Appgate sells Universal Zero Trust Network Access, replacing corporate VPNs for organizations and government agencies, and it stood up its entire revenue stack from nothing after spinning out of a larger company in January 2020. Its revenue operations team ran quoting on Salesforce CPQ but could not configure it, so adding a product or changing a quote document meant a scoped request to specialized administrators and a wait of weeks. DealHub AI replaced Salesforce CPQ with a quoting system the business configures itself, and legal now edits and approves terms inside it rather than in emailed PDFs. Revenue operations ships pricing and product changes in minutes, reps quote through guided selling instead of a SKU list, and renewals and expansions go out on one quote.
Down from weeks or a month, with no Salesforce administrator in the loop.
Reps see who approves next, so nobody chases a quote through leadership.
One quote renews existing subscriptions and adds new services at the same time.
On the last day of a quarter, with Appgate's whole revenue team online, a pricing change was not something the business could make. Revenue operations had no hands in the quoting system, so a request to add a product or change a quote document had to be scoped, justified, booked with the Salesforce team and handed off, and simple additions landed in weeks or a month. None of that work disappeared. Instead it moved outside the system, where legal pulled quotes out as PDF documents, edited the terms and emailed them back to reps, so approvals ran through a mail thread rather than the platform and nobody could show what changed between the version sent and the version signed. Reps submitted quotes for approval and waited, with no way to see who owed them a decision.
A client needs a product we do not sell yet and the quarter closes this week. Why does adding it to our quoting system take a month?
Our legal team edits every non-standard quote in a PDF and emails it back. Who is tracking what changed between the version we sent and the version we signed?
A rep submitted a quote for approval two days ago and has heard nothing. Why does revenue operations have to go and find the approver by hand?
We nearly doubled our sales team last year. How long should a new rep need to learn a catalog before they can quote accurately?
| Before | After |
|---|---|
Salesforce administrators specialized in CPQ owned every change to the quoting system. | Revenue operations edits products, pricing and quote documents directly, with no ticket to a CRM team. |
Legal held the only editable copy, working on PDFs pulled out of the system and returned by email. | Legal edits and approves quote terms inside DealHub CPQ, where every change is tracked and auditable. |
New reps had to learn a catalog running to a thousand SKUs before they could quote accurately. | Reps answer a few questions about locations and users, and guided selling returns the right product. |
Standing up a CPQ after the spinout meant a shared admin team the business did not control. | One revenue operations lead became the DealHub admin during onboarding, working day by day with a dedicated CSM. |
“Owning our CPQ solution on a deal desk team has really benefited us… we are literally able to create those kinds of changes in one business day… I don’t know of any other deal desk team that’s been able to do that.”
Ryan McDermott
Senior Director of Sales Ops
DealHub AI gave Appgate's revenue operations team the keys to its own quoting system. Previously a price edit, a new product or a change to the quote document went to Salesforce administrators as a scoped request, and simple additions landed in weeks. Now the business makes the change itself, in minutes.
Revenue operations, working day by day with a dedicated DealHub AI customer success manager through onboarding.
Business-owned configuration. Revenue operations edits products, pricing and approval criteria directly, and legal edits and approves quote terms inside the platform.
Appgate went live with new-customer deals and renewals together at first implementation, and adopted subscription management in August 2020.
Full launch rather than a pilot. New-customer deals, renewals and the migrated subscription records all went live in the same implementation.
Salesforce as the CRM, and the source of the subscription records migrated from Salesforce CPQ. DocuSign integration was in progress at the time of the interview.
Low. One revenue operations lead became the DealHub admin during onboarding, so no separate admin team sits between the business and the system.
DealHub is ISO 27001, ISO 27701, ISO 22301, and ISO 42001 certified, holds SOC 1 Type II and SOC 2 Type II attestations, and is GDPR and CCPA compliant, alongside additional security, privacy, and compliance frameworks.
Eliminate the
Friction between Quote-to-Revenue
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