Who are the Typical CPQ Users? That Answer May Surprise You

Who uses CPQ? This is  a question that gets asked a lot more and more these days as Configure, Price, Quote solutions become the norm for many manufacturers

Many manufacturers have started their digital transformation journeys and defining their CPQ users has become an integral part of their success. Many companies begin their engineering and sales team as the initial CPQ users, but did you know that it’s possible to extend the solution to different departments of your business? Let’s take a look at some unexpected beneficiaries of CPQ.

CPQ Users 1: Sales

The rapid shift to online buying and selling has been a bumpy ride for some manufacturers. Without CPQ your sales team has to use manual processes to create the custom, complex products your customer wants. This manual process leads to long response times, inaccurate quotes, and an unhappy customer. This doesn’t even account for the high costs of training new sales reps on an increasingly complex product catalog. Often times customers are looking for a more visual experience, that isn’t offered in many sales pitches by manufacturers.

All of those challenges for the sales organization can be solved with CPQ. It’s possible to connect every process together for a streamlined buying experience ensuring that sales always delivers the right quotes and sells a deliverable product. Even your newest sales rep with the help of guided selling can quickly become an expert on the product because CPQ creates only accurate products and even CAD drawings to show customers. Enhancing the customer experience is possible with visualization that shows the final product in the real-world environment where it will be placed.

Discover how connecting processes can make your sales cycle, faster and more appealing to customers

CPQ User 2: Marketing

Understanding the manufacturing brand and connecting customers to create a profitable pipeline for sales isn’t always an easy task for the marketing team at manufacturing companies. With an online and high-touch buying journey for customers. Meeting these customers with a personalized experience for a great experience is the goal. This turns into high-quality leads for the sales team. But how can manufacturing go from B2B to a B2C experience?

That’s right, CPQ with visualization extends the custom product configuration to customers directly from a manufacturers’ website. Just like Nike does with their custom shoes, manufacturers are beginning to do with their products. Now that customers have the stunning, and accurate visual of their product it’s critical to capitalize on their interest. Self-service is another important aspect of marketing. With self-service customers will be able to start the process of buying a product, that is actually configurable, before even talking with the sales team. This may sound not so great for your sales team, but capturing interest via self-service will help sell to an existing or new customer while allowing more time to deal with bigger accounts.

Learn more about how visualization is enhancing the eCommerce experience

CPQ User 3: Engineering

With so much back and forth between engineering and sales on product specs, technical requirements, and more it’s important to try and streamline this process to enable engineers to work on creating innovative products instead of time-consuming administrative tasks. This doesn’t even account for the management of seemingly infinite product variations that need multiple systems to manage the data.

Streamlining and digitalizing these commercial, engineering, and factory processes with CPQ gives the users one source of data truth. That’s because CAD automation enables engineering and sales to deliver product specifications that can actually be produced. Being able to quickly and effectively solve technical product variance challenges using accurate product data and analytics can be another added bonus of CPQ.

Check out how CAD automation is helping sales and engineering streamline the sales process

CPQ User 4: The project lead

Identifying the challenges of a digital transformation journey with CPQ requires your digital team to understand the current business challenges, define a clear problem, desired outcome and the time to value. This means managing stakeholders such as marketing, sales, and engineering while navigating the project.

This means reinventing and future-proofing the operation from customer experience to the back office operations for deliverable solutions. Being able to gain a complete understanding of the challenges and articulate them across the organization will enable a fully cross-functional team that utilized CPQ in an optimized way

CPQ User 5: The information and technology teams

Understanding the relationship between operational, informational, IoT, cloud, marketing, sales, and analytic technologies and the importance of strong integrations is critical to a successful CPQ project. Setting the proper strategy and ensuring the right tech is used and adopted throughout the business is a challenge that the IT and tech teams face.

With powerful integration capabilities, CPQ is able to work with any CRM, ERP, PIM, PLM, CAD and eCommerce solutions on the market. These integrations streamline the process for every part of the organization ensuring everyone from sales to factory is working with reliable software.

The more CPQ users the better

To sum it up, the more CPQ is used across the organization the more complete and exciting the journey will be for your customer. Tacton CPQ extends past the typical use of CPQ for just sales or engineering. This value to marketing, project management, IT, and tech will help create full buy-in from the team. Ready to learn more about our holistic digital transformation efforts? Book your custom demo with us today!

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