Articles

IDC Customer Spotlight - Using the Cloud to Simplify and Automate Product Configuration, Pricing, and Proposals

Organization: Tiburon, a provider of automation solutions for safety, emergency, and corrections facilities

Operational Challenge: Automate the highly complex product pricing, configuration, and proposal process in a market that requires custom solutions that include product integration and dependencies while linking the solution into an existing sales force automation tool

Solution: CPQ OnDemand — a cloudbased product configuration, pricing, and proposal generation solution from FPX

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How a Sale is Won... Or Lost.

The time-with-the-customer approach emphasizes product configuration, pricing, quotation, and proposal development. These are areas where a sale is won or lost, and can ultimately determine the success or failure of a company. READ MORE

Balancing Price With Customer Strategy

From a traditional pricing perspective, the relationship between sales organizations and customers often is predictable: the organization may want to get the maximum profitability from the price and the customer usually wants the lowest price possible. But this view can limit the growth of the customer relationship. By taking into consideration what customers value and aligning that knowledge with pricing, organizations will… READ MORE

3 Ways to Capitalize on the Cloud to Shrink Sales Cycles

Using technology to streamline sales processes is not a new concept for businesses with complex sales. What’s become critical is the importance of capitalizing on accuracy, access and automation to shorten a lengthening sales cycle. According to Aberdeen Group research, under-performing companies see a year-over-year increase to their selling cycles of 12%… READ MORE

Using Cloud Computing to Facilitate Sales Cycles

Cloud computing continues to load networks with more and more traffic. Initially, the cloud dealt with simpler functions such as backup. But as cloud sophistication grows, and is supported with greater layers of security, more organizations are willing to trust the company jewels to cloud services. That’s because, in some cases, hosting applications on a cloud-based network may add more functionality than can easily be achieved using in-house IT systems. According to IDC, cloud spending will increase by 30 percent… READ MORE

Encouraging Best Practices Throughout the Sales Cycle

"I want to buy from you, but you don't make it very easy." What would your reaction be if a potential customer said that to you? Most of us would probably be in shock--and wonder if our sales process is as effective as it could be--or as it should be. The fact is that many companies overlook the importance of implementing best practices in the sales process, so their product offerings aren't well represented. The result is lost sales… READ MORE

Cloud Computing for Streamlined Sales and Winning Deals

There’s money in the clouds, and manufacturers of all sizes are making the big grab—especially when it comes to streamlining sales processes, winning deals, and increasing customer satisfaction. Companies are starting to realize the considerable benefits of offloading everyday sales tools and applications in this results-driven, cost-cutting economic climate. The result is less strain on IT departments; a more streamlined sales supply chain; and happier customers. And those are just a few of the tangible advantages… READ MORE

Improve Your Prospect-to-Revenue Business Processes for Profitable Growth

Learn how leading B2B manufacturers are accelerating sales cycles by taking the steps to integrate disparate data, improve quote accuracy, and increase customer response time. During the last 20 years, B2B manufacturers have invested heavily in applications designed to improve the prospect-to-revenue business process which includes functions such as lead generation, contact and account management, opportunity management, contracts, financing, and order entry. While these organizations saw a positive ROI…READ MORE
 

Improving Prospect-To-Revenue Processes

Learn how leading B2B manufacturers are accelerating sales cycles by taking steps to integrate disparate data, improve quote accuracy, and increase customer response time. During the last 20 years, B2B manufacturers have invested heavily in applications designed to improve the prospect-to-revenue business process which includes functions such as lead generation, contact and account management, opportunity management, contracts, financing, and order entry… READ MORE