How a global HVAC leader handles 65K-line service contracts
A hybrid Agentforce Revenue Management architecture
for configuring multi-site service agreements – fast
and scalable across hundreds of locations
General
Industrial Equipment Manufacturing · USA

Jan 2026 – Feb 2026
Services
Salesforce consulting,

ARM implementation
Salesforce products
Agentforce Revenue Management,
Salesforce Sales Cloud
The highlights at a glance
Tens of thousands of line items across hundreds of sites – configured, priced, and saved in seconds.
65,000+
line items in a single quote
300+
locations per contract
~6 sec
quote load time
~8 sec
quote save time
Aftermarket service across a distributed service network
The client is a global leader in the HVAC and refrigeration industry, operating across hundreds of customer locations and offering a full range of aftermarket services – from preventative maintenance to seasonal startup and shutdown programs.
As the business scaled, so did the complexity of its quoting process. Multi-year, multi-location service agreements required a level of transactional depth that the incumbent solution could no longer support. The client turned to Veloce to help rethink the approach on Salesforce ARM.
53K+
employees worldwide
160+
countries served
75+
trusted brands
The challenges that needed
a tailored approach
The aftermarket services business presented a set of technical and operational considerations not covered by standard platform capabilities out of the box.
01
Unprecedented transactional volume
A single quote could require managing over 65,000 line items – covering thousands of pieces of installed equipment across hundreds of customer locations.
Each service needed granular configuration: frequencies, occurrences, pricing, and business rules that varied by location, service type, and agreement year. A project of this scope called for a tailored extension of the existing quote data structure.
65,000+
line items in a single quote
300+
locations per contract
up to 200
sub-services per location
02
Performance expectations at scale
It was not enough to simply handle the data amount.
The client's business users demanded high-speed interaction – loading, configuring, and saving quotes with tens of thousands of data points in seconds, not minutes.
03
Fragmented quoting process
Customers with hundreds of service locations received fragmented quotes or unwieldy spreadsheets.
Internally, sales reps relied on manual data assembly and spreadsheet management – a process that took weeks for complex agreements and left no room for rapid adjustments or strategic account planning.
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A hybrid architecture,
built
around ARM
The project required balancing three competing priorities at once. Veloce's approach was to treat ARM as the core and and extend it where needed.
01
Architecture
Hybrid data model for enterprise workloads
01 Architecture
Hybrid data model for enterprise workloads
Instead of creating a standard quote line for every service item, Veloce designed an extended data model where a single quote line represents an entire customer location – consolidating up to 200 sub-services within it.

Custom assembly and decomposition services convert data between JSON and the UI in both directions. This allowed the solution to operate beyond standard quote line thresholds while keeping native ARM features – roll-ups, discounting, approvals, and the quote framework – intact.
02
Experience
Purpose-built UI for browser-based performance
02 Experience
Purpose-built UI for browser-based performance
Veloce built a high-performance user interface using spreadsheet style UI in a Lightning Web Component (LWC). This UI handles all configuration complexity directly in the browser with in-memory processing:

1. Loading location and equipment data from the client's field service management system;

2. Configuring, discounting, and personalizing thousands of services across hundreds of locations;

3. Applying location-specific jobsite variables, subcontractor costs, and multi-year pricing.

An enhanced Table Line Item (TLT) experience provides a comprehensive view that displays not only location-level data but also the complete internal configuration – including services, occurrences, frequency, pricing, and other granular details – giving users full visibility into the entire service agreement.
03
Foundation
Scalable architecture for future expansion
03 Foundation
Scalable architecture for future expansion
The architectural pattern was structured to be repeatable. As the company grows through acquisition or expands into new service offerings, this framework can be replicated to onboard new business units or large customers without platform constraints.

The solution was also designed to feed finalized service contracts back into the ServiceMax system for execution by field service technicians – connecting quoting directly to service delivery.
04 Lifecycle
Asset framework for renewals
As part of the broader transformation, TCI began adopting assets as a core concept behind renewals. There was no prior model to refine – the entire structure had to be designed and built inside ARM by Veloce.

Our team created the framework for generation, maintenance, and handling renewals and amendments. Existing data was migrated to bootstrap the initial set at go-live, giving TCI a practical starting point.
Quoting, designed
for growth
Veloce's hybrid architecture validated that multi-location, high-volume quote configuration on Salesforce can be highly performant and scalable – without compromising usability.

The unified "one quote" approach replaced fragmented proposals with a consolidated view of the full service agreement.

Sales reps can now configure at scale, apply location-specific adjustments without IT support, and focus on strategic selling. The repeatable architecture gives the company a scalable foundation for growth.
01
Hybrid data model
Extended quote line architecture with JSON-based sub-service storage
02
Purpose-built UI
AG Grid + LWC configurator for in-browser high-speed quoting
03
Enhanced TLT experience
Full-visibility table view with services, pricing, and configuration details
04
ServiceMax integration
Equipment and location data loaded from the service management system
05
Salesforce ARM integration
Roll-ups, discounting, approvals, and quote framework preserved
06
Document generation
Comprehensive proposal with granular line-item detail
07
Scalable architecture
Repeatable pattern for future business units and acquisitions
Platform
& tools
Salesforce ARM
Salesforce Sales Cloud
Lightning Web Components (LWC)
AG Grid
ServiceMax
Quote Configuration
Document Generation
Approval Workflows
Explore more
Veloce wins

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