A full-blown Sales Transformation typically requires a large commitment from your company due to the time, effort, and cost involved in the Transformation. My Definition: A Sales Transformation should improve a company’s sales performance via all Routes-to-Market (Sales Team, Channel Partner, your ecommerce website) by Increasing Sales and Sales Effectiveness Reducing the time required for [...]
By Lars Hoegsted | HoegEye (www.hoegeye.com) The term Configure-Price-Quote describes the interactions that take place when selling customized products and services. Processes around configurable products are special because the product is never produced before the actual purchase. The product never exists as such; it is just a blueprint – a DNA – for billions of [...]
If you are new to Configure-Price-Quote (CPQ) Software it may be good to know that it is fairly common that people are unclear about what CPQ actually does. I typically earn blank stares when I say what I do without providing some examples. Therefore let’s start with some examples that show where CPQ Software is [...]
Guest Blog from Blackcurve (Moira McCormick) The fastest and most effective way for a company to realise its maximum profit is to get its pricing right. The right price can boost profits far quicker than increasing sales volume; the wrong price can shrink profits just as quickly. It can be a natural instinct to shy [...]
This saying is also true for Configure-Price-Quote (CPQ) tools! While we obviously don’t require a picture for every product that we buy (e.g. Software, Services), it is challenging to buy many products without some form of visualization (e.g. picture, 2D drawing, 3D model). One obvious example is a car or motorcycle. As online customers we [...]
This time of year provides a good opportunity to take a moment and think about where the CPQ (Configure-Price-Quote) and Quote-to-Cash market is and where it may go over the coming calendar year. Here are my expectations for 2017: 1. CRM Platforms (e.g. Salesforce.com, Microsoft Dynamics CRM, NetSuite, SAP, Oracle) will become even more influential for [...]
Almost a year ago I prepared an outlook for CPQ in 2016 (Read it here). Before I go ahead and do this again (in the first week of January) for 2017 I wanted to check myself and see how good or bad my expectations/predictions were. After all I want to provide high quality information and [...]
First let me explain who Cincom is. Cincom is a Cincinnati, Ohio based Software Company that was founded in 1968 and offers, beside many others products, a CPQ solution. They are specialized in the manufacturing and distribution industries and their product addresses complex configuration challenges. Before I talk about the actual event let me add [...]
Let me first clarify what Tacton Days is. Tacton is a Swedish CPQ Vendor specialized in the manufacturing industry. They organize an annual two-day event called “Tacton Days” in Stockholm, Sweden. This is one way for them to inform their customers, partners and prospects about their latest Product Updates. The reason I got invited, even though [...]
While Dreamforce itself is growing every year the number of Configure-Price-Quote (CPQ) Vendors is growing as well. In addition to the CPQ vendors who have a booth at the Expo in the Moscone Center there are more CPQ vendors meeting with customers around the actual Dreamforce event. This is good news for all CPQ customers [...]
