If you are reading this blog, it’s probably because you are working to select the right CPQ for your company. Well done, you found the right blog to answer your questions. I’ll try to list what, in my opinion, should be evaluated when choosing your CPQ app. I hope it is valuable.
A multichannel sales strategy often faces an array of challenges: inconsistent customer experience across sales channels, inaccurate product information, difficulties synchronizing product and price updates, etc.
Whether your direct sales create quotes in the CRM, your partners generate proposals on a dedicated portal, or your customers shop online, you should be able to propose the right product, at the right price for an outstanding user experience anytime and anywhere.
When updating a product catalog or a price list, even a small change can take weeks to deploy on all sales channels.
The CPQ you choose should allow your business teams (product marketer, pricing manager, multimedia designer) to optimize the design, development, deployment and management of all your product and service offerings with limited need for IT resources. From the most simple price update to creating a brand new offer, the process must be collaborative, simple, and user-friendly.
As CPQ is shifting from a back-office tool, used by engineering and order entry clerks, to a front-office tool used by direct sales, partners, and increasingly end-customers through e-commerce.
This new situation presents enormous technical challenges: how to support the increase of simultaneous users with predictable, or indeed unpredictable, demands on the application.
A top-performing CPQ ensures your company always delivers an exceptional customer experience no matter how many users are using the application.
#CROSSSELL and #UPSELL
Companies are constantly looking for ways to increase revenue – many attempt to increase the number of customers or their purchase frequency. But the most efficient way to increase revenue is to increase the average purchase per customer.
The right CPQ should suggest, in real-time, complementary or additional products/services throughout the selling/buying process. It should anticipate customer requirements and even detect their underlying needs to increase the average purchase.
Many sales reps lack adequate tools for their day-to-day field activities. How much time has your sales team wasted in front of the prospect due to laptop software synchronizations?
How many back and forth activities are needed to generate the right proposal for your customer?
A multi-device CPQ helps you save time and money on the sales cycle. When a sales rep is visiting the customer/prospect, he can configure, price and quote a product instantly and generate an accurate proposal on the fly. All this right in front of the customer. Simplicity, interactivity, portability – this is what a CPQ should be!
Have you ever heard a sales rep, a customer, or a partner complain about how difficult it is to do business with your company because of poor sales tools.
Providing an outstanding user experience for every kind of user is essential for a CPQ as it is the core of all selling activities. A great experience with a company, whether you’re a buyer or a partner, is what makes you loyal and supportive!
If you’re attending Dreamforce, I highly recommend you join Cameleon’s Session “How Configure, Price, Quote Improves the Customer Experience, Featuring ADT” on Wednesday, September 19, 2012 @12:00 pm. Visit Cameleon Software at booth #1307.