Configure, Price, Quote (CPQ) implementations bring benefits in automation and accuracy to manage sales processes for configured products, services and bundled solutions. However, pricing functionality in CPQ tools is limited to quote configuration and approval workflow, or basic price execution capability. This typically leads to inconsistent pricing and discounting, lost revenue and margin leaks. Additionally, lack of pricing science capability in CPQ tools also hinder the realization of incremental revenue & margin uplift opportunities through cross sell & up sell planning and its execution.
This webinar will describe how price management solutions can deliver value to CPQ processes for complex configured product sales:
- Segmentation methodologies to support pricing of complex configured and bundled offerings
- Offer planning based on specific segment and/or customer profiles
- Develop offer configuration and quote guidelines tailored to specific segments, their value drivers and sensitivities
- Track the performance of offers and strategies deployed
- Measure market performance to identify opportunities for driving continuous improvements in the pricing & quoting process
Attendees were polled during the session to gather information on how pricing is viewed within corporations. Click on the link to view the results of each poll question:
- What tools do you use for CPQ planning now?
- In your company, what is the executive recognition of the value of better pricing and planning analytics in the CPQ process?
- What do you consider to be your biggest gap for CPQ capacity?
About the Speaker
Dushyant Zutshi, Director Product Management
Dushyant Zutshi, Director of Product Management, is responsible for product roadmap, solution consulting, customer success and new business development. He has 15 years of hands on experience in technology, as well as deploying high value business solutions across multiple industries including high tech, energy and life sciences in North America, Europe and Asia. He is leading multiple initiatives on improving pricing processes for B2B companies doing complex configured product and solution sales, as well as B2C companies with high volume and high impact real time pricing. He recently authored a paper on Big Data Pricing,