Quotation process

How a CPQ system can support product manufacturers:

Automated quotation generation

Optimize your chances of winning with convincing, precise and tailor-made offers. Enable your sales team to offer complex capital goods and services quickly and efficiently without specific prior knowledge.

The challenge in quoting is to respond quickly to customer requests or changes while minimizing the risk of prospects turning to competitors. Inaccuracies or inconsistencies in quotes and pricing can undermine customer confidence. Especially for highly customized products, the manual process can be cumbersome, slow and error-prone.

Automated quotation solutions offer a solution by eliminating the need for manual creation and enabling fast, accurate quotations. This allows sales staff to work more efficiently while increasing customer confidence.

Increased efficiency in the preparation of quotations through data-driven documents

Data-driven documents use validated data from configurators, ERP, CRM and CPQ platforms to ensure the accuracy of quotes.

A rules-based approach to configure-to-order and pricing rules ensures that quotes always contain the latest and best product options, prices and correct legal terms. This makes it possible to create accurate quotes from the start – every time.
In addition, the technology enables sales to create quotes quickly and independently, without having to rely on support from other departments. Within minutes of a customer request or change, a new quote can be sent out, improving response time and increasing competitiveness.

The simplification of the quotation creation process leads to a higher number of quotations per sales employee and therefore to a potential increase in turnover.

Precision and personalization in the early stages of the sales process

CPQ enables the creation of detailed and comprehensive quotes that address individual customer requirements and specific BOM items early in the sales process.

By including full pricing information, including adjustments and discounts, sales prices can be made transparent at an early stage to avoid surprises later on. This leads to more informed investment decisions on the customer side and enables a faster deal closure. In addition, the presentation of quotations can be further improved through product visualizations and technical drawings.

The CPQ document templates are created in Microsoft Office programs. This allows you to take advantage of all the branding and layout options they offer, including: fonts, styling, graphics, tables, document structure, table of contents and much more. Consistent branding in every proposal reinforces first impressions and contributes to brand identity.

Versatile use of CPQ systems to support sales

CPQ systems are not only useful for creating quotations, but can also be used for a variety of other sales support documents. These include technical specifications, operating instructions, contracts, safety instructions and price reports. Support for common file formats such as Word, Excel and PDF opens up limitless possibilities for the creation and customization of documents.

In addition, these systems enable a flexible design of the quotation process within a sales organization. Sales reps can customize quotes to the situation at hand by deciding what content is relevant for specific purposes or even adding their own material. This flexibility helps to create more personalized and targeted quotes, which increases the chances of closing a deal.

Efficient offer collaboration and support for various sales channels

Instead of endless email threads, you can share quote revisions with customers directly in CPQ – including 2D and 3D drawings. All quote revisions are collected in one place for your customer’s buyers. Members can then log in, reply, comment and upload their own documents as input to the deal.

Utilize the power of CPQ quote and document creation in all sales channels: direct sales, resellers and independent configuration by your customers.
This will increase your quotation volume immensely and boost your order intake. Each reseller in your CPQ system can use their own quotation structure and branding.

The right software for the quotation process: