CPQ - An Introduction

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August 2013

3/24/2015 www.centricconsulting.com 1

The eCommerce sales channel is expected to

outpace sales growth at brick-and-mortar stores

over the next 5 years to reach $370 billion in

sales by 2017.


Think CPQ: How to integrate eCommerce into multi-channel sales strategy Michael Boykin, July 17, 2013

CPQ is a sales solution.

It streamlines the process of discovering,

selecting, and combining your product or

service options.


Of the CPQ applications sold in 2012, 50%

were used to enable Web or e-commerce and

partner channels.


MarketScope for Configure, Price and Quote Application Suites, Gartner, Praveen Sengar, May 2, 2013

CPQ clones your best salesperson and helps

customers select their ideal product.


Tell me what you’re trying to solve and I’ll

recommend you the right product that fulfills

your needs, and I can customize it if need be.


Why CPQ?

• Enabling buyers to complete purchases

• Consumers typically know what they want. Set them up for success.

Enablement

• Improving usability and experience

• Provide buyers with the right information at the right time. Provide handholding at the right time.

Improvement

• Empowering buyers to configure products

• Once the product is located, allow buyers to configure it to meet their needs

Empowerment


When to CPQ??

Complexity

• Products or services are complex and/or have a large number of variants and current tools mismanage

Resources

• Insufficient or slow response times to quote requests and sales proposals

• Lack of business people to support demand

Consistency

• Different experiences based on what mechanism used to interact with the business

• Inconsistent data or information depending on source


Selecting a CPQ

Flexible Modeling Environment with

Hybrid Engine Rules

• Objective is to manage and model the most complex products, services and business processes without the need for computer experts and intricate logic

Integration

• Ease of integration with CRM and ERP and other existing systems

Deployment

• Must be able to deploy the same functionality and the same configuration modal simultaneously in several ways (web, mobile, hosted, SaaS, etc.)

Compatibility Rules

• An advanced CPQ system can model thousands of business rules with a minimal number of constraints or customizations


CPQ: What Solution Is Right For You?, Patrick Guillon, July 12, 2013

EndeavorCP

Q?


A tool that allows you to create rules which guide

customers through the buying process

Constrain options based on product compatibility rules

Allows companies to easily and concisely present

complex products and services to end users

Delivers a rules-based solution that will enable websites

to deliver customized solutions based on customer’s

needs

A complete guided selling and sales configuration

solution

Integrates with salesforce.com, Sage SalesLogix,

SugarCRM, Microsoft Dynamics CRM, Commerce

Server, SAP, and SMB Suite.

Moog Case StudySelf-Service/Accessibility

• Distributors require hands-on assistance from sales reps. in order to build out complex product configurations

Consistency

• Multiple different ways to configure the same valve (Excel, online, etc.), but each version is slightly different.

Maintenance

• Lack ability to easily update data across the various tools used for configuration


Moog Case Study


USE THE DATA WRITE QUERIES WRITE RULES TEST, TEST, TEST

The Demo


Technology

CPQ - An Introduction