9 Mistakes to Avoid When Implementing Omnichannel CPQ

Understanding Omnichannel CPQ: A Comprehensive Guide

Learn how Omnichannel CPQ revolutionizes the sales process, brought to you by cpq.se, leveraging Tacton CPQ as the backbone.

Introduction to Omnichannel CPQ

In the modern digital landscape, the way businesses approach sales is evolving. Omnichannel CPQ (Configure, Price, Quote) stands at the forefront of this evolution. But what exactly is Omnichannel CPQ, and why is it becoming a critical component for businesses seeking to enhance their sales process? This guide, presented by cpq.se, is your entry point into understanding the intricacies and advantages of Omnichannel CPQ, especially when integrated with the robust Tacton CPQ system.

What is Omnichannel CPQ?

Omnichannel CPQ is an advanced sales tool that allows businesses to offer a consistent and efficient product configuration, pricing, and quoting experience across multiple sales channels. Whether customers engage with your brand online, in a physical store, through a mobile app, or via a sales representative, Omnichannel CPQ ensures they receive a cohesive and personalized service. This approach not only elevates the customer experience but also streamlines the sales process, making it more efficient and data-driven.

The Role of Omnichannel CPQ in Modern Sales

The adoption of Omnichannel CPQ is more than a technological upgrade; it's a strategic decision that aligns with the evolving expectations of today's customers. Customers now anticipate a seamless shopping experience, regardless of the sales channel they choose. Omnichannel CPQ meets these expectations by harmonizing the sales journey, providing uniformity in product information, pricing, and quoting. This consistency is vital for building trust and loyalty, leading to increased sales and customer retention.

Key Features of Omnichannel CPQ

Consistent Product Configuration: Allows customers to customize products uniformly across all channels.
Dynamic Pricing: Ensures pricing is updated in real-time, reflecting any changes or discounts instantly. Here we typically use Modelbot for master data integration.
Automated Quoting: Generates accurate and quick quotes, enhancing the efficiency of the sales process. Nowadays connected to a large language model for optimized personalization (live demo).
Multi-Channel Integration: Seamlessly connects online and offline sales channels for a unified experience. Unify your offline content with both desktop and mobile device support - of course with full customization capabilities.
Data-Driven Insights: Collects valuable customer data across channels, aiding in informed decision-making. With cpq.se out-of-the-box BI-tools connected to your CPQ we create a feedback loop from sales to product developement.

Benefits of Omnichannel CPQ

Integrating Omnichannel CPQ into your sales strategy, especially when using Tacton CPQ as the backbone, offers a multitude of benefits. It not only simplifies the sales process for your team but also transforms the purchasing experience for your customers. Some of the key benefits include:

Enhanced Customer Experience: Provides a smooth and consistent buying journey, leading to higher customer satisfaction.
Increased Sales Efficiency: Streamlines the sales process, reducing the time and effort required to generate quotes and close deals.
Accurate Data Management: Ensures that all customer interactions and preferences are accurately captured and utilized for future engagements.
Scalability: Adapts to the growing needs of your business, managing increased customer interactions without compromising quality.

Omnichannel CPQ as an Add-On from cpq.se

At cpq.se, we offer Omnichannel CPQ as an add-on to the existing Tacton CPQ system. This integration brings together the strengths of Tacton's robust configuration capabilities with the flexibility and reach of an omnichannel approach. Our solution ensures that your business is equipped with a cutting-edge tool that not only matches but anticipates the needs of the modern marketplace. Discover our transparent pricing for the Omnichannel option.

By choosing cpq.se for your Omnichannel CPQ needs, you are choosing a partner committed to driving your sales success.

How we work

CPQ solutions can deliver considerable improvements to your business. Implementing CPQ involves the whole company, and to unleash the benefits of CPQ you need more than just a great software.

We have been running CPQ analysis workshops since the 2001 and we know how to prioritize to quickly get going. We will guide you to where to start, what to prioritize and what to leave for another day.

Mistake #1

Lack of Transformative Thinking and Requirements

Implementing a CPQ system is an opportunity for transformative change, not just a technology shift. Failing to prepare specific, forward-thinking requirements can lead to a system that simply mimics old processes.

cpq.se’s Approach: At CPQ.se, we initiate each project with an analysis workshop, focusing on understanding and redefining your business processes to leverage the full potential of CPQ. Our team helps in crafting a visionary yet practical set of requirements that align with your business goals, ensuring a transformative impact on your operations.

Mistake #2

Over-Engineering the Solution and Failing to Standardize

Over-complicating a CPQ system can create inefficiencies. The aim should be to simplify and standardize processes.

cpq.se’s Simplification Strategy: Our experts at cpq.se are adept at breaking down complex processes into simpler, more manageable steps. We emphasize standardizing procedures, ensuring that the CPQ system is efficient, user-friendly, and tailored to your business needs, avoiding the pitfalls of over-engineering.

Mistake #3

Losing Sight of UI/UX

An intuitive user interface (UI) and user experience (UX) are crucial for the adoption and effectiveness of a CPQ system. Neglecting this can lead to a system that is difficult to navigate and use.

Enhancing User Experience with cpq.se: At cpq.se, we prioritize UI/UX design in our CPQ solutions. It start already when we define the logic representing your product offering. Our team ensures the interface is not only functional but also user-friendly, facilitating smooth adoption and efficient usage across your organization.

Mistake #4

Failing to Recognize the Need to Iteratively Build

An effective CPQ implementation requires an evolving, iterative approach rather than a one-off, set-in-stone deployment.

Iterative Development with cpq.se: We at cpq.se embrace an iterative development approach. Starting with a core implementation, we continuously evolve the system based on user feedback and changing business needs, ensuring a CPQ solution that grows with your company. We always run coaching project making sure you'll take ownership of your CPQ solution and we are there to guide to find an optimal solution.

Mistake #5

Inadequate Engagement with All Impacted Business Areas

Involving all relevant departments in the CPQ implementation process is critical for a cohesive and effective system.

cpq.se’s Collaborative Approach: Our methodology involves inclusive workshops that bring together stakeholders from various departments. This ensures the CPQ system we develop is well-aligned with the diverse needs and processes of your entire organization.

Mistake #6

Poor Data Management

Reliable data is the backbone of an effective CPQ system. Inaccuracies can lead to flawed proposals and customer dissatisfaction.

Data Integrity with cpq.se: At CPQ.se, we emphasize the importance of accurate, up-to-date data. Our team works closely with you to establish robust data management practices, ensuring the information feeding into your CPQ system is reliable and precise. For this we would typically use modelbot - our automation tool for efficient master-data management.

Mistake #7

Ignoring Compatibility Issues

Compatibility with existing CRM, ERP, and other business systems is essential for a seamless CPQ integration.

Seamless Integration by cpq.se: Our experts ensure that the CPQ solution integrates flawlessly with your existing systems, preserving the integrity and flow of your business processes. We focus on compatibility to enhance, not disrupt, your existing operations. We have standard solutions making sure that everything from master-data sync to full ERP order integration.

Mistake #8

Neglecting Sufficient Training

Proper training is essential for maximizing the benefits of a CPQ system. Lack of training can hinder effective usage.

Comprehensive Training Solutions from cpq.se: CPQ.se provides extensive training and support to ensure your team is well-equipped to use the CPQ system efficiently. Our training programs are tailored to your specific needs and are designed to enhance user adoption and proficiency. Learn all you need to know about configuration, pricing, quotation as well as the overall adoption of the CPQ system.

Mistake #9:

Overlooking Continued Support and System Optimization

Continuous support and regular optimization are crucial for maintaining the relevance and effectiveness of a CPQ system.

Ongoing Support from cpq.se: Our commitment extends beyond initial implementation. CPQ.se provides continuous support and system enhancements, ensuring your CPQ system remains aligned with evolving business needs and technology advancements.

HMF produces truck mounted cranes. Everything is produced in Aarhus in Denmark and sold in 35 countries around the world. The turnover is around 1 billion Danish crowns.

In Denmark HMF sell directly to customers, and in all other countries they work with distributors who have the exclusivity of their products.

- We work with complex products. When you buy a crane, you must make some choices. If you choose A, you will not be able to choose B.

A big challenge is that when a distributor needs to offer a crane they might make mistake, make a quote with options that are not compatible. In the worst situation a crane is offered that cannot be produced.

- That’s a big challenge, and that’s were CPQ and cpq.se was a great help for us.

Swift Lifts is a manufacturer of home elevators - lifts made especially for private homes and villas. Swift have developed a very quiet and safe elevator made to fit in any type of interior design style.

- Our customers range from elderly people with an immediate need to move easier between floors - all the way to modern families that just want home luxury and home comfort.

Today Swift is geographically represented in Asia, meaning China, Thailand and Malaysia. Swift also sell to the Middle East and in Europe.

- We mostly work with distributors but we also work with direct sales, says John Löwbäck - founders and CSO of Swift Lifts.

- Just looking at the product, I would say that our product is complicated, because there are so many combinations. If you add color, travel height and doors and all that, it quickly adds up to billions of combinations.

We have one goal

At cpq.se, our main objective with a new customer is to get them up and running as soon as possible.

Achieving this goal can be quite challenging, considering the multitude of options available. It can be difficult to determine which actions should be prioritized and which ones can be saved for future improvements.

That's why we always strive to transition swiftly from discussing to implementing.

The aim is to answer the question of what is truly necessary for going live and how we can make the most of the functionality already established in our onmichannel CPQ setup.

Putting it into practice

Once we have a roadmap for the project, we can set a date for the day we go live with the first version of CPQ.

Let's say we start on January 7, 2024. This means that by March 10, 2024, we can allow the first real user to access the system. By this time, we will already have a working first version of online CAD, which will help the user understand the product during configuration and generate quotes with precise details for sales.

Perhaps we'll make some updates to the quote branding at the beginning of March, and then we'll be fully prepared for the official go-live on May 12, 2024.

How we run projects

We typically run the project online, starting with short and effective training sessions.

As the configuration progresses, we transition into more of a coaching role. We believe it is crucial for the customer, who truly understands the product, to describe and maintain the sales logic.

However, it is also important to correctly describe the product logic from the beginning. That's why the guidance from one of our principal consultants is equally important, especially at the start of the project.

What is Omnichannel CPQ? - cpq.se