DealHub CPQ implementation and ownership

01

The problem

A national sales organization spanning three business divisions needed one quoting platform connected to Salesforce. Without CPQ, pricing, quote documents, and approvals depend on individual reps and spreadsheets, and the link between what was quoted and what the CRM records is unreliable.

The platform also had to survive contact with the field: different divisions sell different services with different pricing structures, and a quoting tool that only fits one of them does not get adopted by the others.

02

What I did

Ran discovery of the quoting workflows division by division before configuration started, so the playbooks, pricing structures, approval paths, and document templates reflected how each team actually sells.
Project-managed the implementation: owned the plan, directed the implementation contractors on scope and deliverables, and validated every deliverable against the discovery requirements before accepting it.
Built the Salesforce integration so opportunities, quotes, and outcomes stay in sync in both directions and Salesforce remains the system of record.
Wrote the integration tooling myself rather than depending on vendor UIs: Python clients for the Salesforce SOAP, REST, Tooling, and Metadata APIs, and a DealHub REST client that pages the product catalog and polls its asynchronous exports, so the catalog and pricing rules stay reconciled against the service-management system.
Drove the rollout with hands-on training and enablement across the organization, then formalized governance so all CPQ changes and escalations route through a single owner.

From discovery to a governed quoting platform

Discovery by division Watched each team quote before configuring anything.
Configure Playbooks, pricing structures, approval paths, document templates.
Integrate with Salesforce Two-way sync; the CRM stays the system of record.
Build the API tooling Python clients for the Salesforce SOAP, REST, Tooling, and Metadata APIs; a DealHub REST client that pages the catalog and polls async exports.
Roll out Hands-on training and enablement across the organization.
Govern Every change and escalation routes through one owner. gate

03

Outcome

DealHub became the backbone of quoting at TSS. Under my ownership the platform has quoted 7,659 opportunities and won 4,962 of them, representing $27.2M in revenue.

Every change request and escalation since go-live has routed through me as system owner, which keeps configuration coherent across divisions and gives IT and sales a single point of accountability.

The implementation created the foundation the pricebook automation program and the executive analytics layer are built on.

Share of quoted opportunities won

64.8%

4,962 won of 7,659 quoted

won quoted

Opportunities quoted through DealHub under my ownership, and the share that closed won: $27.2M in revenue.

04

In the stack

Where it sits

The highlighted nodes are the systems and people this project touched.

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