HubSpot
Salesforce
.png?width=58&height=58&name=Frame%202087327944%20(1).png)
GA4
.png?width=58&height=58&name=Frame%202087327944%20(2).png)
Marketo
.png?width=58&height=58&name=Frame%202087327944%20(3).png)
Audit Fox
Services
How Panther Eliminated Quote Approval Delays with Salesforce Automation
Panther provides enterprises with real-time security data analysis at scale.
Cybersecurity
San Francisco, California
The challenge
Panther's approval workflow existed in practice but not in the system. Without structure built into Salesforce, the team relied on memory, manual follow-up, and email — and deals paid the price.
Without validation rules enforcing required fields at submission, quotes often moved forward missing critical information — contract dates, primary contacts, opportunity lookups. This created back-and-forth later in the process, adding rework to an already slow workflow and eroding confidence in the data living inside the CRM.
When an approval sat idle, nothing happened automatically. There were no reminders to the approver, no delegation path if someone was unavailable, and no rejection reason captured when a quote was turned down. The team couldn't lean on the system — because the system, as a functional workflow, simply didn't exist.
Our solution
RevX built a record-triggered Approval Flow using Salesforce's Approval Flow Orchestration, designed around Panther's actual discount policy. The flow enforced data quality upfront, routed by tier, and left a complete audit trail at every step.
The flow routes quotes across three discount tiers: 0–5% auto-approves with DealDesk compliance validation; 6–24.99% goes to the RevOps specialist for review; 25%+ requires dual approval from both the VP of Sales and DealDesk. A separate pre-approved path handles flagged quotes automatically. Delegation logic ensures a backup operator can step in — but only if the primary approver hasn't already acted.
Submission is blocked unless seven required fields are present and the quote status is Draft. If anything is missing, the flow doesn't start — preventing the incomplete submissions that previously created downstream rework. Required fields include contract dates, primary contact, quote terms, opportunity lookup, and expiry date, enforcing data hygiene before a quote ever enters the approval queue.
Approvers are notified immediately on submission. If a quote sits pending for more than 24 hours, an automatic reminder goes out. Rejection requires a written reason, resubmission cancels any active approval to prevent duplicates, and every action — timestamp, approver, comments — is logged and visible in an Approval Trace component. Nothing moves on memory. Everything leaves a trail.
The impact
The same quote that once required chasing now follows a defined path. The operational drag that was quietly slowing deals down has been replaced by a system that knows what to do next — and does it automatically.
Automated routing eliminated the need to manually chase approvers across email. Clear tier-based paths, automatic reminders, and delegation rules mean approvals move without human coordination holding them up. What previously depended on individual follow-through now runs on system logic — freeing the sales and RevOps teams to focus on deals rather than administration.
Validation rules enforced at submission have meaningfully improved data quality inside the CRM. Incomplete quotes no longer make it into the approval queue, reducing rework and back-and-forth. DealDesk review is now structurally enforced across every applicable tier — making compliance consistent by default rather than dependent on individual diligence.
Every action in the approval process is now logged with a timestamp, approver identity, and comments. Rejection reasons are captured. The approval path is visible. Leadership and RevOps can see exactly where any quote stands and reconstruct the full history of any decision. For a company built on surfacing what matters in real time, the sales process finally reflects the same standard.
Mockup
