You know your salespeople are working hard, but are they using their time wisely? Too often, they don’t have a choice. If they’re working with custom products and services, or standard offerings that have lots of options, they might spend one hour with a customer and two days creating a quote or proposal. They need to involve product or services experts, and call on estimators and production to ensure pricing and timing are correct. If they hand off a quote and the customer requests a change, reworking the quote can eat up even more hours. Sales automation can help, but doesn’t the situation call for CPQ that can pack knowledge and legwork into a streamlined process?
Both B2B and B2C customers want options and customizations, and no matter how complex their requests are, they expect to receive precise quotes, quick processing, and fast fulfillment. Viewed from your company’s perspective, the challenge involves balancing the need for speed and quality with your profit margins. Many businesses are looking at CPQ as more than a way to improve sales efficiency. They want tools that enable salespeople to quote complex, custom products with ease and instant expertise. They also want tools that minimize errors and enable quick order processing, so that production or fulfillment can start right away.
With e-Con CPQ, salespeople can create proposal and quotes that convert instantly into fulfillment-ready orders. There’s no need to hunt down information from pricelists, brochures, old proposals and other sources. They won’t need to request expertise from other teams and departments. Instead, they can launch e-Con via a smartphone, tablet, Microsoft Dynamics or a browser and work with a “smart” questionnaire that’s intuitive and guided. The e-Con rules engine works continuously as they answer questions to present a real-time overview of products and services that match the criteria they enter. Our rules engine handles all product and services information, such as features, pricing, discounts, margins, and ensures that salespeople only choose feasible options. Information is drawn directly from the Dynamics database, and is always current and accurate.
A sales rep can configure a complex quote in minutes and send or present it directly to a customer with confidence. As soon as a customer approves a quote, it can be converted to an order with a few clicks or taps. Production or fulfillment can start immediately, since the order includes all documentation such as BOMs, routings, specifications—whatever’s needed. The e-Con rules engine validates every detail in real time during the quotation process.
When you configure quotes and orders with e-Con, you can streamline and automate the process of collecting information, searching for products and services that meet customer needs, checking availability and pricing, and creating an actual quote. e-Con gathers all information and expertise from across your business to give salespeople a secure, guided path that lets them work efficiently and with confidence. Rather than spend hours and days building quotes and worrying about errors and updates, reps can focus on customer relationships and opportunities.
Your procurement department also benefits—because e-Con validates all information during the quotation process, procurement can rest assured that orders are complete and correct. e-Con eliminates the need for procurement to send orders to other departments for additional information or processing. As soon as a customer approves a quote, it can be converted to an order that includes everything needed to start production or fulfillment.