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How Powerfleet Consolidated Three CPQ Environments into One Global Standard

Powerfleet is a global leader in the artificial intelligence of things (AIoT) software-as-a-service (SaaS) mobile asset industry. With more than 30 years of experience, Powerfleet unifies business operations through the ingestion, harmonization, and integration of data, irrespective of source, and delivers actionable insights to help companies save lives, time, and money. Powerfleet's ethos transcends our data ecosystem and commitment to innovation; our people-centric approach empowers our customers to realize impactful and sustained business improvement.

Telematics / AIoT SaaS

2,500+

6-week

Global deployment

70%

Improvement in quote cycle time

Audit roles reallocated

Solution they used

CPQ

DealRoom

CRM
they use

Salesforce

Challenge

Three Companies, Three CPQs, Zero Time to Waste

Following Powerfleet’s merger with MiX Telematics and acquisition of Fleet Complete, the organization needed to consolidate multiple CPQ platforms and standardize regional quoting processes. With an upcoming contract expiration, the team strategically executed a coordinated global rollout to establish a scalable, unified global process.

Solution

Deploying Globally in Six Weeks

Working closely with DealHub's implementation team, Powerfleet completed a global deployment in approximately six weeks. A two-day onsite workshop with DealHub experts Neil and Ariela accelerated configuration efforts, while extensive playbook preparation ensured a smooth rollout. This rapid rollout has driven greater operational efficiency and visibility across the organization while seamlessly enabling a global, follow-the-sun support model.

Challenge

IT-Dependent Change Management

Legacy CPQ environments, like Salesforce and Experlogix, required significant IT involvement, specialized development resources, and ongoing maintenance effort. Business teams often had to wait for technical resources to make changes, slowing responsiveness and limiting agility.

Solution

Business-Led Administration

DealHub’s business-led administration model empowers the RevOps team to manage pricing, products, and configuration changes without developer support, reducing maintenance overhead and accelerating execution. The team estimates it would have taken three to four additional full-time employees to support this same workload under their previous system.

Challenge

Navigating Product and Service Complexity

Powerfleet's sales teams manage highly complex offerings spanning hardware, software, services, accessories, installations, and customer-specific solutions. Manual configuration introduced errors that created downstream operational issues, fulfillment delays, and potential revenue leakage.

Solution

Guided Selling at Scale

By automatically enforcing business rules, DealHub's adaptive playbooks ensure sellers configure accurate, complete solutions the first time to eliminate configuration errors and downstream rework. This streamlined process boosts operational confidence and helped Powerfleet reduce quote cycle times by 70% compared to Experlogix.

Challenge

Managing Contract Visibility Across Systems

As contracts moved between quoting, signature, and CRM systems, maintaining visibility into what was sold and agreed upon became more difficult. Powerfleet wanted a simpler way to manage customer-facing documents while ensuring contract details remained accessible throughout the customer lifecycle.

Solution

Consolidating E-Signature and Deal Collaboration

By replacing DocuSign with DealHub's native e-signature and using DealRoom to share proposals and contracts, Powerfleet simplified the buyer experience and reduced vendor sprawl. Signed agreements and deal context stay connected within Salesforce, giving teams easy access to customer history.

Challenge

Adapting to Rapid Market Demands

Powerfleet continuously adapts its products, pricing, and solution offerings to keep pace with evolving customer needs and market demands. Under previous approaches, supporting these changes required additional operational headcount and slower change cycles.

Solution

Faster Revenue Operations

With DealHub, business users gained ownership of configuration management and playbook administration. RevOps teams can implement updates in minutes while IT focuses on governance and strategic guidance rather than operational execution.

Challenge

Balancing Speed with Governance

As a publicly traded company, Powerfleet needed approval processes that supported both sales agility and audit requirements. The organization required greater visibility into pricing changes, discount approvals, and exceptions without creating additional friction for the business.

Solution

Built-In Approval Governance

DealHub provides a standardized approval framework for pricing, discounts, and exceptions while maintaining a complete audit trail. This allows Powerfleet to move quickly while supporting SOX compliance requirements.

DealHub’s approval workflows are critical to maintaining SOX compliance and streamlining audits.”

Leeann Russell

Global Vice President

From Post-Acquisition Complexity to

Revenue Consistency

Standardize Revenue Operations After Acquisition

Organizations growing through acquisition often inherit disconnected quoting processes, inconsistent product catalogs, and multiple CPQ systems. Powerfleet used DealHub as the foundation for a unified global revenue operating model across three businesses.

Reduce Complexity in Hybrid Revenue Models

Companies selling a mix of hardware, software, services, installations, and subscription offerings need a CPQ platform capable of managing complex configurations without increasing operational risk. DealHub's guided selling capabilities help ensure complete and accurate quotes.

Enable Business-Led Agility

Traditional CPQ platforms often create dependency on IT and developers for pricing, product, and configuration updates. DealHub enables RevOps teams to manage changes directly, improving responsiveness to market and customer demands.

Improve Quote Accuracy and Reduce Revenue Leakage

Standardized configuration rules and guided selling reduce quoting errors, minimize downstream rework, and help ensure customers receive complete solutions the first time.

Create Consistent Global Governance

By standardizing quoting, approvals, and reporting processes, organizations can establish stronger governance, improve audit readiness, and create greater visibility across regions and business units.

Scale with Operational Efficiency

A unified CPQ framework allows organizations to support global growth, streamline support models, and leverage follow-the-sun operations without requiring region-specific processes or resources.

Build a Stronger Revenue Foundation

For telematics, IoT, manufacturing, and technology companies managing complex sales motions, DealHub provides the scalable infrastructure needed to support revenue execution, operational consistency, and long-term growth.

From Complexity to

Global Consistency

Metric

Before