SpotOn adopted guided selling because its catalog was too big for a product list
“We probably have in the region of over two hundred pieces of hardware and maybe fifty pieces of software. And the option to do that in Salesforce… would be just clicking the button to add the products individually… it’s really, really difficult to know what products go with what.”
Marc Sansome
Director of Sales Operations
SpotOn's sales ops team ships promotions, approval changes and new products every week
“We can now do deployments once a week where we’re saying, okay. Here’s a load of really, really cool new stuff that we built, or whether it’s maybe we’re doing a special promotion, or we’re changing the way that we do approvals, or we are adding brand new products.”
Marc Sansome
Director of Sales Operations
SpotOn runs its CPQ without dedicated engineers because every flow is built in configuration
“Salesforce CPQ requires a ton of code… and you need engineers to actually work on that. We actually don’t have dedicated engineers, and we built everything within configuration… You can make a change and you can set it live within minutes, which we really like.”
Marc Sansome
Director of Sales Operations
DealHub AI gave SpotOn's sales operations team a way to sell a catalog no rep could hold in their head. Previously a rep in Salesforce clicked each product onto the quote one at a time and had to know which items belonged together. Now guided selling asks the questions and builds the combination.
DealHub AI made SpotOn's selling flow something sales operations changes on its own schedule. Previously every new product added combinations reps had to learn and could get wrong. Now changes ship in a weekly release, and a whole new retail product went live quickly with its rules already in the flow.
DealHub AI let SpotOn's sales operations team own its CPQ without an engineering bench. Previously, in the director's experience at earlier companies, a CPQ change meant code, cost and engineers. Now SpotOn builds in configuration, a second admin was making changes two months in, and a fix goes live within minutes.
