CPQ - An Introduction

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© 2011 Centric Consulting, LLC. All rights reserved
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 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

Moog Case Study
USE THE DATA WRITE QUERIES WRITE RULES TEST, TEST, TEST

The Demo

CPQ - An Introduction

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