Unit4 builds ERP software for people-centric organizations across the public sector, nonprofits, and professional services, with more than 3,500 employees serving customers worldwide. When the platform team moved the company from Salesforce to Microsoft Dynamics 365, the CPQ underneath it was inflexible and every change to a product or a price ran through an outside consultant. DealHub AI replaced Salesforce CPQ and ran on both CRMs through the migration, so quoting never had to pause. Unit4's business users now configure products, pricing, and approvals themselves, and new sellers ramp on a quoting flow that did not change when the CRM did.
Sellers build and send offerings inside Microsoft Dynamics 365 without leaving the CRM.
New hires learn one quoting flow that did not change with the CRM.
Guided questions and playbooks replaced the previous CPQ's harder quoting flow.
Unit4's platform team was moving the company off Salesforce and onto Microsoft Dynamics 365, and the CPQ sat in the middle of it. Every new booking went through a quote, so a quoting layer that could not follow the company to Dynamics 365 meant the sales organization would stop creating bookings on the day the CRM changed. Salesforce CPQ could not make that move. It was also rigid enough that Unit4's own administrators could not change a product, a price, or an approval rule without paying an external consultant to do it, which put the cost and the calendar of every commercial change outside the company.
The CPQ is the heart of the system, and we are about to change the system underneath it. What happens to new bookings on the day we cut over to Dynamics 365?
Our business people cannot change a price or an approval rule without an external consultant. Why is a commercial decision waiting on somebody else's calendar?
Reps already find the current quoting flow slow to learn. How long will a new salesperson take to ramp if we hand them a second new system at the same time?
We are running two major projects at once, the implementation and the lift and shift. Who is going to be beside us when both of them are live?
| Before | After |
|---|---|
Any product, price, or approval change went out to an external consultant and waited on their schedule. | Unit4's business users make product, pricing, and approval changes themselves, inside the tool. |
New sellers took a long time to learn a quoting flow that was hard to navigate. | New sellers ramp on guided questions and playbooks, more than 50% faster than before. |
Reps moved through a slow, cumbersome quoting process on the previous CPQ. | Reps generate quotes four times faster and send them from inside Microsoft Dynamics 365. |
Quoting was tied to Salesforce, so a CRM change meant rebuilding the CPQ and retraining every seller. | Unit4 runs one quoting layer across Salesforce and Microsoft Dynamics 365 and lifted it across without a rebuild. |
Two concurrent projects, the implementation and the lift and shift, had no single partner across both. | Unit4's platform team ran both projects with the DealHub AI implementation team working alongside them. |
“We made the move from Salesforce to Dynamics. Before we started this move, we actually understood that the CPQ is the heart of the system. So we looked around, and we took actually DealHub as the vendor of choice to help us.”
Eran Zeevi
Head of Cloud Transformation Program
DealHub AI became the quoting layer Unit4 chose before it started moving CRMs. Previously, the platform team was about to change the system every new booking ran through, with no certainty the CPQ would follow. Now product pricing and the approval processes around it run in one place across both platforms.
Unit4's CRM platform owner, reporting into the CIO, with the DealHub AI implementation team working alongside.
Business-owned configuration. Unit4's business users manage product, pricing, and approval rules directly.
Lift and shift. The same quoting configuration carried from Salesforce to Microsoft Dynamics 365 with no seller retraining.
Salesforce and Microsoft Dynamics 365 (CRM, with quoting running inside the CRM). Downstream fulfilment and ERP integration handled by Dynamics 365 rather than by the CPQ.
Two concurrent projects run by the platform team, the initial implementation and the lift and shift onto Dynamics 365.
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
Stay up to date with the latest news and events
