Deel Accelerates
GTM Execution with DealHub

The Business Need for a Complete CPQ

As Deel expanded its customer base, the drawbacks of its pay-as-you-go billing model, which billed customers in arrears, became evident. The inefficiencies of not modernizing their Quote-to-Revenue processes were increasingly costly, burdening sales reps and the Deal Desk team with extra work.

Austin Kiessig, Senior Director of Revenue Operations, highlighted the urgency by stating, “The volume of quotes [was] doubling each month—an unsustainable growth curve.” To uphold its reputation for professionalism and innovation, Deel saw the imperative to improve its quoting process and customer experience, enhancing its credibility and trust.

Aligning Business Values with CPQ Vendor Selection

Deel prioritized finding a partner who aligned with its core value of speed, which was essential to its identity as a rapidly growing SaaS company. 

After thorough due diligence, Deel selected DealHub for its strong customer success record and promise of rapid implementation, confident in DealHub’s capability to deploy their solution within months instead of the typical year. 

DealHub’s expertise in providing guidance without the need for extensive custom coding, which helped maintain simplicity in Deel’s commercial processes, further solidified their choice.

Immediate Business Impact with DealHub

According to the team at Deel, the business impact of implementing DealHub has been significant, including:

Efficiency Gains

Implementing DealHub significantly improved Deel’s efficiency, as evidenced by the reduction in time required for sales reps and the deal desk to compile and approve quotes. Previously, a process that took an entire day can now be completed in about 10 minutes for simple deals, thanks to Austin’s promise to his team of swift end-to-end quote creations through customer signatures. Additionally, the company experienced an 80% reduction in the overall processing time for standard deals.

Enhanced Experience for Sales Reps and Customers

The integration of DealHub solutions significantly enhanced the experience for Deel’s sales reps and customers, earning high user experience ratings. 

According to Austin Kiessig, even those not directly using DealHub recognized its positive impact through industry endorsements, underscoring its reputation for excellent usability. “It’s remarkable how DealHub is recognized for delivering a great user experience, even by those not directly using the system,” Keissig added.

DealHub’s workflows’ simplicity and intuitiveness transformed Deel’s typically cumbersome sales processes into a streamlined, user-friendly interface, greatly appreciated by the sales team for its efficiency.

Streamlined Approvals and Enhanced Communication

A significant advantage introduced by DealHub has been the improvement in the approval workflows, which are seamlessly integrated with tools like Slack, which the Deel team frequently uses. 

This integration has allowed sales management to quickly review, approve, or request additional information about quotes, allowing them to understand the fundamental economics of each deal at a glance. Austin states, “The ability to intuitively navigate deal approvals and integrate communications has markedly accelerated our sales processes.” 

Professional Quoting and Improved Customer Interaction

DealRoom was particularly impactful functionality for Deel, enhancing professionalism and customization. 

Shifting from basic PDF emails to DealRoom transformed their customer experience. “Being able to present a polished, tailored quote with DealRoom was a significant win,” noted Kiessig. Customers appreciated the improved simplicity and professionalism in reviewing and signing agreements. “The feedback on DealRoom has been very positive,” he added.

Balancing Flexibility and Control

Deel has found a crucial balance with DealHub, boosting sales operations while enforcing strategic pricing and discount policies. Sales teams can structure deals autonomously, yet adhere to centralized governance to protect business interests. 

DealHub’s agility supports swift updates to governance policies based on field feedback, facilitating quick adjustments without heavy IT dependency. Its robust features also ensure that deals stay within strategic frameworks, empowering reps while maintaining oversight.

A CPQ That Aligns with Deel’s GTM

Guided selling, integrated into DealHub’s UI, has transformed Deel’s sales process. 

Now, Deel’s reps manage multiple products effortlessly within Salesforce using DealHub’s streamlined workflow. This feature aids in quoting, negotiations, and embeds commercial guidelines to train sellers during live deals. It aligns sales activities with corporate objectives, enhancing control and flexibility in deal management.

Enterprise Data and Security Compliance

By integrating DealHub, Deel has significantly enhanced its security and compliance, preparing the platform for enterprise-level demands. Previously, sales reps manually adjusted commercial terms. 

With DealHub, Deel now has a transparent, compliant workflow from deal approval to billing, securing crucial data management and supporting potential future initiatives such as public offerings. DealHub has become essential in maintaining compliance across the entire quote-to-cash value chain, safeguarding the sales and billing processes.

DealHub is a Mission-Critical Component of GTM Strategy

Since its implementation, DealHub has been integral to Deel’s strategic go-to-market planning. As the company transitions from individual solutions to a unified platform, DealHub’s CPQ and quoting engine have enabled swift adaptation and testing. 

This agility is vital for evaluating various sales strategies. With instant feedback on successful tactics, DealHub facilitates rapid decision-making, ensuring all deals meet approval standards. 

DealHub is now “right at the center of everything” regarding Deel’s go-to-market strategy and execution.

Conclusion

Deel has transformed its sales cycle, boosting market competitiveness with the implementation of DealHub. This partnership has greatly improved Deel’s operational processes and customer engagement, further supporting its position as the leader in the payroll and compliance platform industry.