In its simplest form, CPQ (Configure, Price, Quote) is a tool which bridges a gap in functionality between a Customer Management solution (typically referred to as CRM) and an Order Fulfilment/Provisioning engine (typically an ERP solution). This area of capability needs to be logical, automated where practical and should efficiently navigate the Sales Team through guided processes to determine a final costed contract. But it is not without its challenges, which is why Walpole Partnership specialise in this area of capability. So, what are the top mistakes we see when implementing CPQ? In no particular order, here we go…
Sales teams around the world face many of the same challenges. However, larger sales forces with extra variables, products, and roles to manage, often find that those challenges intensify.
Looking back on 2018 it’s been a year of great growth and excitement for us at Walpole Partnership, and we’re prouder than ever of the team that we have built here. We’ve welcomed a lot of new faces, with Ian Jenkins, Lee Hasnath, George Sharpe, Brij Kishore, Prakash Singh and Mahejabeen Budebhai all becoming part of the Walpole success story. We’ve also been able to help Pradeep Agrawal and his wife Richa join us in the UK by sponsoring their visas. We’re hoping to expand the team further in 2019, and we’ll bring news on that as soon as we are able.
Do you ever feel that running or working for a business has become a really complex operation? The things and services that are sold need to have enough variations to give individual customers exactly what they need. Even the simplest of tasks can be made challenging by the layers of administration and the demands of others in your own organisation. It can often feel overwhelmingly complicated, but there is something that can help.
If you work in manufacturing and your sales quoting process has become slow or disconnected, it’s time to look for a different solution. Many manufacturing sales teams are working with disjointed or manual quoting processes that don’t produce results. Is that you?
Configure, Price, Quote (CPQ), Enterprise Resource Planning (ERP), and Customer Relationship Management (CRM) work together to provide an end-to-end solution for sales teams and their customers. CRM works with CPQ and ERP, capturing data on demand, and producing error-free quotes and proposals.
Combining all three can optimise sales processes, giving you a competitive advantage in your sector.
A Configure, Price, Quote (CPQ) solution gives sales teams the tools to sell more, and sell faster. CPQ functionality can transform disjointed sales channels, boost win rates, and improve margins dramatically when used to its full potential.
Here are 9 ways a CPQ solution can grow revenue and help your sales team exceed their targets:
If you’ve been running a CRM solution, or even managing sales on an old-fashioned spreadsheet, it’s likely you’re looking for a smarter, faster, and more reliable way to do things. As your business continues to evolve and grow, your sales solutions need to keep up with the changes.
We love this article ‘6 Myths About Configure-Price-Quote Debunked’ written by Graham McInnes. We hear these scurrilous rumours from time to time.
We’re very pleased that our Managing Director, Andy Pieroux, has just had another of his blog posts focusing on CPQ published by Oracle.
The post, ‘CPQ is an Auditor’s Best Friend’, explores how and why a Configure, Price, Quote system can provide a sales function with a robust audit trail for pricing decisions, which will in turn make the business start to love the audit, rather than live in fear of it!