MoEngage's Deal Desk supports a customer engagement platform that grew from one product line to four, sold in several currencies through regional teams that run their own playbooks. For years its reps priced from a rate card in Excel, applied region and segment factors by hand, then retyped every number into a separate contract document. DealHub AI replaced that chain with guided selling, regional pricing read straight from the Salesforce opportunity, and one DealRoom that carries the proposal, the revisions and the signature. Deal Desk now configures the products, the price points and the approval routing itself, and reps in every region quote without asking.
Down from a model where Deal Desk built every proposal by hand.
Measured end to end across every region, from quote build to signature.
Down from a week when an outside partner owned the change.
MoEngage had sold on the same commercial logic for seven to eight years, and none of it lived in a system. Reps priced from a rate card in Excel, applied region and segment factors by hand, then retyped every number into a separate contract document. As the catalogue passed twenty products and each regional team adapted its own playbook, the number of inputs behind a single price kept climbing. The obvious fix was Salesforce CPQ, because the CRM was already Salesforce. What the evaluation exposed was that choosing it would have handed every future pricing change to an outside partner, at a company whose product team ships something new most months.
We have sold on this pricing logic for seven to eight years and it lives in an Excel sheet and in people's heads. Can any platform reproduce it without disrupting deals that are already in flight?
Our product team ships something new most months. Why would we agree to raise a change request with an outside partner every time a price moves?
Our reps run from Australia to Pacific time and Deal Desk is four people. How do we stop being the bottleneck on every proposal?
Our proposal and our contract are two different documents that somebody retypes by hand. How many number mistakes are we sending to customers?
| Before | After |
|---|---|
Reps priced from a rate card in Excel, then retyped the same numbers into a separate contract document. | Reps build the quote once, and one DealRoom carries the proposal, every revision and the signature. |
Deal Desk built every proposal, so quoting could not scale past the capacity of one small team. | Reps across every region build their own quotes, and Deal Desk sets the playbook instead of filling it in. |
Region, segment and currency logic was applied by hand, so accuracy depended on the individual rep. | Reps enter nothing regional. DealHub CPQ reads the Salesforce opportunity and applies that market's products, price points and approval path. |
Every new SKU meant coordinating across Product, Deal Desk and Engineering, and even a minor pricing change took days or weeks. | Deal Desk adds the product in Salesforce and DealHub CPQ itself and is live the same afternoon, with no developer involved. |
Reps had worked in spreadsheets for years, and a platform change risked the selling motion mid-year. | MoEngage ran both systems in parallel for two months, reshaped the playbook on real deals, and removed Excel access in April. |
“We would sell in multiple currencies. So we needed a platform that will do all the magic in the back end… you’re just selecting the right products. And from a customer perspective, you’re seeing a very simple proposal.”
Manohar Nandigam
Senior Director - Sales Enablement & Deal Desk
DealHub AI gave MoEngage one place where the proposal and the contract are the same document. Previously, reps priced from an Excel rate card and retyped every number into a separate contract, and number mistakes reached customers. Now the rep builds the quote once, the customer sees a simple proposal, and the signature happens in that same DealRoom.
MoEngage's Senior Director of Sales Enablement and Deal Desk, working with the in-house DealHub CPQ admin. The function itself was created roughly three years before the rollout.
Business-owned configuration. Deal Desk writes the playbook and the pricing, the pricing committee sets price points, andiscounts past a regional threshold route to the regional VP who holds the deal context.
Two to three months of build, then launch at the February 2024 sales kickoff. Leadership saw product-level revenue and product-level discounting by April 2024, at which point Excel was retired.
Cohort rollout. Roughly six weeks of small user-group demos before launch, Deal Desk building quotes alongside sellers through February and March, both systems running in parallel for two months, Excel access removed in April.
Salesforce CRM. DealHub CPQ reads the opportunity's country and industry to set products, price points, currency and approval routing, and writes structured product and pricing data back for billing and customer success to consume.
Light on engineering and heavy on Deal Desk. No developer is involved in a product or pricing change, and the stated bar for building a playbook is basic Excel skill.
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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