SourceScrub Uses Buyer Engagement Data & Close Deals Faster

The entire sales team can now create and send a quote/sales proposals in 30 seconds. In addition, Account Executives capture buyer intent data that helps move deals faster down the pipeline.

The Challenge

Asure sells more than 500 products to a diverse range of customers. Naturally, having such a large product catalog posed a number of challenges for their sales team.

For one, sales leaders had to educate new Account Executives (AEs) about the product catalog. In addition to requiring vast amounts of time and energy, this limited how soon reps would be able to sell.

How to reduce Sales Rep training time and increase productivity without loosing accuracy?

To fully understand the company’s offerings and how to sell them, AEs would spend nearly one year learning about the product catalog, both on the job and during dedicated training sessions. And as a result of not knowing the best product combinations to offer during that first year, AEs would sell packages that were not revenue-optimal.

The Solution

As Asure continued to grow their sales team, they understood that their existing CPQ wasn’t meeting their needs. They needed to shift to a new CPQ that would not only streamline the sales process and improve the accuracy and consistency of quotes, but also drive efficient onboarding of new AEs.

Asure chose DealHub to transform the way they onboarded AEs eliminating tedious day-to-day work.

They wanted to ensure that every time an AE creates a sales quote, they generate the correct product combination by answering just a handful of relevant questions.

To serve that need, DealHub’s dynamic sales playbook queues up a series of questions that branch out into different paths based on what the AE enters, and generates just one product combination based on all of those inputs.

The Results

By using DealHub’s CPQ and dynamic sales playbook, Asure has realized an 85% reduction in sales rep training and a 20% increase in sales rep productivity.

Price quotes and product bundles are now 100% accurate and standardized across the organization, ensuring consistency between AEs and maximizing the revenue generated from each deal.

These efforts, Asure has been able to achieve a significant revenue impact – realizing several million dollars’ worth of benefits, according to research by Nucleus.

In replacing their CPQ, Asure also wanted to ensure a smooth migration process. DealHub’s implementation and customer success team delivered successfully, enabling Asure to implement and fully adopt DealHub within only 6 weeks. After go-live, the entire sales team adopted the CPQ and now continues to use it for every sale.

Solutions Used

Subscription Management

By the Numbers

85 %
reduction in sales rep training
100 %
accuracy of price quotes
100 %
of sales team onboarded
20 %
increase in sales rep productivity
6 Weeks
to fully onboard and implement

“We wanted accountability, transparency and consistency within our quoting process, and DealHub allows for all of that to be under one platform.”

Howard Calvin, Director of GTM Operations, Freshworks