How Services CPQ Helps Close Revenue Gaps
Bottom Line: Professional services (PS) organizations need to close the gaps in their CPQ selling strategies to win more deals, capture more revenue and protect margins from ongoing price pressure. Why Services CPQ Is Too Slow Today When PS organizations compete in sales cycles, the first competitor to have a complete quote with accurate pricing, […]
What’s New In Gartner’s Hype Cycle For CRM, 2019
Worldwide enterprise application software revenue totaled more than $193.6B in 2018, a 12.5% increase from 2017. CRM made up nearly 25% of the entire enterprise software revenue market. 72.9% of CRM spending was on software as a service (SaaS) in 2018, which is expected to grow to 75% of total CRM software spending in 2019. […]
How To Make Complex CPQ Selling Simple With Visual Configurators
Bottom Line: Realizing visual configurators’ full potential starts by enabling engineering, production, and sales to become real-time collaborators in creating new products. 2D, 3D, Augmented Reality (AR), Mixed Reality (MR), and Virtual Reality (VR) visual configurators are proliferating across the Configure, Price, and Quote (CPQ) landscape today. Manufacturing marketing teams say they are the most effective […]
How To Improve Your CPQ Pricing Strategies
Manufacturers can get more than their fair share of channel sales and margins by improving price management for every dealer, distributor, and reseller they sell-through. It’s possible to expand earnings by 50% on slight increases in volume when pricing is consistent channel-wide. McKinsey’s latest research on the topic, Pricing: Distributors’ Most Powerful Value-Creation Lever, shows how the […]
What Needs To Be On Your CPQ Channel Roadmap In 2019
Bottom Line: Adding new features to your CPQ channel selling platform directly benefits your resellers and channel partners, driving greater revenue, channel loyalty, and expansion into new markets. Personalization Is Key To CPQ Succeeding In Channels Sustaining and strengthening relationships across all indirect selling channels succeeds when dealers, multi-tier distributors, resellers, intermediaries, and service providers […]
CPQ Needs To Scale And Support Smarter, More Connected Products
For smart, connected product strategies to succeed they require a product lifecycle view of configurations, best attained by integrating PLM, CAD, CRM, and ERP systems. Capgemini estimates that the size of the connected products market will be $519B to $685B by 2020. In 2018, $985B will be spent on IoT-enabled smart consumer devices, soaring to […]
Which CRM Applications Matter Most In 2018
According to recent research by Gartner, Marketing analytics continues to be hot for marketing leaders, who now see it as a key business requirement and a source of competitive differentiation Artificial intelligence (AI) and predictive technologies are of high interest across all four CRM functional areas, and mobile remains in the top 10 in marketing, […]
What’s Missing From Gartner’s 2018 Magic Quadrant For CPQ
Bottom line: The 2018 Magic Quadrant for Configure, Price, and Quote (CPQ) Application Suites doesn’t reflect the need for a more enterprise-wide integration across ERP, PLM and CRM systems and the need for vendors to intensify their efforts to innovate. Magic quadrants and market analysis grids are designed to guide enterprise buyers to the best possible […]
CPQ’s Time to Shine
Configure, price, quote (CPQ) software was once a barely thought about branch of CRM falling under the heading of sales enablement. But lately, it’s been getting a lot of attention from a familiar source, Salesforce.com. The question is why? You can easily argue that many forms of business don’t require CPQ so that’s a possible […]
