What is CPQ?

Many sales organizations are facing a common problem: producing accurate and professional sales quotes for prospects quickly, while eliminating errors and inefficiencies. CPQ is a growing software category that tackles this challenge head-on. While there are several available packages on the market or you could even custom built your own CPQ, Salesforce CPQ is by far the easiest to configure declaratively.

C is for Configure

Every business’s offerings are different and vary in complexity. When selling a bundle you may not forget to add a specific option for a specific country, you have to keep in mind that you can’t sell product Y together with product X, oh… and this specific customer has an agreement to get 10% reduction on all products of a specific category!
Memorizing all those exceptions, rules and dependencies between product options, you almost have to be a genius to create a quote!

P is for Price

Few businesses sell their products at full list price to all customers in all situations. Perhaps you offer special pricing, bundled pricing or volume pricing. And maybe your sales reps like to apply extra discounts to “sweeten the deal”. Keeping track of current pricing, discount rules and bundled pricing can give you a headache. You might want to implement some advanced approval flow to keep discounting in check because it can be disastrous to the bottom line when discounts are applied incorrectly or inconsistently. And it can be embarrassing when you misquote prices to a customer, it can even cause you to lose the deal!

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