CPQ - An Introduction
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This document discusses how configure, price, and quote (CPQ) solutions can help companies integrate e-commerce into their multi-channel sales strategies. CPQ systems allow customers to self-configure complex products and services online. The document recommends selecting a CPQ system that is highly flexible, integrates well with other systems, and can be deployed across multiple channels. It provides an example of how Moog used a CPQ solution to provide consistent configurations, reduce maintenance burdens, and give distributors self-service access.
CPQ - An Introduction
- 1. NOTICE: Proprietary and Confidential This material is proprietary to Centric Consulting, LLC. It contains trade secrets and information which is solely the property of Centric Consulting, LLC. This material is solely for the Client’s internal use. This material shall not be used, reproduced, copied, disclosed, transmitted, in whole or in part, without the express consent of Centric Consulting, LLC. © 2011 Centric Consulting, LLC. All rights reserved August 2013
- 3. 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. 3/24/2015 www.centricconsulting.com 2 Think CPQ: How to integrate eCommerce into multi-channel sales strategy Michael Boykin, July 17, 2013
- 4. CPQ is a sales solution. It streamlines the process of discovering, selecting, and combining your product or service options. 3/24/2015 www.centricconsulting.com 3
- 5. Of the CPQ applications sold in 2012, 50% were used to enable Web or e-commerce and partner channels. 3/24/2015 www.centricconsulting.com 4 MarketScope for Configure, Price and Quote Application Suites, Gartner, Praveen Sengar, May 2, 2013
- 6. CPQ clones your best salesperson and helps customers select their ideal product. 3/24/2015 www.centricconsulting.com 5
- 7. 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. 3/24/2015 www.centricconsulting.com 6
- 8. 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 3/24/2015 www.centricconsulting.com 7
- 9. 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 3/24/2015 www.centricconsulting.com 8
- 10. 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 3/24/2015 www.centricconsulting.com 9 CPQ: What Solution Is Right For You?, Patrick Guillon, July 12, 2013
- 11. EndeavorCP Q? 3/24/2015 www.centricconsulting.com 10 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.
- 12. Moog Case Study Self-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 3/24/2015 www.centricconsulting.com 11
- 13. Moog Case Study 3/24/2015 www.centricconsulting.com 12 USE THE DATA WRITE QUERIES WRITE RULES TEST, TEST, TEST