Gong sells revenue intelligence to thousands of companies, and when it bought DealHub AI it sold one product from one country. Its GTM Operations team had run several CPQs before, and in every one of them adding a product or a region meant going back to implementation. DealHub CPQ replaced that pattern with a single catalog the team changes itself. Gong now sells three products across the US, EMEA and APAC on the same quoting model, and enables new functions on it without a rebuild.
No resistance from any team, and no parallel process running beside it.
One implementation, never repeated as products, regions and functions were added.
US, EMEA and APAC quote on one governed model with no regional rebuild.
Gong bought its CPQ as a US-only company selling one product, with no international team. Then the product line grew, the sales team grew 4X, and the org model and the pricing both changed more than once. Gong's GTM Operations team had been through this before on other CPQs, and knew exactly where those had broken: discounting workflows were the hardest part of every prior implementation, and any change to SKUs or approval rules meant going back to the vendor. The team was not looking for more features. It was trying not to repeat the pattern where a commercial decision waits on a re-implementation.
We're going from one product to three and changing the way we price at the same time. Which of our systems absorbs that without a re-implementation?
We bought this CPQ when we were US-only with no international team. What happens to our approval rules the day Singapore and Sydney start selling?
Discounting workflows were the hardest part of every CPQ we've run before. Why would this one hold up at quarter-end?
Our sales team has grown 4X and we're about to put customer success managers on quoting too. Who enables them, and how much noise does that make?
| Before | After |
|---|---|
One product, and on every prior CPQ adding the second one meant a fresh implementation. | Gong sells three products from one catalog, and GTM Operations adds SKUs itself when pricing changes. |
Discounting approvals were the hardest part of every previous CPQ, and quarter-end quotes waited on a manual refresh. | Quotes clear approval at quarter-end on encoded rules, and the rep can see when the buyer opens one. |
A complex quoting tool risked disrupting the workflow of a sales team that was still growing. | Sales, Deal Desk and operations adopted it without training programs or internal resistance. |
Quote data lived apart from the CRM and from the systems the deal was actually discussed in. | Salesforce syncs opportunity to quote, and Gong shows the team when a quote is opened. |
US-only selling, AEs and account managers, one region's worth of users. | Singapore and Sydney sell on the same rules, customer success quotes too, and users are up roughly four times over. |
“As a rev ops person, the best system that I can ever implement is something which gets adopted with zero noise. And to me, DealHub is really, really top of the line there.”
Shantanu Shekhar
Senior Director, GTM Operations
DealHub AI gave Gong's GTM Operations team a quoting system its sellers adopted on their own. Previously, every CPQ rollout the team had run cost internal goodwill and a training program before it earned anything. Now each new function joins the same rules with no resistance and no parallel process.
GTM Operations, with Deal Desk and sales operations.
Business-owned. GTM Operations edits SKUs, pricing and discounting approval rules directly, in step with the matching Salesforce change.
Live in 3 to 4 weeks, integrated with Salesforce, DocuSign, Avalara and internal systems from go-live.
AEs and account managers first, then Deal Desk and operations, then customer success managers.
Salesforce (CRM, opportunity-to-quote sync), Gong (revenue intelligence, quote-open visibility), DocuSign (e-signature), Avalara (tax).
Low. Users grew roughly four times over from purchase with no re-implementation at any stage.
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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