Overview

Design RDV sells participation across multiple cities, packs and delivery options, creating a commercial model with a high level of pricing variation. The team previously relied on detailed pricing spreadsheets to manage this structure, with commercial knowledge sitting across rows, categories and manual processes.

RevOps Automated translated that model into a structured HubSpot CPQ setup. A library of 117 products was created with unique identifiers, descriptions, EUR and GBP pricing, and dedicated views by product type. This library now powers a quoting process with separate Standard and Early Bird participation templates, configurable discounts, structured payment terms and reusable terms and conditions. The result gives Design RDV a clearer route from sales conversation to quote while creating structured commercial data for future reporting and scale.

Challenges

Pricing complexity was being managed through spreadsheets

Design RDV’s pricing structure covers participation packs, individual cities and delivery services.

The team needed to manage:

• Multiple commercial product types

• Different pricing by location and package

• EUR and GBP pricing

• Pricing changes over time

• Additional discounting for specific commercial scenarios

Impact: Maintaining the commercial model through spreadsheets created more manual effort and made consistent quoting harder as the product range expanded.

Quote creation depended on manual commercial interpretation

The quote needed to reflect the agreed cities, packs, discounts, payment terms and customer information captured during the sales process.

The team also needed:

• Standard and Early Bird payment structures

• Flexible line-item discounts

• Consistent product descriptions and pricing

• Terms and conditions attached to the customer-facing quote

• A clear acceptance route using e-signature

Impact: The sales process needed a repeatable way to turn commercial discussions into accurate customer-facing quotes with minimal re-entry.

The commercial model needed to support future growth

Design RDV expects more people to work across sales and account activity as the business grows. The system therefore needed to reduce dependence on individual knowledge and establish a commercial structure that new users can follow.

Impact: A scalable quoting process requires products, prices and commercial rules to be maintained centrally and applied consistently by future team members.

The Solution

RevOps Automated translated Design RDV’s 2027 pricing structure into a HubSpot CPQ model designed around how the team sells.

• 117 structured products: Participation packs, Flexi/City packs and delivery services were converted into HubSpot products with descriptions, active status and consistent commercial data.

• Unique SKU architecture: Each product was given a unique identifier to support clean imports, maintenance and protection against duplicate product creation.

• Dual-currency pricing: Product pricing was configured in EUR and GBP so the same catalogue can support both commercial currencies.

• Four product views: The library was organised into All Products, Participation Packs, Flexi/City Packs and Delivery views so users can find the right commercial items quickly.

• Two participation quote templates: Standard Terms and Early Bird Terms were separated into dedicated templates so Sales selects the appropriate payment structure before adding products and discounts.

• Flexible discounting: Discounts can be applied to individual line items during quote preparation, supporting negotiated commercial scenarios without changing the underlying base price.

• Reusable terms and conditions: The quoting approach allows the latest terms document to be attached or linked centrally, making future updates easier to manage.

• Connected quote records: Quotes remain associated with the underlying Deal in HubSpot and can also be downloaded as PDFs when customers require a traditional document.