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Posted by Victorio Pellicano ● Feb 12, 2016 9:00:00 AM

A Good CPQ Implementation

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Implementing a CPQ solution properly often brings in parts of your company that have little reason to talk to each other otherwise, including: Sales, Marketing, Engineering and Management.  All of these departments have different responsibilities with regards to your products and your customers and they are all integral to a properly implemented CPQ.

Sales

From the Sales department, including CSRs, Account Executives, and traveling salespeople, the CPQ will learn how the flow of quotes and orders go.  The implementation will take into account the flow of an order from the beginning of its life as a quote, to entering and validating the order, and then out the door en route to the customer.  Each of those functions can have their own varying level of complexity themselves, but at a high level, that’s what the sales team is responsible for.

Digital Marketing

The Marketing team is responsible for the way prospective customers view your company and products. Digital Marketing has begun to catch fire the last few years in the manufacturing sector which is typically a few years behind some of the more progressive sectors.  More and more, companies are starting to care about their online presence and the way their products and services are presented to customers.

As such, the CPQ will be setup to understand and be flexible enough to use the work of the marketing team throughout the sales process.  It will need to know which products to display for what customers, what options should display first, and where visual aids are needed and where text is enough.  All of those decisions will be baked into the CPQ with the help of the marketing team to help automate the sales process.

Engineering

For manufacturers, a huge value proposition of a CPQ is the ability to automate some expensive engineering time.  Engineers are responsible for virtually creating the products that they manufacture, as well as making sure all appropriate safety & compliance standards are being met.

When installing the CPQ for a manufacturer, automating the creation of dynamic material bills and routing instructions based on the configuration is a big deal.  It takes time and dedication to get the system setup properly, but when it does, it can save a ton of precious engineer resources by automating a large part of their responsibilities.

Management

Management is involved in everything anyways, so why not the CPQ too?

When you setup your CPQ, you will need management to help you implement workflows and user levels and permissions that make sense for your business.  Workflows will control the ways quotes and orders flow through the system.  User levels and permissions will help control who can see and edit which quotes at what times.

At the end of the day, they’re going to want reports showing what reps are quoting the most often, who has the highest conversion rate, and what margins those items are getting. Get 

Topics: CPQ

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