Trintech's cloud platform runs the financial close for finance teams worldwide. For nine years its quoting ran on Salesforce CPQ, and nine years of acquisitions turned that instance into custom code, multiple pricing engines and thousands of manual price entries that one person maintained. DealHub AI replaced it as the quoting layer on Salesforce, with conversion tables and discount schedules in place of the custom build. A three-person team went live globally in six months, and reps now generate, approve and send their own quotes.
Reps generate and send quotes without waiting on RevOps.
License for license, with no paid seats for view-only access.
Fiscal-year repricing now takes two days instead of weeks.
Every acquisition Trintech made arrived with its own price books, bundles and selling motions, and all of them landed in one Salesforce CPQ instance. Multiple pricing engines ran side by side to hold them, with 24 to 48 individual price entries for every product, block pricing, and target prices calculated in Excel formulas that could not be loaded in. Repricing the catalog for a new fiscal year took one person 100 to 200 hours of manual entry. Then the CPQ contract came up for lapse, and the team had roughly a year to identify, build and go live on a replacement, against a Salesforce CPQ implementation that had taken 18 months.
A fiscal-year price update takes one person 100 to 200 hours across thousands of entries. Why is our pricing cycle limited by how fast one of us can type?
Our contract is about to lapse and our last CPQ implementation took 18 months. Can we replace this before it expires?
Our reps wait on RevOps for every document and our executives need a paid Salesforce seat to approve. What is that queue costing us on every deal?
We are buying licenses so finance, legal and accounting can read a quote. Why does visibility cost us a seat?
| Before | After |
|---|---|
Nine years of accumulated Salesforce CPQ customization, maintained by one person. | Trintech configures its own CPQ and went live globally in six months with three people. |
Static PDF quotes, with buyers chasing follow-ups across separate email threads. | Buyers open one DealRoom holding pricing, proposals and supporting documents, and share it internally. |
Reps waited on RevOps for documents, and executives needed a paid Salesforce seat to approve. | Reps generate and send quotes themselves, and executives approve from email with no seat. |
Each renewal took fifteen minutes or more of RevOps processing time. | The renewals team closes a renewal in four clicks and under five minutes. |
Salesforce CPQ carried more capability than Trintech's sales motion needed. | Trintech runs a deliberately simple quoting motion and adds only what it uses. |
“A mantra that we’d like to carry across our sales cycle… be first, be fast, and be hard to kill… if we can beat our competitors to the punch by getting pricing in front of the customer, that puts us in a huge place of advantage.”
Kellen McGuar
Business Applications Leader & Salesforce Architect
DealHub AI put quote generation, discount approval and proposal delivery in the rep's hands. Previously, pricing that matched what a customer had just discussed took a RevOps request and a wait. Now the rep prices the call, gets the approval and sends a proposal while the conversation is still warm.
Kellen McGuar, Business Applications Leader and Salesforce Architect, with two executive sponsors.
Business-owned configuration. A three-person internal team owns pricing logic, discount schedules and approval routing.
Six months from project inception to global go-live, against 18 months for the prior Salesforce CPQ implementation.
Global go-live. Trintech carried over only the core CPQ functions and deliberately left the rest behind in Salesforce CPQ.
Salesforce (CRM), native document generation and embedded eSignature, DealRoom for buyer-facing collaboration.
Low. One technical owner and two executive sponsors, with two DealHub AI consultants configuring and testing options during rollout.
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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