Yotpo builds the marketing apps behind eCommerce brands: reviews, loyalty, SMS, subscriptions and email, sold across the US, EMEA, Australia and Israel to customers from one-person Shopify stores to IKEA. Quoting that range meant asking sellers to find the right SKU in a catalog nobody could hold in their head, and the ones who gave up drafted contracts in DocuSign instead. DealHub AI replaced the legacy CPQ and the separate e-signature tool with guided selling and a branded DealRoom, synced to Salesforce. Jonathan Cohen's team now builds new products and pricing itself, and almost every SMB deal is written inside the system.
Measured across creation and processing, not quote build time alone.
Down from a legacy CPQ where sellers picked products from a catalog.
SMB sellers, around 90% company-wide. Reps no longer draft deals in DocuSign.
Yotpo grew up as a startup, and quoting grew up with it. A seller who wanted to move fast opened DocuSign, drafted whatever terms the deal needed, and sent the PDF. Nothing about that deal reached a system anybody could query. The sellers who did use the legacy CPQ faced the opposite problem: a catalog spanning five products, four regions and every customer size from a free Shopify install to IKEA, and a list to pick the right SKU out of. Cohen's team inherited both halves, a system people went around and a catalog that punished the people who did not.
Our sellers can draft any deal they want in DocuSign and send it themselves. How do we analyze a business when those numbers never reach a system?
We sell five products across four regions, from free Shopify installs up to IKEA. Why are we still asking a seller to find the right SKU in that catalog?
Every quote we send is a PDF and a separate signature request. What does that do to a buyer's confidence at the moment they sign?
We are negotiating with one vendor for quote revisions and paying another for e-signature. How many tools should one quote need?
| Before | After |
|---|---|
A legacy CPQ that loaded slowly and looked a decade out of date. | Sellers configure and send in a tool they open without being told to. |
Sellers picked SKUs from a catalog covering five products and four regions, and picked wrong. | Guided selling asks what the customer needs, and the system picks the SKUs. |
The quote went out as a PDF, and the signature ran through a separate DocuSign envelope. | Yotpo sends one branded DealRoom that the buyer reads, negotiates and signs in place. |
Legal terms were settled by email thread, one quote at a time. | The team picks pre-approved legal language from the playbook, with Slack routing anything outside it. |
A new product or a price change waited on a configuration project. | Cohen's team builds products and pricing itself, and feeds prices to Salesforce through the pricing API. |
“I remember when I saw it for the first time… this is how it should look like. It works fast, it looks good. Easy to configure and great CSM team in support. I felt like, okay, now we can start running.”
Jonathan Cohen
Salesforce & Delivery Team Leader
DealHub AI gave Yotpo a CPQ its own administrators could configure. Previously, Cohen's team worked in a legacy system that loaded slowly and looked a decade out of date, which made every internal argument for using it harder to win. Now the tool is the reason sellers open it, not the obstacle.
Jonathan Cohen, Salesforce & Delivery Team Leader. His team did not run the original implementation and owns every configuration change since.
Business-owned configuration. Cohen's team builds products, pricing and playbook logic directly. A discount policy and deal desk approval flow were being built for 2024 with support from the DealHub AI customer success team.
SMB first, then mid-market. Roughly 100% of SMB sellers and about 90% company-wide after eighteen months of incremental sprint work.
Salesforce (CRM, with the pricing API surfacing cost on the opportunity), Slack (approval notifications), DocuSign (being retired).
Low, and self-sufficient. Cohen names two in-house experts on his team and says there is no dependency on the vendor for routine changes.
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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