CPQ best practices: 8 key questions to include in your RFI | Selectica
Choosing your CPQsoftware vendor8 key questions to include in your RFISo you know you have a problem in your CPQ process, andit’s time to seek out the right solution to overcome yourchallenges. As you begin constructing your RFI, make surethe vendors you’re considering can meet each of these keyrequirements.
Business moves faster with mobile,and especially when it comes toquote turnarounds, product andsales configuration on-the-fly, andthe ability to execute a contract.It’s critical that your location doesnot hinder your ability to push adeal over the finish line.Is your CPQsolution availableon a variety ofmobile devices?1
Does your CPQsolution managesales withconstraints orrules?2Administering a CPQ solution with acomplicated rule-modeling interfacepermits neither low total cost ofownership, nor user-friendlymaintainability, but a constraints-based system does. You can say in ahandful of constraints what itwould take potentially hundreds ofrules to say.
When it comes to deployingsoftware that streamlinesprocesses and encourages useradoption, integration concerns arekey. Be up front about the systemsyou have running and that musteasily integrate with CPQ.Can it integrateseamlessly withline-of-businesssystems such asCRM, ERP, & CLM?3
Does it include amodelinginterface?4An ideal CPQ solution will includean interface for rule or constraintmodeling at no additional cost, andwell-architected solutions will havea clean separation between data,rules, engine, and UI, allowing allmodeling to be done in one place. Ifyour system isn’t designed this way,then you’re in for a maintenancenightmare, straining your ITdepartment and slowing engineresponse time.
If the name of the game is keepingbusiness on a fast-track, cloudsolutions are your Lamborghini.CPQ vendors should show adedication to maintaining a highlevel of security within theirapplication, and should be happyto provide documentation thatshows how they keep your datasafe.Can your solutionbe deployed inthe cloud?5
Is it able to scaleas your companygrows and needschange?6As business grows, so does thesnowball of complexity. Think aboutyour company scaling and ask keyquestions, such as howperformance and user experienceare impacted by growing complexity,or how much it costs to scale theinterface.
The more complexity there is inyour sales processes, the morelikely you are to miss criticalmoments or issues in configuration,pricing, quoting, and contractactivities. Vendors should offercustomizable alerts to ensureclear, correct messages arepresented at the right time,enabling teams to take action whenneeded.Can it sendcustomized alertsto sales, finance,legal, and otherpersonnel?7
What type ofsupport isoffered?8Business users today need quickanswers to questions, and want tofeel like they’re receivingpersonalized service. CPQ vendorsshould offer comprehensive,around-the-clock service, andproper system training up-front.
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