Does your business have a large product catalog? Your quote configuration is probably time-consuming and prone to errors, due to the large amount of possible product combinations. This eventually contributes to a loss of revenue. If your sales department is struggling with this, Salesforce CPQ is the powerful tool you need to improve the quote configuration process.
When properly configured, the possibilities that Salesforce CPQ has to offer will speed up the quote configuration, result in more accurate quotes and for that reason also shorten the sales cycle length. This obviously leads to a revenue boost. On top of that, Salesforce CPQ comes with a user-friendly interface that is easy to understand.
What are the core components that make Salesforce CPQ great for your business’s quote configuration?
One of the main components of Salesforce CPQ is bundle configuration. Bundle configuration ensures only technically valid bundles are configured and sent to your customers. A bundle is a group of products that is sold together as a package, consisting of a main product and related product options. These options can be configured and sold as part of the main product. There are various configuration options that determine the behavior of a selected bundle. For example, product options can be pre-selected or even required as part of certain bundles. Additionally, product options can be organized into sections, optimizing the user experience.
Automate Configuration with Product Selection Rules
To provide even more accurate quotes, configure product selection rules to automatically add, remove, enable, disable, show or hide product options. Determine to which bundles these rules apply and which conditions will trigger them. On the one hand, these conditions can be inside the context of the bundle. For example, add a free promotional product when a certain product option or combination of product options is selected. On the other hand, you can also set conditions on the outside of the context of the bundle. For instance, hide certain product options based on your customer’s delivery address.
As this is fully automated, your sales users won’t have to spend time validating or performing these actions manually. This benefits both your company’s quote accuracy and time to quote.
Filtering & Guided Selling
Use search filters to make quote configuration a lot easier, more accurate and faster. Search filters are a great way to pre-filter a large product catalog and to ensure that only products that meet the minimum requirements can be selected. This is essential if you already stored your customer’s requirements and don’t want to bother your customer with products that do not meet those. You can also link a search filter to a custom button, to show only a subset of the product catalog when clicked. For example, a button called “Add Software” that shows only products where the product family is equal to “software.”
Guided selling is another user-friendly way of finding the right products in a large product catalog. At the beginning of the product selection process, your users will be presented with a pop-up that asks a series of targeted questions. The answer on each question dynamically determines the following question. Based on the provided answers, only the products that match all the criteria are returned.
To sum up
These components are a subset of all functionalities included in Salesforce CPQ. Bundle configuration, product selection rules, search filters and guided selling contribute to a smarter and faster quote configuration process. All together, they form a powerful tool that significantly benefits your company’s revenue. Interested in learning more about the possibilities of Salesforce CPQ? Get in touch with us on email@example.com
Author: Matthijs Koks, Salesforce Certified CPQ Specialist
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