WorldVue equips hospitality brands including Marriott, IHG, and Independents with in-room entertainment, connectivity, and property technology. When the company expanded from television into network, security, and phone systems, the RevOps team moved pricing out of a single Excel workbook and into DealHub CPQ, encoding brand-governed rules the business owns directly.
Pricing capacity now scales with demand instead of executive availability
Governed Playbooks stop non-compliant quotes before they reach a reviewer
Down from 1 to 3 days, measured from the point a quote enters approval
Before DealHub, WorldVue's pricing ran through a single, privately held, macro-enabled Excel workbook. A sales rep generated an email from WorldVue's CRM, pulled a generic pricing template, and routed it to two or three members of executive leadership, who reviewed and returned pricing by hand. A quote could take anywhere from a few hours to three days for a complex, multi-product deal. That process worked when WorldVue sold one product line. It could not hold once the company added network, security, and phone offerings on top of television, each carrying its own brand-specific rules.
How do we scale pricing without adding headcount to review every quote?
How do we guarantee every proposal meets each hotel brand's compliance requirements, every time, regardless of who writes it?
How exposed are we to margin loss when hardware costs shift mid-quarter?
Can we grow into new product lines without rebuilding our pricing process each time?
| Before | After |
|---|---|
Pricing lived in a single macro-enabled Excel workbook. | DealHub CPQ Playbooks owned directly by the RevOps team. |
Every deal routed through two to three executive leaders for manual sign-off. | Guided Selling and submit validations enforce brand-mandated requirements structurally. |
Quote turnaround ran 1 to 3 days for complex deals. | Quote turnaround from 1 to 3 days down to hours once a quote clears approval. |
Brand-compliance requirements depended on institutional memory, not the system. | Component and hardware repricing in about 5 minutes. |
No connection between the CRM and the pricing process. | Microsoft Dynamics 365 connected from CRM into quoting. |
The RevOps team encoded commercial logic directly into DealHub CPQ Playbooks, brand-mandated pricing rules, and submit validations, so a rep cannot submit a non-compliant quote.
Newer reps quote complex network and head-end systems using plain-language configuration questions, without first becoming hardware specialists.
The team carries a single opportunity record from CRM into quoting, without manual re-entry.
“Our pricing was handled exclusively by our executive leadership team… Ultimately, though, that does create some scalability issues. So we took that foundation that had been built and essentially started over and said, “Hey, let’s begin with the end in mind.”
Blake Bolin
Director of Revenue Operations
DealHub AI gave WorldVue a governed pricing model the RevOps team owns and maintains directly. Previously, every pricing component of every deal routed through two or three executive leaders, so the capacity to quote was capped by their availability rather than by demand. Now pricing authority sits in Playbooks instead of individuals, and proposal volume has grown roughly 300%.
WorldVue's RevOps team owns and maintains DealHub CPQ Playbooks directly, including every pricing and packaging change, with no external developer dependency.
Brand-mandated pricing rules and submit validations are encoded once and updated by the business, so a rep cannot submit a non-compliant quote.
Live on DealHub CPQ since December 2023. The business led the build internally, with pricing logic maintained in-house from launch.
Newer reps quote complex network and head-end systems using plain-language Guided Selling questions, without first becoming hardware specialists.
Native Microsoft Dynamics 365, with a single opportunity record carried from CRM into quoting and no manual re-entry.
Standard quotes clear in about 2 hours once they enter approval, down from 1 to 3 days.
Components and hardware are repriced directly in the system in about 5 minutes.
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
