SecurityMetrics sells PCI, HIPAA and HITRUST compliance services, and its enterprise branch runs on Salesforce while the rest of the company sells through a system it built in-house. For years quoting meant Conga templates, PDFs emailed back and forth and a lawyer working in Microsoft Word, because the only CPQ on the table cost too much and demanded the whole company commit to one CRM. DealHub CPQ and DealRoom replaced that. Three Salesforce admins, none of them dedicated to CPQ, now configure the products, the pricing and the guided playbooks themselves, and are extending the same motion to the channel branch.
Down from a Conga template and a PDF emailed back and forth.
Guided playbooks decide what a rep can add before the quote exists.
Their own Salesforce admin configured it, with light-touch support from DealHub AI.
SecurityMetrics had wanted a real quoting system for years and had not bought one. Salesforce CPQ was the only option on the table, and it carried a price the business had blocked this kind of purchase over before, plus a requirement to go all in on a CRM that runs one branch of the company. The rest of the business sells through a system SecurityMetrics built itself. A compliance company that keeps its own support in-house was not going to hand quoting to a platform it could not configure or leave, so the lawyer kept working in Microsoft Word and reps kept emailing PDFs back and forth.
Salesforce runs our enterprise branch and a system we built ourselves runs the rest. Why would we commit the whole company to one CRM's CPQ to fix quoting for one branch?
We have three Salesforce admins and none of them does CPQ. Who configures and supports this once the implementation team is gone?
Most of what we sell is professional services, not an annual subscription. Why are we being priced and configured like a subscription business?
We will not wait on somebody else's support desk to fix our own pricing. What happens to a live deal when their support centre is closed?
| Before | After |
|---|---|
Reps rebuilt the same customer data into Conga templates and emailed PDFs back and forth, and the lawyer handled contracts in Microsoft Word. | Reps send one branded DealRoom the buyer opens, reads and signs, with merge fields filling the proposal table. |
Sellers added whatever products and line items they chose, so no two quotes were built the same way. | Sellers answer the playbook's qualifying questions first, and can no longer put an unapproved line item on an enterprise quote. |
A lean admin team with no CPQ experience faced a rollout long enough to stall the project before it started. | Their own admin configured the system and had it live in three months, and now supports it without escalating anything as urgent. |
A rep had no signal once a quote left the inbox, so follow-up timing was guesswork. | Reps see who opened the DealRoom and how often, and time the follow-up to that. |
The enterprise branch was the only part of the business with a real quoting system. | The admin team is extending DealRooms and guided selling to the channel branch, with an API path planned for the homegrown CRM. |
“The price point was the biggest factor… Our company was really afraid to get stuck in a system. So Salesforce CPQ, we had to be all in one hundred percent for Salesforce… Salesforce isn’t even our full CRM for our entire business.”
Sidnie Anderson
Salesforce Administrator
DealHub AI gave SecurityMetrics a branded, buyer-facing quote in place of a Word document. Previously, reps rebuilt the same data into Conga templates and emailed PDFs back and forth, while the company's lawyer handled contracts in Microsoft Word. Now the enterprise team sends one DealRoom the customer opens, reads and signs in a single place.
The company's own Salesforce administrator, using the DealHub AI implementation team they had already paid for as a light-touch resource rather than as the builder.
Admin-owned configuration. One Salesforce admin maintains products, pricing, guided playbooks and output documents, with no dedicated CPQ admin anywhere on the team.
Results from the moment of deployment. The major implementation was complete at roughly three months, and everything was solidified between three and six.
Enterprise branch first, now extending to the channel branch. The SMB branch and its homegrown CRM are planned behind it.
Salesforce, the CRM behind the enterprise branch, bi-directional, including delivery project records created from DealHub AI. A homegrown CRM runs the other branches and is an API candidate rather than a live integration. Contract management stays outside DealHub by the customer's choice.
Low. One admin who also covers every other Salesforce responsibility. DealHub AI tickets come back inside 24 hours and the customer reports nothing rated urgent.
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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