The appropriate configure, price, quote (CPQ) solution produces automated, streamlined procedures that reduce human errors and approval rounds, improve cross-communication, and maximise the client experience. However, a CPQ solution is only as valuable as its adoption and application. CPQ investments will only succeed with a suitable software adoption plan for various reasons, including internal employee pushback, poor CPQ onboarding and training, and overall low CPQ uptake.
CPQ adoption can be intimidating, yet it can provide significant benefits for your business. A successful CPQ tool will streamline business and consumer needs by simplifying the quoting process to maximise efficiency. Understanding some fundamental practices before commencing your implementation can aid in the success of CPQ adoption.
What is involved in CPQ adoption?
CPQ solutions involve configuring quote-generating logic, pricing models, discount rules, product dependencies, and other data analytics to estimate how much a consumer’s order will cost based on the products they select. Strong CPQ adoption strategies also consider end-user onboarding, such as CPQ training and performance assistance for those who utilise these platforms.
To help avoid common pitfalls during CPQ adoption, let’s break down the best practices for implementing CPQ into your business so you can reap the benefits while ensuring smooth adoption. With all this said, let’s break down a few practices that will ensure the best possible outcome for CPQ adoption in your business.
Define your objectives and desired outcomes
First, establish the key business objectives and desired outcomes that will drive your CPQ adoption process. These objectives will guide your implementation plan, determining which stakeholders must be involved, when, and your teams’ tasks.
Create targets on KBOs for the project such as:
- Average Quote Value
- Customer Churn Rate
- Discount Performance Trend
- Percent of opportunities quoted
- Quote Cycle Time
Estimated the cost and timeline of the onboarding process and identify the risks and challenges of the project.
Understand consumer needs
Knowing your consumers inside and out, including their needs and behaviours, is the key to effective selling. The same ideas apply to your CPQ system; CPQ capabilities, more than any other software supporting business processes, must be adapted to individual customer concerns.
Ask questions to determine what your CPQ system should consider to meet consumer needs, such as whether you should implement a solution that supports consumers in international locations or whether your consumer base is limited to one specific region.
Optimise workflow
Sales productivity is strongly reliant on your team’s ability to generate effective sales quotes quickly and efficiently. Every day, sales representatives take on time-consuming administrative duties that slow down sales cycles and increase the risk of losing customers. This time may be better spent elsewhere to boost more than just productivity.
Successful CPQ adoption speeds up quote production and automates CPQ workflow, such as follow-up emails, approval procedures, and contract signing. The results is that it can reduce process inefficiencies, boost productivity, and increase income.
Test your strategies
A poor CPQ adoption is the surest method to prevent a new solution from being implemented. Teams will simply not use a tool if it is not perceived as user-friendly and an asset to their role. Testing should be conducted at all levels, to ensure your strategies pay off.
Commit to the process
Failures occur when teams are understaffed in terms of resources and time to execute the actions required. Productivity may even suffer during learning as your team discovers how the new system functions. At this stage, it’s not a terrible idea to lower your team’s quota until they’ve had a chance to become acquainted with the new CPQ features.
Challenges of CPQ adoption
One challenge you may face during CPQ adoption is not having clean data before the process begins. Your CPQ system’s data must be current, accurate, and trustworthy. Your proposals to consumers may include inflated rates or incorrect delivery times if it isn’t. Whether you write proposals by hand or automate your CPQ process, this is true. Put in place a clear strategy for ensuring accurate data when adopting your CPQ software, and hold data owners accountable for keeping their information up to date.
This may seem obvious; however, it is important to note that such a huge overhaul to your CPQ process may be overwhelming for your team. Moving from a spreadsheet system or manually filling out templates to relying on CPQ software will alter their day-to-day process. Users may struggle to adapt, resulting in errors or unwillingness to adopt the software. Striving to scale your process all at once could be an expensive mistake that undermines long-term product adoption.
Commit, plan, and question your way to a successful adoption
Implementing CPQ software can be tricky. Your business may face challenges during the adoption process. However, understanding your goals early on, focusing on consumer concerns, and optimising the adoption procedure, will allow you to reap the benefits of a CPQ system.
Soprano Media is an Israeli marketing firm created by marketers for marketers.
Established in 2018, Soprano Media represents dozens of SAAS start-ups and scale-up companies, allowing them to engage with their audience through value-driven content.
