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How TLC Unlocked Revenue Intelligence from Hidden Margin Risk

TLC Worldwide is a global leader in customer engagement, loyalty, and reward solutions. The organization helps the world’s most ambitious brands drive sales, increase engagement, and build lasting customer connections through personalised, experience-led programs. With a presence in 15+ countries and over 30 years of expertise, TLC delivers scalable, data-driven programs that create real impact - on brand, on budget, and designed to grow.

Advertising Services

412

100%

Deal visibility

14 → 1

Pricing Templates Unified

<24hr

Pricing updates

Solution they used

CPQ

DealRoom

CRM
they use

Microsoft Dynamics 365 Sales

Challenge

Balancing Growth with Margin Governance

As TLC expanded across global markets, maintaining consistent oversight of pricing decisions and margin risk became increasingly important. The organization needed a more proactive way to strengthen governance, improve visibility, and support strategic decision-making at scale.

Solution

Enforced Governance at the Moment of Decision

DealHub AI embeds margin thresholds and discount limits into the workflow. Automated flags trigger reviews for high-stakes deals before they progress. Every pricing change is timestamped and attributed in Dynamics 365, ensuring full accountability and HQ control.

Challenge

Standardizing Pricing Across Markets

TLC used 14 pricing templates supported by complex Excel models and regional ERP inputs. As the business scaled globally, the team saw an opportunity to systemize the expertise held by finance and operations leaders to improve consistency and support more efficient execution across markets.

Solution

Pricing Logic Encoded in the System

DealHub helped TLC extract that expertise and encode it into a repeatable pricing and cost model. The result: a system-driven foundation where every market prices campaigns using the same logic.

Challenge

Increasing Nuance in Pricing Decisions

Pricing decisions became increasingly nuanced as the organization grew. Greater visibility into the business context behind each deal became essential for strategic planning, forecasting, and investor-level reporting.

Solution

Deal Context That Informs Pricing Strategy

The system now captures the reasoning behind every quote, from partnership structures to reward types. This structured data enables deep analysis of margin performance. Leadership can now report on ARR and pipeline health with total confidence.

Challenge

Quoting Outside the CRM

Quoting previously occurred across a legacy architecture, separate from the 1,000+ products managed in Dynamics 365. As TLC scaled globally, the team identified an opportunity to reduce manual reconciliation, improve data consistency, and create a more connected revenue workflow across systems.

Solution

CPQ That Extends Dynamics 365

DealHub AI integrates natively with Dynamics 365, allowing reps to generate quotes without leaving the CRM. All data syncs automatically, while approvals are handled via Teams and Outlook. The result is a seamless, natural extension of the existing workflow.

Challenge

Enhanced Forecasts with Buyer Insights

Forecasting relied primarily on rep-driven updates, with limited visibility into how buyers were engaging with proposals throughout the sales cycle. There was no way to track buyer engagement or see if a proposal was actually being reviewed.

Solution

Buyer Signals That Tell You Where a Deal Actually Stands

The DealRoom provides real-time visibility into buyer interactions. Seeing a CFO engage with a proposal provides an objective signal that a signature is imminent. Structured workflows replace email threads, allowing for faster, tracked approvals at any time.

Challenge

Deal Data Scattered Across Spreadsheets, Emails, and Presentations

Deal history and pricing information were managed across spreadsheets, emails, and presentations throughout the sales process. TLC looked to centralize this information to improve visibility, simplify reporting, and support deeper analysis across the business.

Solution

Full-Funnel Visibility with DealHub, From Proposal to Campaign Outcome

Dynamics 365 now serves as the single source of truth through bi-directional sync. The DealRoom centralizes all assets and contracts in a governed space. This end-to-end visibility allows TLC to compare initial deal structures against final campaign outcomes with complete context from creation through execution.