Powerfleet builds AIoT software for mobile assets and was assembled from three businesses, Fleet Complete, MiX Telematics and Powerfleet itself, selling hardware, software, accessories and installation across North America, Europe and Australia. Quoting that range ran on Experlogix and Salesforce CPQ, where a product or pricing change meant a developer and a queue. DealHub AI replaced Experlogix as the quoting layer behind Powerfleet's Harmony global template, connected to Salesforce. Revenue operations now configures products, playbooks and approvals directly, and the technology team spends about an hour a week on the platform.
One quoting standard went live across North America, Europe and Australia at once.
Measured against Experlogix, the CPQ Fleet Complete ran before the merger.
The people who checked every work order now run renewals and sales coordination.
Powerfleet came together from three businesses that each quoted a different way, on Experlogix in one and Salesforce CPQ in the others, against a product range that runs from hardware and sensors to software, accessories and pro installation. The decision to standardize was not the hard part. The timing was. A CPQ contract was expiring with a savings target attached, which took a phased regional rollout off the table and left one option: every region live on one system before the contract ran out.
Our contract runs out this year and we have a savings target against it. Can we really stand a global CPQ up everywhere at once?
Three companies quote three different ways, on two different CPQs. Which one do the other two move onto?
Every change to a product or a price sits in a developer queue today. How do we run a global template at that speed?
We sell hardware, software, accessories and installation on one order. What happens downstream every time a rep leaves a cable off?
| Before | After |
|---|---|
Product and pricing changes needed customized objects and development work, so Experlogix and Salesforce CPQ both ran through IT. | Revenue operations configures products, prices and playbooks directly. A change is a configuration rather than a release, and the technology team spends about an hour a week on the platform instead of a full developer. |
A rep assembling hardware, software, accessories and installation by hand could leave out a cable, a sensor or the install, and fulfillment or finance caught it downstream. | Guided playbooks ask the questions that build the whole solution, so the order that leaves is the order that was configured. |
Quotes, signature and CRM were three systems, with DocuSign carrying the signature and a separate contract to maintain. | DealHub DealRoom carries the proposal and the native signature, and the signed agreement lands back in Salesforce with the deal context attached. |
Keeping up with product and pricing demand meant asking for three or four more people. | An approved solution set is configured, tested and live by the end of the next day, on the team Powerfleet already has. |
Discount and pricing exceptions were visible only to whoever handled them, which made audit evidence a collection exercise. | One approval path covers pricing changes, discounts and exceptions, and every decision leaves a trail a SOX auditor can pull. |
“So we made the decision definitely to bring on DealHub. It was more intuitive, the UI was easier to understand… As we were kind of dealing with what’s the global template going to be for Powerfleet, which was the culmination of three group companies, it was kind of a no-brainer for us that DealHub was going to stay in our stack.”
Leeann Russell
Global VP, ePMO / Corporate IT
Powerfleet weighed Salesforce CPQ against the system Fleet Complete already ran, twice, and kept the one its business teams could configure themselves.
Powerfleet's global business-systems team with the revenue operations team, supported by two DealHub AI customer success leads. The build ran as a two-day onsite workshop in Toronto after the playbook was prepared in advance.
Business-owned configuration. Revenue operations owns the playbooks and the product configuration. The technology team owns deployment to production, peer review and final testing, plus advice on anything more complex than an everyday change.
About six weeks from start to a global go-live, with a two-day onsite build in the middle of it and the playbook work done before that.
Big bang, global, with no phased rollout, because a contract deadline removed the option. Administrators in Toronto, Europe and Australia were trained during the build so every region went live together. Adoption was immediate for the teams already on the system and has taken longer for the acquired organizations, which are now seeing the time saved on their quotations.
Salesforce (CRM, native integration, signed agreements stored back into it), DealHub AI native electronic signature replacing DocuSign, and email for approval notifications.
About an hour a week of technology-team time, down from a full developer dedicated to Experlogix. Revenue operations runs configuration as a standing job because Powerfleet makes changes daily, not because any single change is hard, and doing the same work the old way would have needed three or four more people.
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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