In short: to make money 🙂 But I promised 20 reasons, and you can find them below.
What are the typical benefits and reasoning for CPQ implementation projects? Here is the list of results you should aim for and observe after you implement CPQ solution:
- Simplified sales process in the organisation.
- Shortened on-boarding and training processes for the new sales people thanks to the reduced amount of required product catalog knowledge.
- Time savings in your sales team members’ manual busywork, which results in more time available for work they are excellent with: SALES. That means they can sell more and generate more revenue for the business.
- Automated sales processes and eliminated to the minimum human errors in repetitive tasks.
- Simplified and automated order provisioning.
- Enforced quote documents validity, including legal requirements of T&Cs and meeting graphical standards of your brand.
- Fixed boundaries on pricing and enforced organisation policy to pricing algorithm and discounts.
- Enforced contracted pricing, where applicable.
- Powered up subscriptions and renewal and automated processes making sure the balls are not dropped anymore.
- Unified and formalised customer experience with your sales operations. All customers are served in the same, well designed and well performed manner.
- Unified sales process across divisions/geographies, with minimum variances required by cultural difference or legal reasons.
- Standardised product catalog across divisions/geographies.
- Organised and standardised approval processes across divisions/geographies.
- Reduced time of releasing new product to the market by quick onboarding in the sales process.
- Removed lag between sales process changes and its adoption by the sales teams.
- Enabled sales teamproducing quotes in non-native languages.
- Simplified process with clear criteria of quote acceptance rules and relevant triggers of next steps in sales.
- Detailed view about every single opportunity and quote, including the stage and acceptance status, provided to the management at any moment in time.
- E-signature process for quote acceptance and speed of operations.
- Unification of the sales process across various units, for companies which grow by buying other firms.
And I bet there is more than the above. But this list should be enough for you to know the WHY, behind the CPQ implementation project.
If you are interested in learning more about CPQ implementation projects, you can find some practical knowledge in this ebook.
