How the Secrets of Intelligent CPQ Functionality Simplify Your Life

April 29, 2024 | Connectbase

Configure, price, quote (CPQ) technologies are some of the most useful for telecom sales professionals. CPQ connects sellers and buyers through quickly generated complex sales quotes that create the best sale for both parties by providing accurate prices and reliable connectivities. 

And yet, there are differences between CPQ technologies. One particularly important difference is in the functionality of standard CPQ and intelligent CPQ:

  • Standard CPQ, the most commonly used technology, requires the user to pick items from a catalog, harnessing minimal logic in the quote creation.
  • Intelligent CPQ is built with intelligent forms and presents the user with a quote based on the service requested and the responses to the questions in the quoting form. 

Ultimately, users of standard CPQ are falling behind. Not only does the program require the user to perform manual research—opening up the process to human error—but the time spent on creating the quote eats up time that could be spent on higher-level sales tasks.

The solution? Intelligent CPQ.

Read on to learn how you can harness the power and functionality of intelligent CPQ to drive sales and regain control over revenue. 

How Intelligent CPQ Drives Sales 

An intelligent CPQ tool is the jumping-off point for companies that meet their limits with customer relationship management (CRM) software. Although CRMs are a necessary tool used in the processes of collecting data, tracking activity and performance, and managing customer relationships, an intelligent CPQ tool picks up where a CRM meets its limits

As a bridge between the two systems, a CPQ centralizes and automates:

  • Customer data
  • Prices and discounts for services
  • Contract renewals
  • Business rules 

This makes a full quoting solution available within minutes to both sellers and buyers.

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According to research reported by SuperOffice, intelligent CPQ functionality provides companies with the opportunity to:

  • Increase average deal sizes.
  • Spend less time producing a quote.
  • Improve quote productivity.
  • Shorten the sales cycle timeline.

The two primary ways that CPQ functionality drives sales are by: 

1. Freeing Up Time for Sellers Who No Longer Need to Perform Manual Tasks

One of the unspoken tasks of the seller is finding areas to trim time spent so that they can devote more of it to selling. According to a study by Pace Productivity, sales professionals:

  • Spend 22 percent of their time on general administrative tasks 
  • Spend 11 percent of their time on client-related administrative tasks

Compared to other industries, telecommunications is highly complex, which means you can safely assume these percentages are higher.

With an intelligent CPQ solution, sellers can trim down time spent on administrative tasks and even manual research by acquiring automated quotes.

2. Creating More Visibility for Sellers 

An intelligent CPQ solution connects sellers and buyers together in a telecom ecosystem. With automated quoting transactions, both players can experience increased visibility and opportunities for their services and products. 

How Intelligent CPQ Helps Regain Control to Drive Revenue

Performance is rarely the primary issue when a salesperson is unable to meet their quota. Instead, their main concern should be disconnected sales channels and errors when quoting and pricing. This lack of control over the sales process often results in a loss of revenue.

Using an intelligent CPQ solution, you can regain control of the sales process by:

    • Simplifying complex processes that allow you to reduce friction and errors and scale and grow faster
    • Aligning all channel users to utilize the same procedures and eliminate the guesswork in selling
  • Replicating the success of top-performing sellers by tracking their selling behaviors and creating standards that help other sellers meet those expectations

In time, this leads to driving revenue by: 

  • Tracking and jumping at upsell and cross-sell opportunities
  • Controlling arbitrary discounting by eliminating pricing errors and implementing pricing controls

Harness the Power of Intelligent CPQ with Connectbase

Your standard CPQ is no longer going to cut it. Let go of manual research, save time and dedicate it to higher-level selling, and eliminate errors in the CPQ process by harnessing the power of Connectbase’s intelligent CPQ solution.

Want to see our intelligent CPQ solution in action? Find out how Connectbase improved sales velocity and CPQ speed for a leading unified communications-as-a-service provider.

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Matt Clark
Author: Matt Clark

Matt Clark brings over two decades of experience in leadership, entrepreneurship, and strategic growth to his role at Connectbase. Before assuming his current position, Matt served as President of MasterStream, a prominent telecom quoting software platform. Under his leadership, the team spearheaded initiatives to expand the platform’s reach and capabilities, while positioning MasterStream toward its successful acquisition by Connectbase. Matt‘s journey in the telecommunications industry began as a co-founder of RNi, a pioneering fixed wireless company. During that time, RNi achieved significant milestones and ultimately secured a successful acquisition in 2007. Matt‘s continued dedication to the company’s growth led him to assume various executive roles within the acquiring company, where he played a pivotal role in integrating assets and driving expansion strategies, culminating in a successful exit to GTT. Matt earned his Executive MBA at the W.P. Carey School of Business in 2015. Beyond his professional endeavors, Matt treasures spending quality time with his wife and three children. On weekends, you can often find him gathered around a fire, cooking delicious meals on the pit or grill, and enjoying the company of family and friends.

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