Dealing with highly configurable products poses challenges in the sales process for both buyers and sellers, particularly evident in industries like medical devices or manufacturing equipment. Custom products lack visualization, adjustable pricing complicates financial reporting, and complex billing requirements may discourage customers. Now is the time to Expand the Salesforce CPQ Toolbox.
Even with exceptional sales representatives, the failure to provide product information quickly and accurately can result in the loss of leads and longstanding customers.
Amid the industry’s abrupt shift due to the Covid-19 pandemic, some companies have successfully navigated hurdles by adopting new and innovative digital sales platforms, as indicated by McKinsey survey results.
Salesforce Configure, Price, Quote (CPQ) appears well-suited for the remote sales era, making the B2B sales experience immediate and immersive. Integration with various platforms can further simplify the process and enhance customer relationships and financial visibility.
Visual Configurators
- Visual Configurators enable real-time visualization of products, with CPQ handling configuration without the need for custom coding. This addresses the scarcity of product visualizations in B2B sales, providing customers with realistic visuals and accurate 3D models, fostering confidence early in the customer journey.
Augmented Reality
- Integrating CPQ with Augmented Reality (AR) brings dynamic, interactive 3D visuals directly to prospective buyers, resembling a virtual product demo. This surpasses traditional trade show experiences by allowing real-time demonstrations of custom configurations in the product’s intended environment.
Automated Billing
- Automated billing through CPQ & Billing in Salesforce streamlines pricing approvals, quote generation, and transparency with finance. This ensures that when discussions shift to numbers, sellers have the information readily available. Subscription and usage-based pricing options facilitate customer retention by automating invoicing and billing.
Accounting Platform Integration
- Integrating with accounting platforms, such as Accounting Seed, FinancialForce, and QuickBooks, enhances visibility and enables automated reports on quotes, orders, invoices, and payments. This integration provides finance decision-makers with accurate revenue estimates and simplifies revenue recognition.
Leveraging CPQ and integrating with these platforms can transform the sales process, providing accurate product visuals, immediate quoting, and streamlined billing systems, meeting customer expectations in an evolving market.
Contact Tectonic today to explore CPQ, Salesforce Revenue Cloud, and product configuration tools.
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