Customers >

How Tipalti Used DealHub CPQ to Gain Full Autonomy Over Its Hybrid Revenue Model

Tipalti is a global leader in payables automation dedicated to modernizing finance operations. Its mission is to empower businesses with a unified platform that streamlines the entire accounts payable and mass payments workflow, from onboarding and invoicing to global payments and reconciliation. Through its comprehensive suite of tools, Tipalti ensures that high-growth companies can manage global payables with efficiency, control, and visibility.

SaaS

1200+

Faster Go-Live than Other CPQs

Faster Approvals (<4h vs Days)

Admin Workload Cut (40%→<10%)

Solution they used

CPQ

CLM

DealRoom

CRM
they use

Salesforce

Challenge

Forecasting in the Dark

Tipalti’s pricing model combined SaaS platform fees with transaction-based payments, making it nearly impossible to predict annual consumption billing (ACB). Each rep maintained their own spreadsheet, breaking formulas and creating inconsistent assumptions. Leadership couldn’t rely on any forecast, and Sales Ops spent hours chasing down data. Every manual edit or formula error led to incorrect estimates and delayed closes.

Solution

Embedded Estimator. Real-Time Accuracy.

DealHub’s low-touch configuration framework allowed Tipalti to build an embedded consumption estimator directly inside the seller playbook, streamlining the quoting process. Sales reps input deal variables like transaction volume, cross-border payments, and currencies, and DealHub instantly calculates ACB and margin. The data syncs automatically to Salesforce, creating a single source of truth for revenue forecasting.

Challenge

Chaos in the Inbox

Approvals at Tipalti used to live in email threads, scattered, untracked, and inconsistent. Order forms were static PDFs from Salesforce, and discount requests were added as free-text notes. There was no reliable audit trail, and reporting on pricing activity was a “complete nightmare.”

Solution

One Platform. Every Approval.

Approvals that once took days now happen in under four hours, with every decision, comment, and exception logged in Salesforce. For the first time, Sales Ops could monitor discounts, margin impact, and approval trends in real time.

Reporting on that was a complete nightmare. Once I started, we decided to look for a CPQ to give us more visibility and automation, better tracking, better control. We looked at Oracle and Salesforce CPQ, but what stood out about DealHub was how quickly we could manage it ourselves without relying on another team.”

Heather Taylor

Director of Global Sales Operations

Challenge

Governance Without Agility

Other CPQ systems required technical specialists for every configuration change, slowing the business to a crawl. Tipalti’s Sales Ops team needed a solution they could control, without waiting weeks for IT or offshore developers.

Solution

Embedded Estimator. Instant Forecasts.

DealHub gave Tipalti the freedom to manage logic, pricing, and approval workflows internally. The platform went live globally in just six months, one-third the typical CPQ deployment time that was expected. Today, every configuration change, product update, or pricing rule is managed directly by Sales Ops, keeping the team agile and independent.

Challenge

Pilot Programs Took Quarters, Not Weeks

Frequent pilots and revenue experiments are vital to stay competitive, but without accurate forecasting and granular margin controls, each test puts profits at risk. Launching new pricing or product pilots once required IT involvement, and months of setup. Every experiment created risk and technical debt, making it difficult to test new models quickly.

Solution

Modular Playbooks. Instant GTM Experimentation.

DealHub’s dynamic playbook logic allowed Tipalti’s Sales Ops team to toggle new pricing pilots by team, region, or product in minutes. The new estimator empowers leaders to build, test, and launch pilot programs with full transparency. Sales can model custom pilot consumption triggers and preview impacts instantly. approvals and guardrails are built-in. Tipalit has launched eight pilot programs over the past couple of years, including a rebate-based pricing model that replaced upfront discounts with post-activation rewards, reducing margin leakage, improving customer retention, and accelerating activation.

We’ve had eight or nine pilots now, testing new pricing and onboarding models. DealHub lets us turn them on or off for specific sales teams, capture feedback, and roll them out globally when they work. It’s great to have that flexibility.”

Heather Taylor

Director of Global Sales Operations

Challenge

Disconnected Data. No Feedback Loop.

Before DealHub, Tipalti had no way to track how accurate its forecasts were or whether pricing changes achieved the desired impact. Spreadsheets produced static estimates with no structured feedback cycle.

Solution

Continuous Optimization. Every Quote Teaches the Next.

Because DealHub’s estimator is embedded in the quoting workflow, every quote syncs forecast data back to Salesforce. Tipalti’s team now compares predicted versus actual consumption to refine pricing assumptions each year, creating a continuous feedback loop that improves accuracy and profitability.

Every year we’ve gone in and fine-tuned the estimator. It’s helped us get tighter from bookings to revenue, and each cycle we get closer.”

Heather Taylor

Director of Global Sales Operations

Challenge

Sales Onboarding Dragged, Teams Lacked Modern Tools

Without a collaborative workspace, sellers relied on email attachments and versioned PDFs. There was no visibility into customer engagement or deal status. Teams lost momentum, wasted cycles emailing for deal desk support, and often missed quota due to onboarding delays or quoting mistakes.

Solution

Guided Selling and Modern DealRoom Boost Sales Effectiveness.

DealHub’s intuitive workflows, combined with guided selling experience, give new hires a frictionless onboarding experience. With built-in playbooks, reps can ramp faster, quote independently, and focus on pipeline, not troubleshooting spreadsheets. With DealRoom, reps now share live quotes directly with customers, who can review, comment, and approve in one place. Sales, Finance, and Legal work from the same shared workspace, reducing back-and-forth, eliminating version confusion, and improving customer experience.

Challenge

Maintaining Control at Enterprise Scale

As Tipalti’s growth accelerated, so did the need for faster pricing decisions and global consistency. The Sales Ops team needed to adapt to change instantly, without compromising control or compliance.

Solution

Operational Autonomy. Speed Without Risk.

DealHub enabled Tipalti to combine governance, flexibility, and speed in a single platform. Sales Ops can now reconfigure pricing, test new models, and roll out changes globally in days, maintaining full compliance and visibility throughout.

Because I can make the changes myself, DealHub has given us a lot more flexibility. Having that control within our own department is huge, we don’t have to wait on other teams anymore.”

Heather Taylor

Director of Global Sales Operations