Quote tools like e-Con CPQ (Configure, Price, Quote) enable faster, better quotes. Result? You can send out more quotes per month because sales reps have more time to generate quotes. Research from Aberdeen shows that companies who use CPQ tooling out-perform companies that do not use CPQ tools. For example, companies that do not use CPQ deliver on average 14 proposals/quotes or RFPs per month, compared to almost 21 proposals per month for companies that use CPQ tools. In this research, 159 end-user organizations are surveyed. Companies that use CPQ are almost 30% more effective in quoting.
How might a CPQ investment help your company? Well, you know your salespeople are working hard, but too often they don’t have the choice to work smart. 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?
The value Quote tools like e-Con CPQ delivers
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. They work with a “smart” CPQ 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.
Learn more about configuring quotes via our demo-lab, or start a chat conversation with Pieter.