Amit Kumar, Salesforce Architect, Synthesis Systems
CPQ (configure, price, quote) automation is a powerful tool for sales teams. It streamlines the sales process by helping sales reps provide accurate quotes quickly and consistently, saving time and improving customer satisfaction. The benefits of CPQ automation for sales heads include improved data accuracy, better pricing consistency, reduced time spent on quoting, and the ability to track and analyze data related to quote requests. Additionally, CPQ automation helps sales teams create more comprehensive, better-structured quotes that are easier for customers to understand, increasing customer satisfaction and loyalty.
Here are eleven CPQ (Configure Price Quote) workflows that are critical to automating:
#1 New Product Introduction: When a new product is introduced, workflows can automatically update the product catalog and create corresponding configuration and pricing rules.
#2 Customer Onboarding: Automate onboarding new customers, including gathering customer data, creating new accounts in the system, and assigning the appropriate pricing and product configurations.
#3 Quote Creation and Approval: Automatically create quotes based on customer requests, route them for approval, and send them to the customer for review.
#4 Pricing and Discount Approval: Automate the approval process for pricing and discount requests, ensuring that they are properly reviewed and approved before they are applied to quotes and contracts.
#5 Contract Management: Manage the contract lifecycle, including automatic renewal reminders, contract expiration notifications, and contract amendment requests.
#6 Order Fulfilment: Automate the order fulfillment process, including creating purchase orders, tracking inventory, and coordinating shipping and delivery.
#7 Revenue Recognition: Automate the revenue recognition process, ensuring that revenue is recognized in accordance with accounting standards.
#8 Sales Forecasting: Automate sales forecasting, aggregating sales data and generating forecasts based on historical trends and other factors.
#9 Service Level Agreement (SLA) Management: Manage SLAs, including tracking SLA compliance, escalating issues, and notifying customers of SLA breaches.
#10 Customer Feedback and Support: Manage customer feedback and support requests, automatically routing them to the appropriate team members and tracking resolution status.
#11 Guided Selling for Upselling and Cross-Selling: This perhaps is one of the most important automation where you can provide tailored product or service recommendations to boost sales.
Several more workflows need to be automated depending on the business goals. Reach out to our experts to identify the right workflows that require automation. Let us know which ones you have automated and what benefits it provides.