Change is hard for every team, especially when it comes to updating your manufacturing sales processes. Custom-built CPQ solutions — like Excel spreadsheets, Sharepoint databases, self-developed software, and even paper-based systems — work well enough for quoting when you’re first starting out. However, once you reach a certain scale and revenue threshold, growth will plateau unless you find a way to streamline processes.
Configure, price, and quoting (CPQ) sales software like Configure One Cloud from Revalize can transform the entire sales process for custom products — both for customers and your sales team. But implementing it will require a significant change in how your sales team operates, not to mention an upfront investment, so it’s important to do due diligence before taking the leap. Is Configure One Cloud better for your organization than the internal CPQ solution that’s taken you this far? Let’s look at the pros and cons of both.
When CPQ as a software category was invented around the turn of the millennium, Configure One was one of the first platforms on the market. It works like this:
Configure One Cloud is the new update to this trusted platform, bringing all of these capabilities and more into a robust online app that’s accessible from anywhere with internet access. Configure One Cloud also adds enhanced 3D visualization for an industry-leading sales experience, as well as the Revalize Integrations Hub, which ensures seamless data transfer between any third-party ERP, CRM, and other manufacturing technology systems.
Internal CPQ solutions come in a variety of forms, such as customized Excel spreadsheets, various database programs (like Sharepoint), custom software built on-site, and paper-based workflows. Internally developed CPQ solutions are characterized by their utilitarian design and lack of standardization. For example, for custom manufacturers that use Excel for configuration, pricing, and quoting, the spreadsheets and workflows will look completely different at every company. All features and functionality is designed to address specific challenges and needs without the ability to regard larger workflow issues.
|The Pros of Configure One Cloud
|The Cons of Configure One Cloud
|Workflow automation and process optimization to handle a higher volume of quotes in less time and effort
|High upfront cost compared to the cost of building an internal CPQ solution
|Advanced analytics tools to deepen insight into sales process efficiency and optimization
|Requires significant process changes and employee buy-in for successful implementation
|Seamless integration with ERPs, CRMs, and other software platforms involved in customer management and production
|Real-time collaboration between sales, engineering, and and other stakeholders to speed up quote delivery
|World-class support to provide training, answer technical questions, or troubleshoot software issues
|The Pros Of Custom-Built CPQ Solutions
|The Cons Of Custom-Built CPQ Solutions
|Easy to build, customize, and deploy alongside a developing sales pipeline
|High total cost of ownership when factoring in maintenance costs, lost productivity, and other limitations created by internal CPQ solutions
|Low cost to develop and manage without any external support
|Complex processes are difficult to manage and document, often resulting in a small percentage of employees knowing how to use it
|Vulnerable to knowledge loss as employees most involved in the solution’s development retire or leave the company
|Inefficient processes severely limit scalability past a certain sales volume, capping growth and missing out on new revenue opportunities
|Prone to error due to programming issues or lack of software maintenance
Internally developed CPQ solutions can be fine tools to meet the specific needs of your sales team, but since they’re created and managed by innovative sales teams rather than programming experts, they can become overly complex and prone to breakdown. Some customers have likened their custom-built CPQ solution to a Frankenstein monster, cobbled together over the years to address different workflow needs, based on whatever technology is available at the time. Ultimately, internal CPQ solutions get the job done but can also weigh your organization down.
CPQ sales software like Configure One Cloud can take your sales team to the next level, streamlining processes, growing your pipeline, closing more deals, and maximizing efficiency. And with new capabilities like advanced 3D visualization, you can overhaul the entire sales experience and elevate the impression you make on your customers. Don’t take our word for it — experience the difference with Configure One Cloud yourself.