Darwinbox Accelerates
GTM Execution with
Improved Data-Flow

The Business Need for an Enterprise CPQ

As Darwinbox expanded their sales team to 100+ account executives the need to Govern and Guide the sales process became evident. The Executive Leadership team articulated the growing complexities of their business as they continued to expand quickly. Their Configured Price Quote process involved an increasing amount of product SKUs, and they needed greater flexibility from their CPQ solution, they needed the ability to bundle products, create various templates for sales, and remain agile at the same time as increasing Governance. These needs were particularly profound in the Indian and Asian markets where customers expect fast service, with customized offers, in their local language and currencies. 

Value Alignment with CxO Leadership

Darwinbox is a no-code solution, and a central part of the operating principle is that the future of business is no-code. They need solutions that are easy-to-use, easy-to-manage without additional fees and headcount, and deliver an agile methodology that allows the company to flex quickly. 

Business Impact with DealHub

The Revenue Operations team at Darwinbox recognized the natural growth pains of a rapidly scaling business as a clear signal that it was time to invest in a CPQ solution that delivered a standardized process. 

Darwinbox have quickly grown as a business, and expanded their sales process into new geographical territories. Branching out from their HQ in India, to Singapore, Middle East, Philippines, and the USA. They needed a quote solution that can support multi-currency and multi-language needs. In addition to this they recognized the need to control pricing per region. Darwinbox implicitly understands that cultural differences invoke the need to do business differently per country.

Guiding Principles for CPQ Vendor Selection:

Overcoming Complexity

As Darwinbox increased their complexity they easily made changes to their product offerings, and pricing changes with DealHub. Darwinbox needed a solution that was immediately suitable for the Indian market ie. flexible, while simultaneously being robust enough to manage growing complexities. With the Global GTM expansion of Darwinbox, they needed a system to support the increasing SKU and pricing complexity, while upholding the need of governance.

A Trusted Partner

Darwinbox expressed great appreciation for the DealHub customer success team, Ishan remarked that “the DealHub customer team is super flexible and responsive.” This enabled Darwinbox to grow their GTM motion at a fast tempo without fear of costly mistakes. The Darwinbox team has been trained to use the DealHub CPQ solution independently. This was a significant efficiency gain.

CPQ Product Stability

The experience of the entire Darwinbox revenue operations team is that DealHub is an extremely stable CPQ product. The proven track-record of DealHub as the highest-rated CPQ on G2 gave peace of mind that the decision to select DealHub was a safer investment than trying to build a homegrown solution in house that could not handle complexity. Darwinbox were also able to tap into the specific CPQ product knowledge of the Enterprise Customer Success team, and benefit from their experiences matching the solution to unique business processes.

No Touch Data Flow

With the fast implementation of DealHub within their HubSpot CRM environment, Darwinbox were able to achieve a new standard of internal data flow that runs down into their sanity reporting. This immediately relieved the administrative burden, and removed the manual efforts needed. The Darwinbox team recognized the need for better data tracking, and a necessity to drill-down to a more granular view of data. They achieved this with DealHub, Ishani remarked that “this has been one of the greatest achievements” for the Revenue Operations team. This data now provides clarity on the business justification for development of new line items.    

The Imperative for Continuous Change Management 

As Darwinbox is currently in the process of updating all of their Go-to-Market processes, they are reaping the benefits of the fact that this chance process does not require the re-implementation of the DealHub CPQ solution. Such is the agile nature of the solution, no dev hours are required to make these process changes. This affords Darwinbox significant savings in terms of both time-to-market, and also the avoidance of paying for external developer hours. They recognized the need for an agile Configure Price Quote solution in their evaluation process, and are now bearing the continuous fruits of this decision. 

Business Impact

DealHub has shortened the time that it takes to ramp new sales hires, which has been a significant sales enablement benefit as they grew the sales team headcount in record time. Ishan commented that, “the DealHub Guided Selling Flow is self-explanatory for new salespeople”, and consequently reduces the burden. 

The Executive feedback on the impact that DealHub has made is comprehensive, Darwinbox now has greater control of many areas of Governance including: approval workflows and the ability to margin discounts. They now have a more templatized way of selling that balances the need for both flexibility and guardrails. “With a complete system of record in place we now have a strategic building block for the future audit compliance in place” said Ishan. Darwinbox takes data security and compliance extremely seriously.