Tips for a successful CPQ rollout
CPQ or Configure Price Quote software helps companies with complex products to simplify and accelerate their sales process. It is a highly beneficial solution, so the implementation of a CPQ is a very exciting, yet also incredibly challenging process. In this month’s article, we have collected our best tips and tricks on how to create a smooth implementation process for your CPQ.
Implementing a CPQ software
Configure Price Quote software results in higher sales, improved customer experiences, less time wasted and international growth. The benefits of this solution are great, which explains why the CPQ market has been growing exponentially for years. However, with every change comes inevitable resistance.
People are creatures of habit, so it is only natural that some employees feel uneasy with major developments in their daily operations. That’s why it’s important to introduce new processes in an undemanding and straightforward way. Implementing a Configure, Price, Quote software comes with building product configurators, connecting software systems, setting up accounts, and more. We’re sharing our top tips and tricks on how to make your rollout process as smooth as possible.
Tip 1 – Define clear goals and objectives
Before you start rolling out a new solution, it’s important to understand your own business and your existing processes. How will the CPQ software fit into your IT architecture? What are the existing inefficiencies you want to see solved with CPQ? How are your customers experiencing the current sales process?
It is important to define clear goals and objectives for your CPQ rollout. Try to outline:
- Your expectations for the CPQ
- The integrations that need to be build
- Any risks or limitations you might encounter during the implementation process
- The impact the CPQ will have on your systems, processes, and teams
- Metrics that will help you to measure the success of the Configure, Price, Quote
Defining these will help you ensure that your teams are focused on the right tasks and that all stakeholders are aligned on the desired outcome.
Tip 2 – Create a project plan and a timeline
If you fail to plan, you’re planning to fail. Creating a project plan beforehand will make a huge difference in the efficiency of your CPQ rollout. The plan should include a detailed timeline, a list of tasks, and dedicated milestones. Share it with all stakeholders to ensure that everyone is aware of the expected deliverables.
Tip 3 – Create a dedicated team to manage the implementation
We have found that our most efficient CPQ implementations are the ones where we can work together with a specific implementation team from our customers. Having dedicated project teams on both sides simplifies the communication and speeds up the process. It ensures smooth collaboration, especially if there has been one assigned project leader who manages the implementation.
Since a Configure, Price, Quote solution has an impact on multiple, if not all, departments, it’s important to engage them all during the implementation process to increase alignment across the company. That’s why we highly recommend building your implementation team cross-department.
Tip 4 – Communicate clearly and address any concerns
Clear communication with all stakeholders is crucial for a successful CPQ rollout. Take the time to explain the details of the CPQ project and address any concerns your employees might have. Everyone involved should have a clear vision on the goals of the CPQ rollout, the timeline, expectations, and deliverables.
Additionally, make sure to provide ongoing support throughout the process to make sure everyone remains on the same page and understands their roles and responsibilities. The dedicated CPQ implementation team from tip #3 can make a huge difference here.
Tip 5 – Come up with a plan for your data and integrations
A successful rollout also includes a plan for managing your data and integrations. Start by identifying the Single Source Of Truth for all data elements (e.g., customer information, product information, 3D visuals of products…). Then specify which data resource you need to integrate and set up a timeline for integrating them. It is important to document the data model in a clear and understandable way and to keep your data clean at all times.
Additionally, you should identify all existing business processes and data flows that will need adjustment to accommodate the new CPQ system. Create a plan for testing the integrations and data flows before the rollout to make sure all data is accurate.
A successful CPQ rollout requires careful planning and implementation. By following our tips outlined in this blog post, companies can create a smooth implementation process that will result in an integrated, functional and highly beneficial CPQ solution, which in turn will increase sales efficiency and accuracy, reduce costs, and improve customer satisfaction.
Interested in CPQ? Want to know more on how we create successful implementations?
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