How Bitmovin's RevOps Team Runs and Rebuilds Its Own Quoting System

Bitmovin's RevOps team replaced triple data entry with one playbook it builds and rebuilds itself.

12 weeksKICKOFF TO GO-LIVEExcludes a four-week pause. Bitmovin ran the build without an implementation partner.

100% hands-offRENEWALS IN SALESFORCEWas fully manual for CSMs before. Subscription lines now update without a person.

30 minutesQUOTE APPROVAL TURNAROUNDRevOps set the thresholds that send only real exceptions to legal or management.

“To create a new product for us with our existing process was days and days of work and updating dozens of fields, including formulas nested within formulas... It would sync right over and create the product automatically in Salesforce...”

Janna AsquithHead of Revenue Operations

12 weeksKICKOFF TO GO-LIVEExcludes a four-week pause. Bitmovin ran the build without an implementation partner.

100% hands-offRENEWALS IN SALESFORCEWas fully manual for CSMs before. Subscription lines now update without a person.

30 minutesQUOTE APPROVAL TURNAROUNDRevOps set the thresholds that send only real exceptions to legal or management.

Summary Challenge Before / After Customer Voice Operational Impact FAQ

Fast Scan

A Scale-Up Owns Its Commercial Logic

01
The RevOps Owner
Revenue operations leaders at 150-person scale-ups who are Salesforce-certified themselves, have no in-house Salesforce developers, and cannot fund a third-party implementation partner or the ongoing retainer that follows it.
02
Three Systems Into One
DealHub AI replaced a Google Sheets pricing model, a second pass of manual Salesforce entry, and a separate legal document generator with one guided playbook. Everything a rep enters maps into Salesforce.
03
What Bitmovin Got Back
Reps were quoting in DealHub AI 12 weeks after kickoff. Every auto-renewal opportunity now opens, closes and resets itself, and quotes that clear the approved thresholds turn around in 30 minutes.

Challenge

Three Systems Held the Same Numbers

Bitmovin priced every quote in a Google Sheet, keyed the same figures into a Salesforce opportunity, then keyed them a third time into the tool the legal team used to generate the order form. Human error put the three records out of step often enough that someone had to stop and work out which one was right, and a data audit run before the DealHub AI migration found the problem was larger than anyone had assumed. The order form itself came out as a Word document with full edit rights, so a rep could reorder clauses or change language before the customer saw it. That is why legal read every line of every agreement, and why 100% of deals went through both management and legal review.

The questions Bitmovin's leadership was asking:

01
We enter the same quote into three systems and they still disagree. Which record do we trust when we build the next contract?
02
Our order form leaves as a Word document a rep can rewrite. Why does legal have to read every line of every agreement?
03
Adding one product takes days of edits across dozens of fields and nested formulas. How do we change pricing this quarter?

Transformation

Before and after DealHub AI

Before

CSMs opened, closed and reset every renewal opportunity by hand in Salesforce.
Quotes lived in a Google Sheet, so nobody knew how many were out or who was holding them.
A new product meant days of edits across dozens of opportunity fields and nested formulas.
Once a quote was sent, nobody could see who was reading it or who else it reached.
Staff reconciled contracts against Salesforce and the customer portal to find the right numbers.

After

Renewal opportunities open, close and reset themselves, and subscription lines update with them.
RevOps reads quote age, holder and stage, and runs discount analysis against pricing strategy.
RevOps creates a product and syncs it to Salesforce with its attributes in minutes.
Reps see who opened the DealRoom, who it was shared with, and who the signers are.
One entry point feeds every system, and the reconciliation work is gone.

Solution

Product Changes Now Take Minutes

RevOps creates a product and syncs it to Salesforce with its attributes attached
Replaces days of edits across dozens of opportunity fields and nested formulas
Playbook questions reorder without an implementation partner or a release cycle

The Customer's Experience

Bitmovin replaced days of nested formula edits with a product it creates once

“To create a new product for us with our existing process was days and days of work and updating dozens of fields, including formulas nested within formulas… It would sync right over and create the product automatically in Salesforce…”

Janna Asquith

Head of Revenue Operations

Bitmovin's renewals open, close and reset themselves with no one touching the opportunity

“Any contract that contains an auto renewal clause maps over to Salesforce as an auto renewal opportunity… That’s a process that was 100% manual before DealHub and now today is 100% hands-off. No one touches it. The system opens, closes and resets everything on its own.”

Janna Asquith

Head of Revenue Operations

01 / 03

DealHub AI gave Bitmovin a product catalog that carries its own attributes into Salesforce. Previously, adding one product meant days of work across dozens of opportunity fields and formulas nested inside formulas, so a pricing move waited on admin capacity. Now RevOps creates the product once and Salesforce carries it.

Risk Reduction

Operational impact and time to value

Ownership

Rollout owner

Head of Revenue Operations, working directly with the DealHub AI customer success team. No third-party implementation partner.

Governance model

RevOps-owned configuration. The team builds products, playbook questions, discount thresholds and approval routing itself.

Time to value

Time to first value

Reps were building their own quotes 12 weeks after kickoff, excluding a four-week pause the team took mid-build.

Adoption pattern

Full go-live, then a complete self-run rebuild in under four weeks after an 18-month internal usability survey.

Systems and Lift

Connected system categories

Salesforce, the CRM of record, with products and subscription lines synced from DealHub AI. Replaced a Google Sheets pricing model and a separate legal document generator.

Internal lift

Low. A Salesforce-certified RevOps team with no in-house Salesforce developers, and no outside partner at implementation or since.

FAQ

Frequently asked questions

Everything you need to know about moving your quote-to-revenue process onto DealHub AI. Can't find your answer? Talk to our team.

How long did Bitmovin's CPQ implementation take?

Twelve weeks from the first kickoff call to reps building their own quotes, excluding a four-week pause the team took mid-build. The count includes the knowledge-sharing sessions before any configuration started.

Can a RevOps team run DealHub AI without a third-party implementation partner?

Bitmovin did. Its revenue operations team is Salesforce-certified and has no in-house Salesforce developers, and it ran both the original build and a full rebuild with DealHub AI's own customer success team rather than a certified partner.

What changed about Bitmovin's approval process?

Before DealHub AI, 100% of deals were approved by both management and legal, because a rep could edit the order form language. Workflow rules now route only what needs a human, and a subset of quotes closes with no approval step at all.

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Enterprise Security Compliance

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.

How Bitmovin's RevOps Team Runs and Rebuilds Its Own Quoting System

A Scale-Up Owns Its Commercial Logic

The RevOps Owner

Three Systems Into One

What Bitmovin Got Back

Three Systems Held the Same Numbers

The questions Bitmovin's leadership was asking: