LifeRaft builds open source intelligence software that corporate security teams use to monitor physical threats, and its revenue operations function is one person. The Salesforce CPQ configuration he inherited had been built by someone who had left, so changing a price or swapping a logo on a quote PDF meant hiring a certified consultant, and the ARR fields had stopped syncing back to the CRM entirely. DealHub CPQ and DealRoom replaced it with a configuration RevOps edits itself, without leaving Salesforce. That team has since restructured the packaging, redesigned the quote and repriced a second time, and average selling price on new business is up 80%.
Measured after RevOps restructured packaging and rebuilt it in DealHub CPQ.
Every closed deal carries its revenue calculations with no manual review.
Reps no longer book a walkthrough to explain what a quote contains.
Every new contract and every renewal LifeRaft signed left its ARR fields out of sync in Salesforce, so the revenue operations lead opened each closed deal by hand and retyped the revenue values before anyone could report on them. Finance and sales were quoting different numbers off the same pipeline. Underneath that, the Salesforce CPQ configuration had been built by someone who had since left, quoting ran on a form carrying roughly five hundred fields, and renewals were cloned from last year's quote so midyear expansions dropped out of the renewal and went unbilled. The one person who owned all of it had never run a CPQ system before.
Our ARR fields are not syncing back to Salesforce, so somebody retypes them on every closed deal. How do we report revenue we have to correct by hand?
Finance is reporting one number and sales is reporting another off the same pipeline. Which one does the board see?
Every change to our pricing, or even to a logo on a quote PDF, needs a certified Salesforce consultant. What does it actually cost us to change a price?
We clone last year's quote to build a renewal, so midyear expansions fall out and we never bill for them. How much are we giving away each renewal season?
| Before | After |
|---|---|
Changing a price, or swapping a logo on a quote PDF, needed a certified Salesforce consultant nobody had in-house. | RevOps edits pricing, packaging and quote branding itself, and ships the change without raising a budget request. |
Reps scrolled a form of roughly five hundred fields and still submitted quotes with inputs missing. | Reps answer a guided sequence that populates the quote and flags a missing input before it reaches approval. |
Renewals were cloned from last year's quote, so midyear expansions dropped out and went unbilled. | Finance reads every renewal quote built from the subscription record, with the year's expansions already in it. |
Buyers booked three to five back-and-forth calls to work out what a quote contained. | Buyers compare the options side by side in DealRoom and choose one without booking a walkthrough. |
LifeRaft ran a Salesforce CPQ configuration built by someone who had left, with quoting, renewals and revenue data pulling apart. | RevOps owns one platform that holds packaging, quoting and the renewal motion together inside Salesforce. |
“The straw that broke the camel’s back was when… our revenue reporting was a mess… So every single deal that we closed in Salesforce, I had to manually review, update all the revenue fields.”
Colin Tanner
Revenue Operations Manager
Revenue reporting, not quoting, is what forced the decision. RevOps was reconciling ARR on every closed deal by hand before the evaluation started.
The revenue operations lead, implementing alone, with the DealHub AI onboarding team doing the build work alongside him. He had never managed a CPQ system before this one.
RevOps owns the pricing structure, the packaging and the quote design, and takes configuration changes to the DealHub onboarding manager rather than to a certified Salesforce consultant.
About six months to implement, and the length was driven by LifeRaft rebuilding its own pricing structure from scratch in parallel rather than by the implementation itself.
A short learning curve at launch from reps used to the old system, then universal preference. New reps quote unaided after one or two quotes, against about ten in Salesforce CPQ.
Salesforce (CRM and single source of truth, reps never leave it to build a quote), Gong (integration available, not yet configured). DealHub Billing was evaluated and is not in use.
One person, no developer and no consultant. A full repricing after a six-month pricing trial was delivered in about two weeks, against a roughly $30,000 quote for a Salesforce CPQ consultant to do the same work.
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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