highly security-conscious environment added complexity to any change or access requirement
Lunitneeded a partner who could provide hands-on delivery alongside strategic direction — helping them get more out of Salesforce while maintaining the governance and security standards their environment demands.
Solution
GravityLab engaged with Volpara Health and Lunit as an ongoing Salesforce advisory and delivery partner — providing strategic guidance, platform expertise, and targeted delivery support across their commercial operations and CPQ environment.
Platform Assessment & Roadmap
- Conducted a formal assessment of Lunit’s Salesforce environment, including a technical and security review, to surface issues and shape a prioritised roadmap for the next 6–12 months
CPQ Enablement
- Delivered targeted CPQ releases to support evolving commercial requirements — including product discounting, security add-ons, and quote template updates — all through controlled release management
Org Consolidation Review
- As Lunit and parent company Lunit expanded GravityLan led discovery to assess consolidation of multiple Salesforce orgs into a single instance, providing a technical recommendation to simplify the environment long term
Ongoing Advisory & Support
- Established a regular cadence of advisory, troubleshooting, and delivery support — acting as a dependable extension of Lunit’s internal team while helping build internal capability alongside delivery
Result
The partnership has given Lunit a reliable Salesforce capability they can lean on — reducing the burden on internal teams and ensuring commercial changes are implemented consistently, securely, and without disrupting the sales process.
Key outcomes to date include:
- Reduced operational friction — commercial changes that were previously hard to implement are now delivered as repeatable, controlled configuration releases
- Improved quote consistency — CPQ rules, discounting behaviour, and templates better reflect how the business sells today
- Stronger platform foundation — technical debt is being systematically addressed, creating a cleaner base for future capability growth
- Clear path forward — a defined roadmap guides ongoing platform evolution, including the potential transition to Revenue Cloud and continued improvements across the quote-to-cash process
“The GravityLab team has been really good. We are building our knowledge and understanding at the same time, and are excited about all the improvements we can make.” Alex Smith, Business Systems Manager — Lunit
