Tag Archive | Product Configurator
Earlier this year we stated Why Configuration is Essential for the Future of the Insurance Industry, stressing that this type of innovative solution is becoming the spearhead for business development in the sector. As 2012 comes to an end, we want to mark this declaration by looking back at the past year.
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.
Considering Apple sold more than 15 million iPads in the first year of availability, it’s clear the tablet device is a game changer and buyers now expect to incorporate mobile solutions in all areas. Therefore, the next frontier in sales is harnessing the power of mobile applications to access accurate data/information away from the office and generate profitable price quotes on the fly.
Just as Amazon and other leading online retailers have trained consumers to expect reviews and recommendations when they are making purchases in their personal lives, buyers are now expecting the same intuitive intelligence and relevance in their business transactions.
This is where the Guided Selling features of CPQ solutions have become critical in complex selling environments.
In order to reach their quota, sales reps are often inclined to pursue low margin/high volume deals. In the short-term this approach may improve close rates, but this approach can have a detrimental impact on the brand image and the company’s profitability. The delicate balance for many organizations today is aggressively driving top-line growth while still managing bottom-line margin contribution.