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How Appgate Replaced Salesforce CPQ and gained 90% Faster time-to-quote with DealHub

Appgate secures and protects an organization's most valuable assets and applications. It is the market leader in Universal Zero Trust Network Access (ZTNA) and online fraud protection, safeguarding organizations and government agencies worldwide.

SaaS

500+

Faster Time-to-Quote Changes

Days Saved per Approval Cycle

Renewals & Expansions in CPQ

Solution they used

CPQ

DealRoom

CRM
they use

Salesforce

Challenge

Salesforce CPQ slowed quoting and required specialists.

Appgate’s business operations team faced serious friction with Salesforce CPQ. Every change, whether updating pricing, editing PDFs, or launching a product, required technical support. Quote cycles were fragmented and opaque, and legal bottlenecks introduced compliance risk. Renewals were managed in spreadsheets, and reps relied on tribal knowledge to quote accurately. The process couldn’t scale.

Solution

One platform replaced spreadsheets and workarounds.

Appgate replaced Salesforce CPQ and manual workarounds with DealHub CPQ, a unified quoting, contract, and renewals platform. RevOps manages pricing directly, legal approves quotes in-platform, and reps build accurate quotes in minutes using guided selling.

Challenge

Legal edited PDFs created compliance and approval risk.

Legal worked outside CPQ, manually editing quotes manually in PDFs. The process introduced errors, slowed approvals, and lacked auditability.

Solution

Built-in legal approvals with full visibility.

Legal now edits and approves quotes inside DealHub CPQ. The process is tracked, auditable, and fully visible to sales and ops teams. Nothing falls through the cracks.

When we needed changes before, legal edited PDFs manually. Now it’s all done in DealHub. It’s tracked, auditable, and scalable.”

Ryan McDermott

Senior Director of Sales Ops

Challenge

Quote updates were slow and IT-dependent.

Salesforce CPQ made Appgate reliant on technical admins for even simple changes like pricing tweaks or PDF formatting updates. Every delay slowed down the deal cycle.

Solution

RevOps makes updates instantly — No IT needed.

With DealHub, RevOps owns pricing, packaging, and approvals. Updates that took weeks now happen in minutes, without needing IT involvement.

Challenge

Onboarding was slow and accuracy was inconsistent.

New reps struggled to learn the Salesforce CPQ product catalog and build quotes without support. Accuracy varied, and ramp time was long.

Solution

Guided Selling helps reps quote with confidence.

DealHub’s guided flow leads reps through discovery questions to generate the right quote every time-no guesswork, no spreadsheets, no SKU memorization.

Reps tell us this is the best quoting tool they’ve used. With guided selling, they answer questions and get the right products instantly.”

Ryan McDermott

Senior Director of Sales Ops

Challenge

Renewals were manual and prone to errors.

Appgate managed renewals and expansions in spreadsheets, leading to version issues, delays, and missed revenue opportunities.

Solution

Automated renewals synced to Salesforce and CPQ.

Renewals and upsells are now generated from a single source of truth. DealHub CPQ syncs subscription data with Salesforce, ensuring accuracy and end-to-end visibility.

Challenge

Dependent on consultants and disconnected tools.

Post-spinout, Appgate had to implement a new CPQ stack from the ground up. Legacy tools required external specialists for every update. slowing momentum and adding cost.

Solution

Full admin ownership with no external support.

DealHub enabled Appgate to implement, configure, and manage CPQ internally. With hands-on onboarding, RevOps took full control, no consultants, no delays.

The onboarding experience was exceptional. I learned to be a DealHub admin as we built it. Now we have full control.”

Ryan McDermott

Senior Director of Sales Ops