Optimizing Your Configuration Rules

If you're in the process of configuring products for sales in a CPQ system, you know how important it is to get it right.

The right approach to configuring your products can make the difference between an efficient and accurate sales process, and one that is plagued by errors and inefficiencies.

When it comes to configuring products for sales in a CPQ system, there are two main approaches to consider: re-using your existing rules or writing new rules from scratch.

Both approaches have their own advantages and disadvantages, and it is important to weigh these carefully before making a decision.

Pros of Re-Using Existing Rules:

1. Time and resource savings: Re-using your existing rules can save time and resources compared to writing new rules from scratch. This is especially true if your existing rules are well-documented and understood by your team.

2. Familiarity with existing rules: If your team is already familiar with your existing rules, they will likely be able to more quickly and accurately configure products using these rules. This can lead to faster and more accurate quotes, reducing the need for change orders.

3. Consistency with back-end system: If your existing rules are already integrated into your back-end system, re-using them in your CPQ system can ensure consistency and accuracy between the two systems. This can help to reduce errors and ensure that quotes match what is available in the back-end system.

Cons of Re-Using Existing Rules:

1. Complexity and error-prone maintenance: Your existing rules may be complex and difficult to maintain, leading to errors and inefficiencies in your sales process.

2. Inaccurate or outdated rules: Your existing rules may not accurately reflect the current relationship between your products, leading to incorrect quotes and the need for change orders.

Pros of Writing New Rules:

1. Efficient and accurate: Writing new rules that accurately reflect the natural relationship between your products can lead to a more efficient and accurate sales process.

2. Reliable: New rules that are based on fundamental relationships between products will be reliable and accurate over time.

Cons of Writing New Rules:

1. Time and resource investment: Writing new rules from scratch can be a time-consuming and resource-intensive process.

2. Lack of familiarity: If your team is not familiar with the new rules, there may be a learning curve that affects the accuracy and efficiency of your sales process.

It is important to carefully consider your specific needs and circumstances before making a decision. Whether you choose to re-use existing rules or write new rules, the goal should be to ensure the most efficient and accurate sales process possible.

Is there a middle way?

So we've looked at the to classic approaches. However, there may be a third option - a middle way - that combines the advantages of both approaches. By combining the two approaches, you can leverage the benefits of both re-using your existing rules and writing new rules, while minimizing the drawbacks.

This middle way can help to ensure that your sales process is efficient, accurate, and reliable, while also reducing the time and resources required to configure products for sales.

By taking a holistic approach that combines the best of both worlds, you can achieve the best possible results for your organization.

The Importance of Separation of Responsibility

In order to ensure the most efficient and accurate sales process, it is crucial to clearly define the responsibilities of each team involved in the process. This means that if one team decides to keep existing rules another team can still start fresh and have the benefits of leaving the inefficient legacy behind.. Both sets of logic can then be combined to serve your CPQ-system.

In addition, separating responsibilities can also help to ensure that the necessary resources and attention are given to each aspect of the process. For example, the team responsible for writing new rules may need access to product information and technical expertise that is not readily available to the team responsible for maintaining existing rules.

In conclusion

In conclusion, the combination of existing rules and writing new rules can be a powerful approach to configuring products for sales in a CPQ system.

It is important to emphasize the importance of separation of responsibility in this process. By clearly defining the responsibilities of each team involved, you can ensure that the best possible results are achieved and that the sales process is efficient, accurate, and reliable.

On this blog we have previously discussed this topic and if you're interested to learn more, check out this post on a layered approach to product logic. One layer can be converted old logic, preferably using a tool like cpqbot, while another layer is done from scratch using the world class configurator of Tacton CPQ.