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How Cofense Secured Faster, Accurate Quoting

Cofense is a leading cybersecurity provider helping organizations defend against phishing and email-based threats with advanced detection, simulation, and incident response solutions. Serving global enterprises and government agencies, Cofense delivers human-verified intelligence and automated defense to stop attacks before they cause harm.

SaaS

300+

Faster quote-to-approval

Lower contract admin workload

Discounting & legal compliance

Solution they used

CPQ

CLM

Subscription Management

CRM
they use

Salesforce

Challenge

Lack of Governance & Risk Exposure

Before DealHub, reps could edit PDFs after generation, bypassing approvals and sending inaccurate or non compliant quotes. With no automated approval workflows, discounting often exceeded guidelines, and custom legal language slipped in without review, risking revenue leakage and legal exposure.

Solution

Locked Templates & Automated Approvals

DealHub locked all output documents and enforced automated approval workflows. Any quote above threshold or with special terms now routes to the right stakeholders, ensuring compliance and pricing integrity without manual policing. This governance overhaul contributed directly to a 100% compliance rate with discounting and legal policies, eliminating hundreds of pricing errors each year.

Challenge

Admin Turnover During Rollout

Mid implementation, Cofense’s original admin left, forcing the sales ops team to take ownership of the rollout. With limited CPQ configuration experience, the new admin had to learn DealHub and how it was connected to Salesforce on the fly.

Solution

Hands On Support & Knowledge Transfer

Weekly working sessions with DealHub’s customer success team ensured the rollout stayed on track. By mastering version releases, approvals, and Playbook rules, the new admin stabilized the system, reduced update frequency to monthly, and built internal confidence in managing DealHub independently.

It was initially scary for me to take something new on… but you guys made it so much easier and fun to learn.”

Jaida Galeas

Senior Sales Operations Specialist

Challenge

Product Selection Errors & Admin Overload

Reps previously guessed which products paired with which services, often selecting incompatible bundles or missing add ons. This created errors that contract admin had to catch manually, slowing deals and burning ops bandwidth.

Solution

Guided Selling Playbooks

DealHub’s guided selling walks reps through simple questions, auto selecting correct products, prices, and required approvals. This reduced dependency on the contract admin team, freeing them to focus on strategic projects instead of daily quote triage. By streamlining product selection and approvals, guided selling cut contract admin workload by 40%, allowing the team to focus on higher-value initiatives.

Challenge

Initial Resistance to New Process

When DealHub was introduced, some reps feared the increased visibility into their quotes would slow them down or create extra work. Change adoption risked slowing ROI if the sales team did not embrace the new process.

Solution

Training, Feedback Loops & Iteration

Cofense’s ops team paired every rollout with training, rapid feedback loops, and version updates based on rep suggestions. Within weeks, reps reported DealHub was the easiest CPQ they had ever used, praising guided selling, subscriptions, and uplift automation.

When they onboard, they always say that it is one of the easiest CPQ tools they have used in their careers.”

Jaida Galeas

Senior Sales Operations Specialist

Challenge

Error Prone Renewal & Expansion Calculations

Renewals and expansions were handled manually in spreadsheets, with reps calculating uplifts and per user pricing by hand. This led to inconsistent pricing, errors in customer bills, and missed upsell opportunities.

Solution

Native Subscription & Uplift Automation

With DealHub subscriptions, renewals and license upgrades auto calculate correct per user pricing and uplifts. Both AEs and renewal reps now leverage subscriptions for accuracy, speed, and better customer experience.

Challenge

Manual, Opaque Approval Processes

Approvals in the old system were manual, slow, and opaque. Reps did not know who needed to sign off, and ops had no real time view of bottlenecks, delaying deals and impacting forecasting accuracy.

Solution

Automated, Parallel Approvals with Alerts

DealHub automated parallel approval workflows, sending Slack and email alerts to each approver. The system displays who needs to review, enabling reps to follow up instantly. Quotes now move from creation to approval in under 10 minutes while ensuring complete governance. As a result, average quote-to-approval time dropped by 60%, enabling reps to finalize compliant deals in under 10 minutes.

…our quotes are under take under 10 minutes to fully submit and go through approval processes. So it is very fast when the reps are going within DealHub and creating their quotes.”

Jaida Galeas

Senior Sales Operations Specialist