Zensai gives Microsoft 365 and Teams customers a talent management platform for learning, growth and engagement. Its regional sales teams each ran their own quoting process, one opportunity per product, with pricing held in hand-built Excel configurators. Zensai's operations team replaced that with DealHub AI, running CPQ inside Microsoft Dynamics 365. Sellers now build a multi-product quote on one opportunity, and a signed deal writes back to the CRM without anyone reprocessing it.
Sent, signed and processed in one pass, with no handoff back to sales.
Down from regional spreadsheets, with discount indexes holding the standard per market.
Time from project start to the whole quoting chain running on one record.
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.
Every region sells its own way and we have just acquired another company. Whose process becomes the standard?
Our sellers open one opportunity for every single product they sell. Why is a multi-product deal still five records?
RevOps spends its week confirming that the quote matches the account and the invoice. What else could that team be doing?
Our pricing lives in calculators one person built in Excel. What happens the day that person is unavailable?
| Before | After |
|---|---|
Sellers opened one opportunity for every single product on a deal | Sellers put multiple products and variations on one quote, on one opportunity |
RevOps confirmed by hand that the quote, the account and the invoice matched | A signed deal writes back to Microsoft Dynamics 365 in seconds, with nothing to reprocess |
An acquisition added a second set of regional selling practices | Zensai's operations team standardizes practice once and adapts pricing and packaging per region |
Pricing configurations lived in Excel workbooks with complex formulas and no source of truth | Amie builds a ballpark pricing calculator on CPQ API endpoints, with CPQ holding the price |
Regional pricing and discounting depended on what each rep decided was reasonable | Discount and industry indexes hold the standard per region and reps quote inside them |
“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
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.
Amie Weizer, Director of Global Operational Excellence, working with the DealHub AI implementation team, a CSM and a solution architect.
Business-owned. Discount and industry indexes hold the standard per region, and reps build quotes inside them.
The full quoting chain went live four months after the project started.
New logos inside CPQ first, then expansions and renewals.
Microsoft Dynamics 365 (CRM, bi-directional sync). DealRoom for the buyer-facing deal and signature.
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.
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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