Work Smarter, Not Harder - Part 2: One Solution and Automation

Work Smarter, Not Harder - Part 2: One Solution and Automation

Frank Sohn
06. Dec 2021 | 2 min read

Work Smarter, Not Harder - Part 2: One Solution and Automation

One Solution for All Routes-to-Market

Businesses sell directly to customers via their sales team, or they may sell indirectly to their customers via distributors and resellers, or they may sell directly to their customers via a website. 

For all these "Routes to Market" (RTM) selling motions, there may be different rules. For example, not every product is sold on every RTM, not every product choice is available on every RTM, or the same product may have a different price depending on RTM. 

A CPQ solution can help to work smarter, not harder by automating all these different rules per RTM. This provides confidence to all impacted teams that simple and complex products can be sold profitably and in an automated way on all RTMs.

Automate Personalized Quote

Automating the personalization of a quote is another task that may sound easy and straightforward, but often enough it isn't. That is because every Sales Rep probably has a different idea of what needs to be part of a "personalized quote". 

Should a personal note be included? Which product flyers should be attached? Which product videos should be linked? Should a customer reference be attached to specific products? Should prices be shown for each product or for the complete quote?

A CPQ solution can help to work smarter, not harder by providing many different templates, options, languages, and more. This helps to align the quote appearance and to combine the best practices from the most successful quotes. 

Next in our series on benefits of CPQ: Learn how to leverage buyer data with CPQ, in addition to Up and Cross capabilities.

Note: Not every CPQ solution provides every capability mentioned in this series. Nevertheless, CPQ solutions can help most teams to work smarter, not harder, and the examples above are just a small sample of the improvement opportunities they provide.

Guide to CPQ software ebook

Frank Sohn

Frank Sohn

Originally from Germany, Frank started his CPQ experience with a SAP Project focused on Variant Configuration in Germany in 1996. He started his career as a developer in 1993 and then became an SAP Consultant in 1994. After spending a few years with small SAP consulting firms in Germany, Switzerland and the UK, he worked for multiple global high tech companies such as IBM GS, Hewlett Packard, IBM, Juniper and PWC prior to following his passion and founding his own CPQ focused consulting company. Throughout his career Frank was passionate about the customization and personalization the configuration, price, quote tools enable, and wants to help his clients to get the most value out of the CPQ processes and tools. Frank received a Bachelor of Business Information Technology degree in Germany in 1992. He is also a PMP (Project Management Professional since 2005) and a CSM (Certified SCRUM Master, since 2010).

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