Intersection sells out-of-home media in 13 US markets, on assets it leases from transit authorities that set contractual limits on what can run there. For years a single proposal was assembled by hand: product pages out of a marketing drive, media pricing and production pricing out of two other files, impressions out of a dashboard, and no guardrail anywhere in the chain. Intersection's revenue operations team moved all 4,000 SKUs, their pricing and their approval rules into DealHub CPQ, with Salesforce as the CRM. Sellers now build a quote in about 11 minutes from a catalog that already knows what each market allows, and the rate review team clears it in about 45.
Sellers build from the catalog instead of assembling a proposal out of ten sources.
Rate review answers hundreds of pricing requests within minutes, across all 13 markets.
All 4,000 SKUs priced in one place, so a change reaches all 13 markets.
Intersection sells thousands of media products across 13 markets, and before DealHub CPQ no two of those products were described in the same place. A sales coordinator building one proposal pulled the product page out of a marketing drive, media pricing and production pricing out of two separate files, and impressions out of a dashboard, then reconciled whatever disagreed. Updating a single price meant editing it in four different places by hand. What made this more than slow was that Intersection does not own the assets it sells. Its transit-authority partners set contractual limits on what content can run on their sites, and they depend on that revenue. With no guardrails in the quoting process, the only thing standing between a rep in an unfamiliar market and a category that partner forbids was whether the rep happened to know.
Our product detail, our media pricing and our impressions live in three different systems. How does a coordinator building one proposal know that all three agree?
Every transit authority we partner with limits what can run on its assets. How does a rep selling outside their own market find out what they are not allowed to sell?
A single price change has to be made by hand in four different places. Which of those four is wrong right now?
Our approvals move through email threads and our reps treat them as an obstacle. What are we protecting if the process is the thing people route around?
Most of our quotes never leave a rep's inbox and there is no paper trail. What are we forecasting from?
| Before | After |
|---|---|
Quotes lived in individual reps' email, so leadership forecast from what it was told rather than from what had been sent. | Every quote is built in DealHub CPQ and lands in Salesforce, so leadership reads the pipeline sellers are actually working. |
A pricing exception travelled as an email thread, and reps fought the step that slowed their deal down. | Rate review receives hundreds of requests across all 13 markets and answers them within minutes, with the margin impact visible. |
One price change had to be made by hand in four different places, and version control was whatever people remembered. | Intersection's revenue operations team changes a price once, and all 13 markets quote the new one. |
Intersection's homegrown logic sat in people's heads and in internal systems nobody had documented. | That logic runs as configured data tables and business rules that Intersection's own team maintains. |
A rep selling into an unfamiliar market had to find out elsewhere what a transit authority allowed on its assets. | Guided selling asks the qualifying question and drops the markets where that brand's category cannot run. |
“Since implementing DealHub, we have seen a tremendous amount of automation… sales coordinators no longer have to look for product pages in the marketing drive, they no longer have to find pricing or impressions or any of those things.”
Kristan Escobar
Director, Revenue Strategy and Enablement
Intersection's sales coordinators got one place to build a proposal from. Previously, a single quote meant opening the marketing drive for the product page, two separate files for media and production pricing, and a dashboard for impressions. Now product detail, pricing, impressions and the sell sheet all generate off the same record.
Intersection's revenue operations and enablement team, which drives adoption, training and usability changes, working with a rate review team responsible for checking every quote against the business rules.
Business-owned. Intersection's revenue operations team maintains the product catalog, the pricing and the guided selling rules, and the rate review team enforces them at the approval step. Sales leadership sponsorship came from the CRO.
Adoption is high overall and varies by book of business. A three-line quote takes five minutes or less. A 40-line quote can take an hour and a half to three hours. New sellers adopt fastest, because they never used the legacy tool.
Salesforce as the CRM. Product sell sheets previously held in a marketing drive and impressions previously held in a separate dashboard are both now generated inside DealHub CPQ.
Intersection's revenue operations team runs its own training and makes its own usability changes, and a price update that previously meant editing four systems by hand is now a single change.
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.
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