Optimizing price-to-quote processes is a crucial step for generating revenue from the growing B2B segment. Here is a step-by-step breakdown of where CPQ tends to go wrong and costs organizations money.
- Configuration. The salesperson may misunderstand the customer’s needs and give an incorrect quote. This results in delays, customer frustration and additional costs.
- Pricing. Even when it isn’t manual, pricing is often inflexible and inaccurate, and therefore uncompetitive.
- Quote. Quotes are often done manually as well, and are structured in ways that are hard for the customer to understand.
- Order. Once customers make an order, the ensuing sales process is detached from CPQ and depends on manual intervention, causing expensive inefficiencies and more chances for errors.
- Integration, or lack thereof, between the CPQ and order-to-cash processes creates customer dissatisfaction regarding order delivery and discord regarding when to activate SLAs.
To learn more about optimizing CPQ for B2B revenue, download our CPQ whitepaper.