Popmenu built a smarter CPQ process with PandaDoc

Too many tools, not enough flexibility

From small family eateries to large hospitality groups, Popmenu helps restaurants grow. But behind the scenes, their own sales process wasn’t keeping pace with their ambitions.

Lewis Kim, Sales Operations Analyst at Popmenu, ensures their sales process runs efficiently. When he joined, the team was juggling Salesforce, Docusign, a third-party CPQ, and other quoting tools, none of which gave them the experience they needed. 

“We needed a setup that was fast and flexible, but instead, we were stuck with a clunky process that slowed us down,” Lewis said. 

Popmenu used PandaDoc years ago, but switched to Docusign for their Stripe payment integration. That decision backfired. Docusign lacked flexibility and didn’t include templates to help with creating proposals. A few years later, Popmenu was back in the market for a better solution, and when they revisited PandaDoc, they found it had everything they needed: seamless integrations, CPQ capabilities, and way more control over their sales process. Plus, it now had the Stripe integration they’d been missing. So they switched back — this time, for good. 

A smarter sales process

With the switch, Popmenu needed a CPQ solution that would do more than just generate quotes — it needed to add structure, accuracy, and automation to their entire sales process. 

PandaDoc lets them set up quoting rules, approvals, and built-in checks that prevent pricing errors, eliminating manual approvals and reducing costly mistakes. PandaDoc CPQ for Salesforce ensures that quote line items sync back into Salesforce in real time, giving full visibility into every deal without extra admin work.

Here’s what else improved with PandaDoc: 

• Streamlined quote creation: Instead of managing quotes and products separately in Salesforce, Docusign, and a third-party CPQ, reps build quotes using PandaDoc CPQ for Salesforce, reducing manual errors and saving time.
• Guided selling process: Popmenu set up sales playbooks that guide reps through each proposal step, making sure they select the right products and pricing — with no opportunities for mistakes.
• Smart Content customization: Quote details automatically adjust based on what’s included, making personalization easy while maintaining standardization.
• Automated approvals: Pricing and terms reviews always happen before documents go out, preventing escalations that are harder to fix.
• Adaptable system design: If Popmenu’s product suite changes, they can modify their playbooks without disrupting the sales team. 

“If you’re looking for a CPQ and agreement tool that’s flexible, reliable, and actually makes your process better, PandaDoc is the way to go. It forces you to really evaluate your workflows, and you come out with a process that’s optimized and scalable.” —Lewis Kim, Sales Operations Analyst at Popmenu

The impact: more control, less hassle

With PandaDoc, Popmenu unlocked major benefits:

• Smarter, easier processes: Since switching to PandaDoc, Popmenu has rolled out new products, adding complexity to their quoting. Instead of reps struggling to determine the right approach, PandaDoc CPQ for Salesforce guides them through each step so they don’t have to overthink it.
• Fewer support questions: At first, sales reps had lots of questions about the new system, but these have drastically decreased over time.
• Rapid process refinement: Every time Popmenu launches a new product or pricing change, they quickly identify gaps and adjust workflows accordingly, reducing back-and-forth and making sales more efficient.

With a flexible, automated CPQ process, Popmenu has taken control of their sales agreements and eliminated the obstacles that once slowed them down. Now, their sales team focuses on selling, not on the back-and-forth it used to take to nail down a customer quote.