Built In is a recruitment marketing platform that connects roughly 5 million monthly tech professionals with the companies hiring them, on a model that is half subscription and half content syndication. For years its RevOps team could not change a price or launch a product without hiring an outside firm, and it hand-adjusted nearly every quote before a rep could send it. DealHub CPQ replaced Salesforce SteelBrick and the consultant retainer behind it. The team now configures products, price books, approval rules and revenue calculations itself, and finance reads ARR through NRR out of Salesforce and NetSuite.
RevOps configures products, price books and approval rules with no outside firm.
Down from eight to ten rep requests a day before go-live.
Replacement ran against an expiring CPQ licence, with a deal signed day one.
Built In ran Salesforce SteelBrick CPQ for years, and it could not be changed from the inside. A pricing restructure or a new product meant hiring a firm, because not every Salesforce admin is CPQ certified and the ones who are cost accordingly. Dead evidence of that dependency is still in their org: a consulting engagement of roughly eight months built a button meant to pull prior subscriptions automatically, the button never worked, and its Apex code is still sitting in the codebase. Meanwhile the system was too rigid for a model that is half subscription and half revenue recognition, so Ops intervened on nearly every quote before a rep could send it. With the CPQ licence coming up for renewal the team gave itself 90 days to either re-sign or build a replacement it could run alone.
Not every Salesforce admin is CPQ certified, and the ones who are get expensive fast. Why does a pricing change still start with hiring someone?
We still have consultant code in our Apex for a button that never worked. What else are we paying to maintain that nobody here can change?
Half our revenue is subscription and half is content syndication. Which of these tools can hold both without a custom build?
Our licence is up and we have 90 days either way. Do we re-sign, or do we take the implementation on ourselves?
| Before | After |
|---|---|
Approvals ran after the quote was already with the customer, so leadership saw the deal structure too late to change it. | Leadership reviews proposals before they go out, and sends reps back to restructure them. |
ARR, MRR, GRR and NRR were assembled by hand before anything could be reported to the board. | Finance reads those figures out of Salesforce and NetSuite without rebuilding them. |
Reps priced deals in a spreadsheet, retyped the numbers into the CPQ, then asked RevOps to correct them. | Reps build the quote with those same calculations in front of them, and a deal closed on day one of go-live. |
Adding a product meant Apex references, managed-package references and flow references, so a launch waited on build time. | Ops adds a product across every price book itself, testing included. |
A new revenue stream was a six-month CPQ roadmap item, so RevOps said no to it. | RevOps scopes a new stream in about two weeks and says yes. |
“Have you ever seen the movie The Money Pit with Tom Hanks?… That was how our CPQ was before… We’ve had multiple consultants over the years come in, readjust it… I’d say we waste thousands of dollars anytime a change needed to be done.”
Ali Andrew
VP of Ops
DealHub AI gave Built In's RevOps team direct configuration control over its own CPQ. Previously, every pricing-structure change or new product release meant hiring an outside firm, and Ops intervened on nearly every quote before it could reach a customer. Now the team makes those changes itself, with no consultant engagement in the loop.
Built In's RevOps team, with DealHub AI onboarding and CSM support.
Business-owned governed execution. RevOps configures products, price books, pricing logic and approval rules directly, with no Salesforce admin or external firm in the path.
90 days from kickoff to go-live, with a deal created, sent and signed in DealHub on day one.
Full cutover at go-live on April 1. Rep change management is still in progress by their own account.
Salesforce (CRM) and NetSuite (ERP), both receiving DealHub revenue calculations.
High, and self-imposed. The 90-day build ran against an expiring CPQ licence, a timeline Built In set itself and does not recommend repeating without more preparation.
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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