You’re excited that you got the order, but the problem is the quote expired two months ago. What do you do? This is a challenge facing countless businesses. In many cases, the business takes the order, only to find out later they didn’t make the expected margin or even worse, lost money on the deal.
Product configuration tools are designed to help a sales team quote multifaceted and complex products. There is a range of products available but many of these systems require a sizeable budget and significant time and resources to implement. One approach that has proven easy to deploy and use is the Base Model approach. This methodology starts with a standard configuration and provides options for substitutions and additions. Rules and constraints ensure the integrity of the final product.
Building an in-house quoting solution is the process of using internal resources or outside contractors to build a custom application. The more unique the requirements, the more appealing a “bespoke” system is to the business. If an application embeds knowledge or processes that are proprietary and give a business a competitive advantage, then taking an in-house approach may be justified. However, most often this is not the case and businesses embark on in-house development without a clear direction or long term vision.
The core of many businesses is the necessity to create sales quotes to generate orders. Very often, businesses rely on Word and Excel to accomplish this task. Why, because it’s easy to get started with these office programs, but it leads to complications and inefficiencies that over time, block an organization’s ability to achieve their business and sales objectives. Word and Excel are excellent tools for many general business tasks, financial analysis and scientific and statistical analysis (to list a few), but they fail to provide many of the key components of a good sales quoting solution.
CPQ(Configure Price Quote) or sales quoting program is a software solution that helps businesses correctly quote products and services to customers and prospects, often involving complex or customized products. A well implemented CPQ/Sales quoting program can help businesses streamline steps, expedite quotes, consolidate opportunities and improve overall customer service. But a CPQ system isn’t necessarily required by all sales organizations and whether you need a solution depends on the issues and needs of your organization. A good place to start is to ask your sales team if they are having any trouble generating and issuing quotes.
Running a business isn’t easy, but a well-designed quote to order system c an help make work life easier and contribute to sales growth targets. Keep in mind, that software alone can’t solve the challenges often facing today’s businesses. A reliable solution provided with creditable industry experience is also important. One who takes the time to understand your business, helps to identify your specific needs and makes recommendations to benefit your business.
For many businesses, a significant amount of time can be wasted manually converting accepted quotes into orders. Compounding the problem are errors that may occur in the process, requiring costly rework and customer inconvenience. To resolve this issue, ProQuote works with several ERP applications to seamlessly transfer accepted quotes to the order module of the ERP program. In one typical case example, ProQuote and Pioneer Business Systems implemented a connector between ProQuote and SYSPRO’s ERP solution.