Growth-stageMarketing & Sales Technology
Rebuilding quoting from zero in DealHub after a CRM consolidation took the old CPQ away
Quoting restored
Quoting restored
The business was consolidating two product lines into a single CRM, and the CPQ that had served one of them did not come with it. That left a hard stop: reps could not generate a quote or send a contract. The old system carried a large legacy catalog, most of it deprecated or near-duplicates of the rest, and there was no price book, no order form template and no approval path in the new environment.
The first release deliberately scoped to a working price book, a working order form and a working approval path. Everything richer, pricing intelligence, catalog nice-to-haves, template polish, was explicitly deferred behind that. This is the single decision that made a weeks-long timeline possible.
The catalog was rebuilt from the product sheet rather than lifted from the old system, collapsing variants wherever the CPQ's own pricing rules could absorb them: a product that had been modelled as a whole family of separate SKUs became a single SKU with a tiered price rule on quantity.
Tags, product families, playbook conditionals and advanced pricing rules were used in preference to CRM flows or custom logic. Workarounds are where CPQ builds turn fragile and un-upgradable, so they were treated as a last resort rather than a shortcut.
The playbook opens by asking which product line is being sold, then branches on how the customer licenses an underlying dependency the software needs. One path carries floor-price obligations the quote has to respect; on the other, pricing is far more flexible.
Any term over twelve months requires one year tab per year, and products must be added before tabs are duplicated or they land in year one only. A submit-time validator was added that checks the number of year tabs against the contract term and returns a descriptive error naming the right count, because reps were otherwise guessing.
Two synced account fields, the master-agreement type and the custom redlined agreement date, drive what prints in the custom terms block: both populated renders type plus date, type alone renders type alone, neither renders nothing.
Quoting restored
Reps build quotes from the opportunity, submit through approvals, and publish e-signature deal rooms, in a business that had not been able to send contracts on one of its product lines.
Catalog consolidated. A large legacy catalog, most of it deprecated, was replaced by a curated active catalog with a standing ad-hoc process for legacy additions instead of a bulk re-import.
