Quilt Software acquires specialty point-of-sale software companies and unifies them on its own platform, with each brand keeping the market it knows. Quoting was the outlier. Rain Retail had no process at all, and POS Nation ran Salesforce CPQ inside Salesforce Classic that only a certified administrator could change. DealHub AI replaced both with one governed workflow, carrying a separate playbook, catalog and approval set for each brand. Quilt's Sales Ops team now builds products, pricing rules and approvals itself, and the Salesforce administrators stay on the CRM.
Sales Ops adds and configures a new product itself, in minutes.
No Salesforce certification is needed to change pricing, products or approvals.
Rain Retail went live in 90 days and POS Nation in 30.
POS Nation quoted out of Salesforce CPQ inside a Salesforce Classic org, and the system had grown heavy enough that only a certified Salesforce administrator could touch it. A new product, a pricing change or an approval rule meant a ticket, and the ticket queued behind everything else the Salesforce team was carrying. At the same time POS Nation was rebuilding its CRM from Salesforce Classic to Lightning, which needed the same people. The quoting tool was competing for the scarcest skill in the company, and Sales Ops could not answer a rep's product request without borrowing it.
Setting up one new product takes 45 minutes of certified admin time and sits in a ticket queue first. Why does a rep wait days for something Sales Ops could do itself?
Our Salesforce team is rebuilding the CRM from Classic to Lightning. Why is that same time going into maintaining a quoting tool?
Rain Retail has no quoting process at all and POS Nation has one nobody can change. How do we put both on one system without forcing them into one sales motion?
Reps type deal detail into Salesforce by hand or skip it. How do we report on products sold and discounting when the data depends on who remembered?
| Before | After |
|---|---|
Rain Retail's reps built quotes by hand off picklists and cleared discounts in ad hoc conversations. | Guided selling presents the right products for the vertical and every approval runs inside the quote. |
Reps typed deal detail into Salesforce fields by hand, and skipped the fields they forgot. | Locations, product mix and pricing logic derive from playbook answers and sync to Salesforce. |
Only a Salesforce-certified admin could change pricing logic, product rules or approval flows. | Sales Ops builds and deploys new playbooks, products and pricing itself, often the same day. |
Replacing the CPQ meant competing with the Classic-to-Lightning rebuild for the same engineers. | Sales Ops ran the rebuild itself in 30 days with light-touch guidance from DealHub AI. |
A new Sales Ops hire needed Salesforce CPQ knowledge before they could take any of the work. | A hire two months into the role handles nearly everything the job needs in DealHub. |
“There’s… particular sales motions that Salesforce CPQ doesn’t really have an answer for that we need an answer for. DealHub does that. You don’t really have an approval process built out with Salesforce CPQ. DealHub does that.”
Mary Wike
Vice President Sales Operations
DealHub AI took over quoting at POS Nation from a Salesforce CPQ instance running inside Salesforce Classic. Previously the sales motions the brand actually ran had no home in the tool and approvals had no workflow at all. Now the playbook carries the motion and the approval fires inside the quote.
Mary Wike, Vice President Sales Operations, who led both implementations and built the playbooks, product catalogs, approvals and pricing logic herself.
Guided selling playbooks per brand, with approvals inside the quote flow. Sales Ops configures and deploys them directly, with no Salesforce certification and no custom objects.
Rain Retail went live in 90 days from a standing start. POS Nation replaced Salesforce CPQ in 30 days, in parallel with its Salesforce Classic to Lightning migration.
Reps sent quotes from the start with no complaints logged, which the team recorded as immediate traction.
CRM (Salesforce) at both brands. Quote data syncs back so every opportunity carries the configured detail.
One Sales Ops team with no Salesforce certification, with light-touch consultative support from DealHub AI customer success during both builds. A hire two months into the role handles nearly everything the job needs.
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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