Inkcups manufactures digital, pad and tagless printing machines from Danvers, Massachusetts, and sells them through offices in Germany, the United Kingdom, Mexico, Hong Kong and Vietnam. Its reps once quoted those machines from Word templates saved on their own laptops, so a price change meant editing 25 to 30 documents by hand and trusting that nobody sent an old one. DealHub AI replaced those templates with one guided selling playbook carrying every machine, consumable, service and warranty. Marketing now deploys a price change to every direct sales region in a day, and a rep who has never learned the machines still sends a complete quote in under eight minutes.
Down from about an hour, across 25 to 30 machine configurations
One change replaces edits to 30 separate quote documents
Guided selling catches the components reps used to miss
Inkcups sells 25 to 30 machine configurations across digital, pad and tagless printing, and every one of them had its own Word quote template. Reps saved those templates to their own laptops, so marketing had no way to see which version a rep was working from. When a price changed, someone edited the documents one at a time and emailed the sales team to say they were updated. Quotes still went out on superseded pricing, and reps still left out the installation, training or mist extraction system a machine needed, which meant reopening a deal after the buyer had already seen a number.
Our reps are quoting three machine lines from Word files on their own laptops. How do we know which price list any given quote came from?
A price change takes us a week to push out and the executive team wanted it live two weeks ago. Why is marketing still editing 30 documents by hand?
A rep in Germany needs a discount approved and everyone who can approve it is asleep. How much of our cycle time is just time zones?
Every quote in the field lives in a different rep's spreadsheet. How does our VP of sales report on the pipeline without rebuilding it each week?
| Before | After |
|---|---|
A price change meant editing 25 to 30 Word documents one at a time, then telling the team. | Marketing updates one price book, and every guided selling workflow serves the new price the next day. |
Discount approvals ran over email and phone calls, and a European rep waited for a US morning. | Discount thresholds route themselves to product management or the executive team, and clear in under 24 hours. |
Each rep kept their quotes in a personal Excel file, and the VP of sales assembled the total by hand. | Marketing pulls quote volume, average discount by region and expected close dates straight from Salesforce. |
A new rep had to learn three machine lines before anyone trusted them to build a quote. | Guided selling asks the questions, so a new rep quotes consumables, service and warranties on day one. |
Reps emailed a quote document, then chased separately with brochures, videos and contracts. | Buyers open one DealRoom holding pricing, product videos, brochures, terms and the sample report. |
“We can just set someone down, give them their account… Whereas before they really had to learn the machines, learn all the intricacies, now they can kind of be on the floor running right away with the DealHub quote.”
Riley Mann
Digital Marketing Strategist
DealHub AI guided selling holds the product knowledge a rep used to carry in their own head. Previously a new hire had to learn three machine lines and their consumables before anyone trusted them to price a deal, so ramp was measured in months. Now they answer the questions the playbook asks and quote on their first day.
Marketing, working with the DealHub AI implementation team. The named implementation contacts were Natalie and Yuran.
Business-owned. Marketing configures machine workflows, price books and approval tiers directly. The executive team sets pricing, and product management supplies the base guidelines for a new SKU.
100% of the direct sales teams in the United States, Europe and Mexico. The Asia team sells through distributors and is out of scope.
Salesforce (CRM, native quote-to-opportunity sync, DealHub quote data available to Salesforce reports). Excel export and import for bulk price updates. An ERP downstream of quote entry, which finance works in.
Low after go-live. Marketing runs configuration and price changes without a developer or an outside Salesforce consultant, and the team was equipped to do it by the time the system went live.
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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