How Zensai Sends, Signs and Processes a Quote in Three Hours

Zensai moved from Excel configurators to multi-product quotes in Dynamics 365 that write back automatically.

3 hoursQUOTE TO PROCESSED ORDERSent, signed and processed in one pass, with no handoff back to sales.

1 pricing sourceREGIONAL PRICE LISTSDown from regional spreadsheets, with discount indexes holding the standard per market.

live in 4 monthsFULL QUOTING CHAINTime from project start to the whole quoting chain running on one record.

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Jump to Customer Voice

“Coming from our organization where it really was the Wild West of selling where everybody in their own region had their own way of doing things, I really needed to understand best practices... there were many planning conversations we had before we even started doing any technical architecting because we needed to get to that point of saying, what is our baseline?”

Amie WeizerDirector of Global Operational Excellence

3 hoursQUOTE TO PROCESSED ORDERSent, signed and processed in one pass, with no handoff back to sales.

1 pricing sourceREGIONAL PRICE LISTSDown from regional spreadsheets, with discount indexes holding the standard per market.

live in 4 monthsFULL QUOTING CHAINTime from project start to the whole quoting chain running on one record.

Summary Challenge Before / After Customer Voice Operational Impact FAQ

Fast Scan

RevOps Stopped Reworking Closed Business

01
The Dynamics 365 Owner
Operational excellence leaders running quoting inside Microsoft Dynamics 365, where every region built its own way of selling and a multi-product motion still moved one product per opportunity.
02
One Record, Not Five
Zensai's sellers build multi-product quotes on a single opportunity in DealHub CPQ, and a signed deal writes straight back to Microsoft Dynamics 365, so the account, the quote and the invoice carry the same information.
03
Three Hours, One Price
A quote now goes out, comes back signed and is processed in three hours. Pricing runs from one source instead of regional spreadsheets, and the full quoting chain went live four months after the project started.

Challenge

Every Region Sold Its Own Way

Zensai's regional sales teams each built their own way of selling. Amie Weizer, who owns global operational excellence, calls the state she inherited the Wild West of selling, where everybody in their own region had their own way of doing things. An acquisition added a second set of practices on top of that. Pricing sat in configurators one person had built in Excel, a multi-product selling motion still moved one product per opportunity, and RevOps spent its week confirming that the quote, the account and the invoice agreed with each other.

The questions Zensai's leadership was asking:

01
Every region sells its own way and we have just acquired another company. Whose process becomes the standard?
02
Our sellers open one opportunity for every single product they sell. Why is a multi-product deal still five records?
03
RevOps spends its week confirming that the quote matches the account and the invoice. What else could that team be doing?
04
Our pricing lives in calculators one person built in Excel. What happens the day that person is unavailable?

Transformation

Before and after DealHub AI

Before

Sellers opened one opportunity for every single product on a deal
RevOps confirmed by hand that the quote, the account and the invoice matched
An acquisition added a second set of regional selling practices
Pricing configurations lived in Excel workbooks with complex formulas and no source of truth
Regional pricing and discounting depended on what each rep decided was reasonable

After

Sellers put multiple products and variations on one quote, on one opportunity
A signed deal writes back to Microsoft Dynamics 365 in seconds, with nothing to reprocess
Zensai's operations team standardizes practice once and adapts pricing and packaging per region
Amie builds a ballpark pricing calculator on CPQ API endpoints, with CPQ holding the price
Discount and industry indexes hold the standard per region and reps quote inside them

Solution

Sellers Stay in One Interface

Sellers put multiple products and variations on one quote, on one opportunity
Guided selling asks for users and products, not customer address or industry
Account data arrives from Microsoft Dynamics 365 instead of being retyped

The Customer's Experience

Zensai agreed on one baseline before anyone built a single configuration rule.

“Coming from our organization where it really was the Wild West of selling where everybody in their own region had their own way of doing things, I really needed to understand best practices… there were many planning conversations we had before we even started doing any technical architecting because we needed to get to that point of saying, what is our baseline?”

Amie Weizer

Director of Global Operational Excellence

Zensai's operations team stopped confirming that the invoice matched the account.

“Our sales team never goes back into CRM after they’ve started the quoting process because everything is handled in DealHub… previously, RevOps used to have to spend time confirming, does the quote match the invoice? Does it match the account?… nobody spends any time order processing anymore.”

Amie Weizer

Director of Global Operational Excellence

Zensai's price list moved out of Excel and into a governed system.

“In the past, I’ve built a lot of calculators in Excel… The reason we brought the CPQ is because that’s not a scalable way of doing things, and that doesn’t give you a source of truth… The API endpoints actually allow me to build a ballpark pricing calculator as a interface inside of CPQ. So the source of truth comes from CPQ, and I’m not stuck in Excel getting all complex formulas figured out.”

Amie Weizer

Director of Global Operational Excellence

01 / 05

Regional teams that each sold their own way now work from one agreed set of best practices, defined in planning sessions before any technical build began.

Risk Reduction

Operational impact and time to value

Ownership

Rollout owner

Amie Weizer, Director of Global Operational Excellence, working with the DealHub AI implementation team, a CSM and a solution architect.

Governance model

Business-owned. Discount and industry indexes hold the standard per region, and reps build quotes inside them.

Time to value

Time to first value

The full quoting chain went live four months after the project started.

Adoption pattern

New logos inside CPQ first, then expansions and renewals.

Systems and Lift

Connected system categories

Microsoft Dynamics 365 (CRM, bi-directional sync). DealRoom for the buyer-facing deal and signature.

Internal lift

Front-loaded onto planning rather than build. Amie Weizer's team ran baseline and best-practice sessions with a DealHub AI CSM and solution architect before any technical architecting began.

FAQ

Frequently asked questions

Everything you need to know about moving your quote-to-revenue process onto DealHub AI. Can't find your answer? Talk to our team.

Does a CPQ replace Microsoft Dynamics 365?

No. Amie Weizer calls it a middle layer: "Very common misconception that the CPQ goes and replaces the CRM. Obviously, it doesn't. It enriches it. It really works as a middle layer." Zensai's account data still lives in Dynamics 365, and DealHub CPQ writes the quote and the signed order back into it.

Who fills in a Zensai customer's invoicing and project contacts?

The customer does, at the point they already have the answer. Amie Weizer: "when you get to the very end of the deal room and the customer is coming back to you with who actually their invoicing contacts are, who's their project contacts". She calls the result: "we've now captured the right contacts at the right time and we're asking the customer to tell us this information as opposed to relying on someone from sales to do so." It matters because the person who signs is often not the person who uses the product.

How does Zensai keep regional flexibility without losing pricing control?

Amie Weizer: "We now have indexes for various industries and discounts, making it easy to maintain standards while being flexible," and "DealHub gives us a pricing source of truth while allowing necessary adjustments." Reps quote inside the index rather than setting a regional price themselves.

Can a Zensai seller get a price without building a full quote?

That is what Zensai is building next. Amie Weizer: "our sellers don't wanna click ten different times in order to create a quote every single time they wanna get a price", and "this new feature we're working towards is being able to put a middle layer in between." She is using DealHub CPQ API endpoints to put a ballpark pricing calculator ahead of the full quoting flow, with CPQ still holding the price.

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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.

How Zensai Sends, Signs and Processes a Quote in Three Hours

RevOps Stopped Reworking Closed Business

The Dynamics 365 Owner

One Record, Not Five

Three Hours, One Price

Every Region Sold Its Own Way

The questions Zensai's leadership was asking: