Overview of the Project
EAB partnered with Xoriant to automate deal desk validation for its Program Order Forms. Every signed order form PDF must be checked against the corresponding Salesforce CPQ quote before a deal is finalized—a slow and error-prone manual process.
Xoriant built an AI-assisted review service on Anthropic's Claude models that reads each signed PDF and compares pricing tables, program dates, signatures, legal clauses, logos and contact details with the CPQ quote.
Differences are flagged for a Deal Desk reviewer, so every order form is validated field by field while a person still owns the final call.
About EAB
EAB is an education research, technology and services firm that partners with thousands of schools, colleges and universities. Its Deal Desk validates every signed Program Order Form against the Salesforce CPQ quote before a deal is booked.
A slow, error-prone manual review process
EAB's Deal Desk compared signed Program Order Form PDFs with Salesforce CPQ quotes by hand. Document volume and page count made the check slow and inconsistent, and a missed clause or a stale price could flow straight into a booked deal. Key requirements included:
Document Intelligence
Extract key fields from signed Program Order Form PDFs.
Quote Reconciliation
Compare each field with the matching Salesforce CPQ quote.
Discrepancy Flagging
Surface pricing, date, clause and signature mismatches.
Human-in-the-Loop
Route every flagged deal to a reviewer before finalisation.
Audit and Governance
Log every comparison and reviewer decision.
EAB required a reviewer-assisted service that could absorb high order form volumes without weakening deal governance or audit trails.
Why Xoriant & Anthropic Claude?
Anthropic's Claude Models
Claude reads signed order form PDFs and reasons over pricing tables, dates, clauses and signature blocks.
Salesforce CPQ Integration
Quote, pricing and program data is pulled from Salesforce for field-level comparison.
Xoriant Engineering Expertise
Salesforce platform, AI engineering and release governance skills in one delivery team.
Document Handling
Reliable handling of scanned and native PDFs, multi-page pricing tables and non-standard legal language.
Quality Assurance
Validate extraction accuracy and comparison rules through iterative review cycles.
Engineering AI-Assisted Deal Review
Combining Salesforce CPQ expertise with AI engineering, Xoriant delivered a structured approach to automating order form validation for EAB's Deal Desk.
Order Form Ingestion
Built an intake service that captures signed Program Order Form PDFs, normalises scanned and native documents and links each one to its Salesforce opportunity.
Claude-Powered Extraction
Used Anthropic's Claude models via the Claude API to extract pricing tables, program dates, signatures, legal clauses and contact details from each order form.
CPQ Comparison Engine
Compared every extracted field with the matching Salesforce CPQ quote using configurable materiality rules, producing a scored discrepancy report for review.
Governed Review and Release
Routed flagged deals to Deal Desk reviewers and governed every Salesforce change through a controlled deployment, backup and rollback process.
A Faster, Governed Deal Desk
Following the rollout, EAB established a validated path to:
Validation Coverage. 100% of signed Program Order Forms are validated field by field against the CPQ quote.
Lower Manual Review Effort. average manual review time per Program Order Form reduced by 70%.
Document Review. Anthropic's Claude models read and interpret signed order form PDFs at scale.
Deal Turnaround. discrepancies surface before finalisation instead of after a deal is booked.
Salesforce Releases. controlled deployment, backup and rollback protect production data.
Deal Governance. every comparison, flag and reviewer decision is logged for compliance review.
The Claude-powered comparison service gives EAB a consistent, auditable checkpoint in the quote-to-cash cycle, delivered and supported by Xoriant as an ongoing engagement.
Xoriant's use of Anthropic's Claude models has changed how our Deal Desk works. Signed Program Order Forms are now read and reconciled against the Salesforce CPQ quote automatically, and our reviewers spend their time on the exceptions that matter instead of page-by-page checking. Deal review is faster and far more consistent."
Karl Brenneman Managing Director, IT Development, EAB Global
