Spot AI sells AI-powered cameras and software packages to businesses across a range of industries, with a particular focus on safety and incident management. As the company grew, the RevOps infrastructure didn't keep up, and the problems weren't in one place.

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The quoting situation was the most immediate pain point. Spot AI had built a custom quoting workflow. The program had many bugs, and quotes were often incorrect. Spot AI's Finance and Operations lead, AJ, had to manually review nearly 80% of quotes before they could go out the door. 

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On the partner side, deal registration lived in another system that had persistent bugs and required a major overhaul. This system made it difficult to maintain consistent data and clean pipeline visibility.

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Rather than engaging a series of specialists to patch each problem separately, Spot AI needed a team that could see the full picture, give real architectural guidance, and stay involved beyond a single project.

Operatus joined Spot AI as an ongoing RevOps as a Service partner, taking responsibility for Salesforce design, development, and systems architecture.

The engagement runs on a rolling basis, picking up new initiatives as priorities emerge and improving what's already in place.

• DealHub CPQ Implementation: Operatus partnered with DealHub to implement the DealHub CPQ system to replace Spot AI’s homegrown quoting system. The new workflow allows AEs to create opportunities in Salesforce and move seamlessly into DealHub to configure products, price deals, and send proposals.
  
  Operatus built the integration logic that connects DealHub to Avalara so tax callouts happen automatically, and reps can stay in DealHub for the entire quoting lifecycle.

Salesforce was optimized to orchestrate the data flow between DealHub and the NetSuite financial model, untangling existing tech debt and ensuring a clean handoff from quoting to finance.

• Experience Cloud Partner Portal: Operatus migrated Spot AI off its previous partner platform and built a fully branded partner portal using Salesforce Experience Cloud. The portal now serves as a single, Salesforce-native destination for the entire partner lifecycle. Prospective resellers can apply through a public-facing form that creates records directly in Salesforce for vetting, while approved partners log in to register new deals, view marketing assets, and track their opportunities through Spot AI’s pipeline.
  
  
• HubSpot Marketing Operations: Building on the trust established through the Salesforce work, Spot AI recently expanded the engagement to include their marketing operations. 

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Operatus is now leading an initiative inside HubSpot, a natural extension of the RevOps as a Service model, where a single trusted partner grows alongside the business rather than requiring a new vendor search every time a new challenge surfaces.

Within two weeks of go-live, the impact was already showing up across the team. The most immediate changes were in how AJ spent her time and how reps worked day to day.

Significant Time Savings for Internal RevOps: Prior to implementing DealHub, Spot AI's internal Operations Manager, AJ, spent approximately half of her workweek assisting sales representatives with quote generation. This has plummeted to just 2–5% of her time, as manual oversight is now reserved exclusively for the most substantial and intricate accounts.

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That freed-up time has changed what she can actually work on. Instead of being pulled into quote corrections all day, she's focused on the bigger operational problems the business needs solved.

Sales reps stopped asking for help and started doing it themselves: The support requests AJ used to field were "I need you to fix this quote." Now they're "how do I do this myself?" Reps waiting on someone else to send a quote is friction at exactly the wrong moment in a deal. Removing that bottleneck means deals move faster and the sales team isn't dependent on ops to close them.

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A planned product model transition became possible: Spot AI had a product model change planned for May 1st that the old architecture couldn't support. The previous quoting system was rigid enough that it dictated how products could be sold. DealHub removed that constraint. Spot AI can now move to a simpler, more flexible model structured around what works for customers rather than what the system could handle.

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Across all three workstreams, Operatus has also taken on the ongoing tech debt cleanup, untangling unnecessary complexity, fixing bugs, and ensuring that the foundation being built on is solid enough to support Spot AI’s next stage of growth.