Complete Guide to Configure-Price-Quote Solutions

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1 Complete Guide to Configure-Price-Quote Solutions

2 Transforming Sales with CPQ. Forrester predicts that by 2020, a significant volume of business will be transacted online with digital commerce projected to be a $1.1 trillion industry. If the way people are buying is evolving, then it is time you evolved the way you sell. Manual processes are no longer an option. Customers want their deal quotes in moments, not days or weeks. Configure Price Quote solutions can help you accelerate customer response time and sales cycles while improving quote accuracy, but process automation is just table stakes today. Forward thinking organizations have embraced the digital realm and are leveraging complex configuration, intelligent pricing, and machine learning capabilities. The complete guide to configure price quote will help you grow your understanding of CPQ and how you can transform your sales organization and its role within the full end-to-end process of Quote-to-Cash. In this guide, you will learn how CPQ transforms your business by making sales stronger across all your channels so you win bigger deals faster. You will also learn how CPQ enables your reps and partners to make better decisions for your business and how applying machine learning to the quote-to-cash process leads to smarter sales organizations overall. CPQ Closes the CRM Gap. Where CRM Comes up Short. If you are familiar with CRM solutions you know that CRM is great for tracking the activities that move an opportunity through the sales cycle and managing customer relationships once the deal is closed. However, when it comes to complex quoting processes, CRM often comes up short. In fact, many companies that have invested in a CRM solution still manage quoting in Microsoft Excel or Word. This means slow, manual processes, errors and unnecessary risk are part of every deal for many companies. Manual Is Messy. If your business is relying on manual processes to get quotes to prospects, you are probably experiencing some pretty acute pains. Your quotes take too long to get out the door and have errors in them. Managers become bottlenecks for approvals, your product experts get called into deals all the time in a way that is inefficient. And these are just symptoms of your bigger problems- slow sales cycles, low win rates and too many obstacles between you and hitting your number. When your business has any measure of complexity- changing product catalogs, multi-channel selling strategies, market pressure on price or even fast growth- these challenges can seem daunting. CPQ: Game Changer for Sales. Configure Price Quote (CPQ) is a software solution designed to help companies quickly and accurately produce highly configured quotes by making all of the complex product, pricing, and business rules centralized, automatic and available in real-time, so sales has everything they need at their fingertips to close bigger deals faster. How to Make Quoting Easy with CPQ.

3 For organizations with complex products, services and channels, CPQ can be game changing. First, CPQ picks up where CRM ends by making your complex product, pricing, and business rules available to sales reps and partners in real-time, so they always have the information guidance and tools they need to quickly and accurately configure and price a deal. Next, it directs the behavior of reps and partners to achieve stronger business outcomes. Finally, it uses machine learning and artificial intelligence to actually make your sales organization smarter. Altogether, CPQ makes your business more competitive, more agile and increases your topline. With CPQ, your business is freed from the time and errors of manual processes. But more than speed and accuracy, CPQ can give you the power to dramatically impact your topline. Three Ways CPQ Transforms Your Sales. Altogether, CPQ reduces errors, shortens sales cycles and can even increase the value of your deals. Increase Speed. You need your sales reps to sell more in less time. Up to 50% of sales wins go to the vendor that responds first. Taking too long to create quotes directly impacts your win rate, reps quota success, and ultimately your topline. How CPQ Makes Sales Move Faster. CPQ is the ultimate sales tool for speed and efficiency. It eliminates manual quoting processes and simplifies business complexity so your reps have more time to sell. Here are the top ways that CPQ shortens your sales cycles: One centralized location for all product and pricing information that is easily navigated, updated and scaled globally. Guided selling and user-friendly interfaces make it simple for reps to find and configure the right products for the right customers. Powerful configurator that simplifies product complexity so it is easy for both reps and admins to use. Automated workflow approvals that take real-world situations into account, like non-sequential approvals and managers not always being available. Collaboration tools that allow all experts and contributors working on a quote to work efficiently in the same system. Automatic quote creation with delivery and e-signature integration. Eliminate Errors. Driving Business Wide Accuracy with CPQ.

4 CPQ eliminates common quoting errors and the downstream problems they cause beyond sales. But accuracy is about more than having the right information; it is critical to have it available to the reps at the right moment during the sale. When information and timing are optimized through CPQ, the impact to your business is extraordinary. You can ensure automatic compliance with product, pricing and business rules. Right Information at the Right Time. Centralized Product and Pricing Information: Creates a single source of truth for products and pricing. Easy and Fast Updates: Immediately shares up-to-date information at scale. Guided Selling: Provides the right information at the moment it is needed. Rules Engine: Prevents erroneous selections before they happen. Approval Integration: Flags quotes for review before they go to customers. Generate Quotes Automatically: Eliminates manual steps and gaps within the process. Maximize Deal Size. Sell More, Discount Less. When manual processes collide with business complexity, your bottom line becomes collateral damage. Reps are too hamstrung to cross-sell and up-sell, and in a frenzy to close deals, they give deep discounts that leave your margins empty. A sophisticated CPQ does more than just prevent deep discounts- it actually helps you expand the value of your deals. First, guided selling highlights cross-sell and up-sell opportunities as reps build quotes. This also helps reps incorporate new products they may be less familiar with. Next, intelligent pricing tools plus automated approvals protect your margins while giving reps clear guidance on how to price to win. Pricing rules stop rogue discounts in their tracks, and intelligent workflow approvals give reps the flexibility they need to work with managers to review pricing if necessary, and do it fast. Maximize Both Revenue and Profits. Beyond enforcing business rules and giving reps timely product information, CPQ can dramatically grow your bottom line by revealing cost and profitability information during the deal. When reps can see what deal structures are most profitable and are then incentivized to sell them, your business can successfully sell for profitability, not just revenue. An innovative CPQ system will also make it easy for reps to bring subject matter experts into a deal, working together in the CPQ system on the same quote. When your best minds are collaborating, it increases the overall value and quality of your deals. Capturing Maximum Value with Intelligent Pricing. For many sales reps, pricing and getting pricing approved- is often the biggest pain point of the quoting process. Fortunately, with CPQ, finding the best price for any solution combination is easy and automatic. In the CPQ world, pricing refers to the rules that tells sales how they can discount a deal

5 and what approval rates should kick in when reps offer prices outside the preferred parameters. These rules are an essential part of controlling your margins- without guardrails in place, your deals are risk for rogue discounting or inconsistent pricing across channels. This creates lost revenue that can quickly add up. Pricing as a Strategic Advantage. The perfect price for a product is influenced by a variety of factors, including market demand, competitive pressures, perceived value by the customer, business strategy, timing and costs. These dynamic variables make pricing a challenge because you need the flexibility to make frequent, controlled changes to your pricing strategy if you want to stay ahead of the market. When it comes to pricing, a one-size-fits-all approach rarely works, especially if your business is spread across geographies, orders conducted through a variety of channels. At its core, pricing strategy is about making informed, data-driven decisions to effectively manage behavior, whether it is the market s behavior, the customer s behavior or your own sales reps. When you price your products with market conditions, prospect and buyer demographics, close rates, geography-based factors, and pricing history in mind, you can offer smarter discounts based on data, and avoid making mistakes that cut into your margins. For example, if you notice that smaller customers spend more when they perceive a lower per-unit cost, you might decide to target smaller customers with volume pricing. If you notice that enterprise organizations spend more on hardware if the services are discounted, you might offer discounted services to the enterprise, with higher hardware costs. Or if you have excellent renewal rates, you might reduce the price of the first year subscription to attract more new customers. In all of these services, you are encouraging your buyers to do the things that make sense for your business. And if you re leveraging a CPQ system, you can employ the strategies automatically. CPQ Drives the Modern Multi-Channel Strategy. Customers today have high expectations. They don t make the distinction between working with your in-house reps or with partner sellers. Your brand needs to offer a quality experience to your customers at every touch point, in every market. Here are some key components of a multichannel strategy: Superior Selling across Channels. CPQ makes it easy to manage your multi-channel strategy and support best practices everywhere you sell. The same CPQ system serving your reps should also govern your partner channels without causing confusion or compromising any sensitive information. Single Source of the Truth. Provide real-time, up-to-date product data to every approved user inside your company partners and resellers, so your channels are always operating with the same current information. Consolidate all your customer data in the same system no matter what channel it originates in, to dramatically improve your visibility into all sales. Targeted Data Controls. CPQ grants you full control over which partners, groups, or channels can access certain pricing or product information so you can target the data you provide to your different stakeholders.

6 You can manage channel-specific prices, promotions, revenue-sharing programs, portals and other channel strategies all from your single CPQ system. Incentives and Intelligence. By providing the right intelligent information and incentives during the quoting processwhether through commissions, channel promotions, or other tools- you can drive preferred behaviors by your partners and resellers so they are always acting in your best interest. Why Your Quotes and Your Contracts Need to Connect. A common mistake businesses make is to consider a sent proposal the end of the quoting process. Your sales cycle doesn t stop there. Quoting continues until finalized quotes turn into contracts- or in some cases, completed orders. What is the value of having an inaccurate, speedy quoting process if you run into bottlenecks when it is time to send out the contract? It is nearly impossible to maintain data quality if you have to copy all of the quote information manually into a new system when it is time to close the deal or complete an order form. If it takes weeks to negotiate terms and conditions and get a signed contract, you have limited the advantages of a CPQ solution. Instead, quotes should flow seamlessly into contracts, so you can close deals and get them on the books as fast as possible. When evaluating CPQ solutions, make sure the CPQ naturally connects to a contract management system built on the same system and can extend into order management capabilities. As your business continues to grow, you will need a backend system that connects all these parts of your business. Guide Partners and Sales Reps to Better Behaviors. CPQ undoubtedly delivers powerful outcomes by making basic business processes easier. But an agile and sophisticated CPQ can help you achieve more when you add the tools to influence the choices and behaviors of your reps, partners and even customers. Influencing Behavior to Grow the Top Line. You need your reps and channel partners to sell more and sell faster. And you need your customers to buy more and more often. So how can CPQ help you? Influencing behavior is a fundamentally different action than process automation; at the same time, it relies on a key idea we ve already discussed; providing the relevant information at the moment it matters most. The challenge to achieving behavioral influence is identifying the compelling information and moment in the decision-making process when it can have the desired effect. And you must have a tool that allows you to deliver this information accordingly at scale. Sell Smarter with Intelligent CPQ.

7 In today s challenging environment, CPQ can make you more competitive by eliminating manual processes, simplifying sales complexity and driving better selling behaviors by reps and partners. The best CPQ solutions can deliver even more with machine learning and intelligence. Machine Learning for Unparalleled Sales Performance. Business systems- especially CPQ- capture massive amounts of data about your customers, products and sales every day. Yet most enterprises are struggling just to turn this data into actionable information, much less apply any insights to their operations. Machine learning, the field of computational science centered on pattern recognition, is how businesses can bring greater understanding, predictive accuracy and prescriptive intelligence to sales. Every Rep Performs like Your Best-Selling Sales Rep. A CPQ solution with machine learning has the capability to provide deep and actionable insights to your business. For example, it can analyze every element of the quote and compare it to the quotes of your company s top reps and deals. The results are data-driven insights for all reps that increase deal value in the probability to win the sale. Machine learning can also compare many customers and find patterns that connect them based on the products they own. The results are data-driven product recommendations that make sense for the customer so they are more likely to buy. CPQ As the Quote-to-Cash Driver. CPQ makes your business more competitive, more agile and increases your topline. Quote-to-Cash is the vital business process that connects a customer s interest in a purchase to the realization of revenue. It includes creating a quote, negotiating and managing a contract, fulfilling orders, recognizing revenue, ensuring compliance and tracking payments- all within visible and controlled workflows. Quote-to-Cash is the single link between top line impact, bottom line results and customer satisfaction. No other process is as critical for maximizing the value of captured revenue in a profitable way as well as meeting the needs of customer sales requests. This process relies on the collective intelligence and effectiveness of the enterprise- all beginning with CPQ. Conclusion. Process automation is only the first step for CPQ. It is an agile solution that can be used to influence the behavior of your key players to help you reach your business goals faster and easier. By incorporating the innovations of machine learning, CPQ can actually make your business smarter. CPQ helps to bridge the gap between your front- and back-end systems, picking up where CRM leaves off to seamlessly continue the sales process. CPQ targets the root of the problems that impact your sales: manual processes and unmanaged business complexity. With CPQ, your reps and partners are more efficient, more effective and have the tools they need to sell more, faster.

8 Intellitek Systems was started July 7, 2008 in Fort Wayne, Indiana. The company was founded on the premise of delivering the power of ERP software to small and mid-market companies by maximizing customizability to meet the unique needs of SMBs while keeping costs low. Since then, Intellitek Systems has ramped up its marketing efforts and on-boarded 100s of satisfied customers. Intellitek Systems, Inc. 127 West Berry St. Suite 1112 Fort Wayne, IN

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