Guiding the deal with CPQ
August 19, 2019
RESEARCH REPORT
In brief
In brief
- Guide the deal not just the configuration.
- Greatly improve the customer experience by guiding the deal across five dimensions: solution, pricing, terms and conditions, supply chain and renewal.
- Increase your value case for CPQ transformation and broaden your stakeholder buy-in.
The risk of disruption is often what holds back company-wide buy-in of Configure, Price and Quote (CPQ) transformation initiatives. The key to increasing the value case for a CPQ transformation is guiding the deal, not just the configuration. This will significantly improve customer experience and broaden stakeholder buy-in.
The five dimensions
Instead of just guiding the solution configuration, CPQ can guide the broader deal across five dimensions: solution, pricing, terms and conditions, supply chain and renewal.
Guide the solution
Hiding engineering complexity behind a guided experience, making the experience about the seller/buyer, not the engineer.
Guide the pricing
Providing guidance on the right price for a specific transaction, improving the experience and reducing friction between sellers and deal approvers.
Guide the terms and conditions
Enabling greater automation of downstream processes such as renewals, amendments, and cancellations.
Guide the supply chain
Integrating CPQ data into the supply chain planning processes to provide insights into what is quoted and what products and services are being sold.
Guide the renewal
Automate renewal processes, conduct white space analysis, and increase renewal sales while reducing operational costs.
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Keeping the guidance relevant
For all these types of guidance to be effective, they need to stay relevant to changing business conditions and specific customer needs; and using AI and rules-based guidance is the best way to assure that. In addition, CPQ guidance often fails when it is over-engineered, presenting users with too many choices; for this reason, the CPQ design needs to be experience led, based on a vision of the customer experience that incorporates the required guidance at the right time without overwhelming the sales team.
Quote to Cash The Accenture Way
Accenture's video shows how our Quote to Cash practice helps clients sell more, better and faster. See more.
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