Configure, Price, Quote (CPQ) software is one of the most beneficial tools a company can implement, but it often requires a major overhaul of business and sales processes. With so much to gain, it’s important not to get discouraged by inevitable resistance. Humans naturally resist change, both in our personal lives and at work. Whenever a company announces a major change in their internal processes, staff members can often feel stressed — even when they know the change is for the better.
With something as important as your sales processes and revenue pipelines, it’s critical to implement CPQ as effectively and efficiently as possible. That’s why you need a solid strategy for a smooth and successful launch.
With something as important as your sales processes and revenue pipelines, it’s critical to implement CPQ as effectively and efficiently as possible. That’s why you need a solid strategy for a smooth and successful launch.
3 Best Practices For a CPQ Rollout
CPQ software is a major investment for every organization. Here’s how to create a smooth transition for your employees and customers:
1. Justify the Change
The first thing you need to do is explain the need for the change to your employees. Highlighting the issues you want to overcome by implementing CPQ software will contextualize why the change is happening and give employees a goal to work toward. Taking the time to justify the new software will get employees excited about the changes to come and the benefits they’ll bring.
2. Emphasize the Positive
CPQ software will streamline the most cumbersome processes for your employees, producing more accurate configurations and quotes. That’s great news for them. It’s important to emphasize these positive new aspects to get buy-in from your staff. Focus on:
- Speed — The main benefit of CPQ software is accelerated workflows, which can reduce a multi-day process to just a matter of hours. Instead of sales teams conferring with engineers about a customizable order, they can easily gather the specifications they need and generate a quote on their own in a fraction of the time.
- Time Saving — In the past, a sales associate had to work on the floor learning all of the ins and outs of production so they could know how to answer every possible customization question customers had. Now, they only need to be trained on the software, since most customization questions can be built in. All of this significantly reduces training time.
- Higher Sales — As the process of generating a quote becomes streamlined, the opportunity for more sales increases. First, quotes can move more quickly to the production line, allowing for more orders to be taken. This also means the sales staff will have more opportunities to upsell items when customers place an order.
- Fewer Errors — A huge advantage that CPQ software gives your staff is error reduction when customizing products. The software can generate a 2D or even a 3D model of each product, giving customers a chance to review and approve before starting production.
- Competitive Advantage — The industry is changing and manufacturers need to take advantage of every opportunity they can to stand out from the crowd. Customized orders are increasingly common, but incredibly risky for both distributors and sellers. With CPQ software, your customers will have unprecedented insight into exactly what they’re buying, so they’re more confident when making a purchase from you.
3. Address Concerns
The next best practice during the launch should be addressing the concerns of your staff and customers. Here’s how to ensure buy-in:
- Hold Open Meetings — Have an open meeting with all departments to address their concerns. Listen to everyone’s opinions and keep a running list of potential problems with the changeover. These employees are the ones who will be working with this software every day, so they’re best positioned to foresee more issues than even the software developers. By handling these issues up front, you can make the transition much smoother.
- Form a Transition Team — Part of the buy-in process is including your staff in the changeover. This includes having representatives from every department on the transition team — sales staff, production engineers, and the production line employees — and allowing them all to have as much of a voice as management.
- Notify Customers — Inform your customers of the new changes to your system. Whether they’ve ordered from you for years or are only a one-time customer, notifying them is still important. It can generate excitement about your product and it also helps them understand your new process and how it impacts them. The idea of adding customization options might also entice former customers to come back and try the new system.
CPQ software is reshaping the future of manufacturing. We know launching a new system is a huge change, but it’s a change that will positively impact your company for years to come. Successful implementation strategies start with highlighting the benefits of a new system, and securing buy-in from both staff and customers. Of course, only the right solution can generate that kind of excitement.
Learn more about what a leading-edge CPQ system can do for your company by scheduling a Revalize demo.
