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6 Tips To Work Toward CPQ System Implementation

  • Generating immediate and precise quotations can be a constant challenge for most manufacturers without CPQ software. This is because the data required to prepare accurate quotes are frequently dispersed across multiple siloed teams that use different systems. 


    However, you can drastically optimize your sales cycle by implementing robust CPQ software that automates sales, links departments to gather data throughout your business, and eliminates mistakes.


    As great as this sounds, CPQ systems are only as good as their integration, implementation, and application. For a successful CPQ software implementation, you will need the right:

    • Product design
    • Set-up
    • Project strategy

    Here are some recommendations for implementing a highly successful CPQ system in your business.

    1. Effectively Outline Your project Objective with CPQ Vendor

    In pursuing business success, you must first clearly define your goals.. One of the main reasons business owners buy a CPQ tool is to improve the sales process, streamline communication bottlenecks between manufacturing and sales, or simply connect with their clients better by giving them access to certain features such as 3D product configuration.


    CPQ  software has all the essential features that can help you achieve objectives, but it works more efficiently when you implement it correctly. The best way to do that is to start by clearly defining your goals and the desired outcomes. For example:


    • More rapid sales cycles
    • Reduced quoting errors
    • Improved sales productivity
    • Superior customer satisfaction

    These goals or objectives must be SMART: Specific, Measurable, Achievable, Relevant, and Time-Bound.


    2. Select the Best CPQ Software with the Appropriate Features

    There are several robust features in high-end CPQ software, including but not confined to the ones that follow:

    • Visual product configuration
    • Pricing management
    • Automated quoting
    • Guided selling

    It could be tempting to implement all of the available product features at once, but doing so would be a big mistake. For one thing, your team will find it difficult to manage them all. Secondly, your business might only require a limited number of features–anything more will only increase complexity.


    The ideal strategy is to concentrate on the required product features to fulfill your specified project objectives. Once you are clear about what you want to achieve as an organization, it's easier to prioritize the CPQ software features that will help you get there faster.


    It's also wise to stick with the pre-built features of the product rather than altering it. The best strategy would be to use the built-in features first and ensure everything runs smoothly and effectively before adding any customizations.


    3. Compile Your Data

    The ability to concentrate your data is one of the most significant advantages of implementing CPQ solutions into your business processes. As such, the system you choose will require data from several different sources. 

    If you want to do this effectively, you must ensure that your CPQ system connects with other organizational strategies, such as ERP and CRM, whether on-prem or in the cloud. This will keep teams in sync and enable the automation of cross-functional workflows.


    4. Set Up The Authorized Functionalities

    Once the required information has been gathered and the CPQ package has been installed, then you can move forward and customize your desired features. While these features will vary from one implementation process to another, a few are paramount to each CPQ system. These include:


    • Regulations for Products and Prices: The configuration, cost, and sale of items are governed by these regulations. The best CPQ system, like Epicor CPQ, have no code rule engine, enabling non-technical business users to configure solutions.  
    • Approvals: A complete and accurate quote may go through several departments, depending on your organization. It’s essential for every party involved to understand how the quote process progresses from one approval level to another and to automate approvals where possible.
    • Quote templates: It is a technique to assure consistency throughout the process and increase productivity in the format of your quotation templates. You can customize your quote templates with your company name, logo, and terms and conditions. 

    Properly configuring these features creates well-defined rules, making the right CPQ environment for your teams to output accurate quotes quickly and efficiently.


    5. Proactively Manage the Change and Get Buy-In

    The entire organization ought to participate in the CPQ implementation process. Involving every stakeholder in the implementation process will help shed some light on the following:

    • The necessary features
    • User experience
    • Desired outcomes

    All stakeholders should concur on what constitutes a vital component of the CPQ solution and what should not be included in the initial deployment phase. Remember to consult customer support. They may not use the CPQ system but interface with customers daily and understand their perspectives and pain points.


    6. Test and Monitor Performance

    "User Acceptance Testing" is one of the most important phases of the implementation process. This is where employees and customers are trained on the CPQ tool, test it out, and see if it meets spec and their expectations. At this point, most issues are discovered and fixed before the system is implemented across the business. 

    Here are some steps you can follow when testing the implemented CPQ system:


    • Timelines and the testing plan should be made very clear.
    • Identify testing scenarios
    • For each feature, create a relevant test case that needs to be explored.
    • Confirm whether the system met business objectives

    It's essential to set up a "sandbox" where you will be conducting all the necessary tests on the newly implemented CPQ system. This guarantees that day-to-day activities will be undisturbed and crucial production data is protected. You can also use this sandbox during demos and training sessions.


    Lastly, conducting several user satisfaction surveys is important throughout the testing phase. These will show you whether or not the new CPQ tool has a positive impact.


    It's vital to remember that the user acceptance process is an equally crucial implementation stage as any of the ones listed above. If the intended users find the CPQ system challenging, not only will it slow down the return on investment, but they may resist embracing the change altogether. To prevent this, ensure adequate user adoption assistance through training materials, specific case studies illustrating the advantages of CPQ adoption, and proactive user interaction.



    CPQ implementation can be challenging and frequently calls for the assistance of a technical CPQ installation specialist. However, by following the six best practices above, you can achieve systematic implementation quickly and efficiently, experiencing rapid time-to-value and adoption.