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In medical manufacturing, every offer matters. Whether you sell anesthesia machines, imaging systems, or bundled care packages, you face a shared challenge: quoting accurately, quickly, and with full compliance.
Yet many manufacturers still rely on spreadsheets to price complex deals. In today's high-stakes medical device manufacturing CPQ landscape, that’s more than a bottleneck—it’s a liability.
Where Quoting Breaks Down
Picture a sales rep preparing a quote for a hospital group. The package includes a surgical system, installation, and a five-year service agreement. But the latest pricing update is stuck in an email thread. A required add-on? Missing from the spreadsheet. The result? A delayed offer—or worse, a lost opportunity.
This scenario is common in medical manufacturing CPQ. Spreadsheets were not built to handle:
- Fast-moving product updates
- Custom bundles with service options
- Local pricing rules and margin controls
- High-volume quoting across teams and regions
Sales teams in the medical equipment CPQ space need more than manual tools. They need structure.
Why Medical Manufacturers Are Turning to CPQ Software
The right CPQ (Configure, Price, Quote) does more than automate pricing. It turns quoting into a strategic advantage.
When built for the medical devices CPQ environment, a CPQ solution allows teams to:
- Configure products based on approved combinations
- Generate accurate commercial offers instantly
- Apply consistent pricing strategies by channel, contract, or territory
- Trigger automatic workflows for review and approvals
- This shifts quoting from a slow, manual task to a smart, scalable process.
Sales Speed Shouldn’t Be What Costs You the Deal
For many medical manufacturers, finalizing sales isn’t just another task—it’s a constant pain point. Teams struggle with outdated spreadsheets, slow approvals, and inconsistent pricing. Operations waste time fixing mistakes. Leadership lacks visibility into pipeline performance.
These aren’t strategy issues—they’re system issues.
With the right structure—product configuration rules, real-time pricing, and automated approvals—teams can shift from reacting to leading. Sales professionals stop chasing updates. Admins stop double-checking margins. Deals move forward faster, with fewer surprises and more predictability.
What used to slow you down becomes a competitive advantage.
Fixing how proposals are built and approved doesn’t just reduce mistakes—it unlocks capacity for growth.
Recommended Customer Stories
The Way You Deliver Offers Says Everything About Your Business
Every commercial offer does more than list prices—it sends a message. It shows buyers how prepared, professional, and responsive your organization really is.
When a sales rep can assemble the right solution instantly, it inspires trust. When pricing takes too long or needs rework, confidence fades.
In the medical device industry, how you present and deliver solutions becomes a differentiator. Buyers don’t just evaluate features—they assess your reliability.
Streamlining this process lets sales teams focus on people, not paperwork. Reps spend more time solving problems. Leaders gain insight. Customers get timely, tailored responses that reinforce their decision to engage with you.
And that leads to faster decisions, stronger partnerships, and long-term success.
How Sectra Modernized Their Quoting Process
Sectra, a global leader in medical imaging IT, faced common challenges: quoting delays, inconsistent pricing, and errors that slowed down deals. Their teams worked across 19 countries—often with different tools and disconnected systems.
With CPQ software, Sectra made a clear shift:
- Their quotes became error-free, thanks to product configuration logic
- Integration with Microsoft Dynamics gave full visibility into sales activity
- Add-on services were bundled automatically, increasing deal value
- Sales reps could quote in real time, with fewer delays and fewer steps
Brian Maynard, Operations Manager, noted:
“Now it’s all in one place. It’s significantly more efficient.”
For companies in the medical device industry, this is what transformation looks like: fewer errors, faster quotes, better margins—and happier customers.
Penlon’s Quoting Upgrade with Medical Device Manufacturing CPQ
Penlon, a leading British manufacturer of medical devices, used to rely on spreadsheets to manage their quotes. The process was slow and error-prone. Sales managers had to wait for approvals, copy data across systems, and double-check every detail.
In a complex environment like medical device manufacturing CPQ, that kind of process holds back sales and growth.
With XaitCPQ, Penlon changed how they work:
- Sales reps can now create quotes on their own—no back-office delays
- Product rules help prevent quoting mistakes
- Approvals trigger automatically when quotes go below margin targets
- The team sends more quotes per person, without losing accuracy
As Tony Serratore, Head of IT, put it:
“Faster quoting means more quotes per employee—without sacrificing quality.”
That’s not just efficiency. It’s control, scale, and confidence.
Why CPQ Matters for Medical Manufacturing
Penlon is not alone. Across the medical manufacturing CPQ space, quoting challenges are common. Products are complex. Rules change. Sales teams need fast answers and reliable tools.
That’s where the right CPQ software makes a difference.
With it, you can:
- Configure products based on approved combinations
- Apply accurate pricing using real-time data and contract rules
- Speed up your sales process by reducing manual steps
- Deliver consistent, professional quotes across regions
- Improve the customer experience with faster, clearer responses
- Gain real-time visibility into quote status and performance
- Support distributors and partners with controlled access
- Reduce human errors with automated checks
It’s not just about quoting. It’s about building trust and closing deals.
Why XaitCPQ Is Built for Medical Equipment CPQ
XaitCPQ is designed for industries that sell complex products with high stakes—like healthcare. It fits the needs of medical equipment CPQ users by removing friction from every step of the quoting process.
You get:
- Clear product rules to avoid mistakes
- Rapid proposal development for even the most complex products
- Automated approval workflows based on your business needs
- Easy updates to pricing, regions, and product bundles
- Seamless integration with CRM and ERP systems
With CPQ for medical sales, accuracy is critical. XaitCPQ gives your team the power to move quickly, confidently, and independently.
No more quoting delays. No more errors. Just fast, accurate, scalable quoting—designed for the medical device industry.
