It’s becoming increasingly evident that life as we know it for the B2B salesperson may never be the same. As buyer expectations shift away from the traditional buyer/seller relationship, and toward a self-serving, ecommerce-driven sales environment, today’s sales reps must fight to stay relevant.
At FPX, we don’t like to say that Configure Price Quote (CPQ) technologies have aged so much as matured. And it’s true, CPQ hasn’t slowed or fallen by the wayside. In fact, it’s become smarter, faster and more powerful.
For years, Configure, Price and Quote (CPQ) application suites have been trending up, and according to leading industry analysts and research firms, that looks to continue into 2017. But which industries stand to benefit the most from CPQ? And furthermore, how do you choose the best CPQ application and vendor for your business?
I don’t know about you, but at FPX, we’ve fully embraced the holiday spirit this year. And, as any dedicated fan of the ‘90s sitcom Seinfeld will tell you, the season of Festivus is officially upon us!
Throughout our five-part series, “The New Rules of B2B Buying and Selling,” we’ve presented a case for why the rules of B2B commerce have changed, the obstacles preventing businesses from adapting their processes to comply with these new rules, as well as solutions for overcoming said obstacles.
In this series, we've outlined the importance of better experience management for B2B businesses. We started out by identifying the new rules of B2B buying and selling as well as the need for improved user experience. We also looked into the various challenges preventing businesses from adopting strategies that cater to what today's users expect and want.
As configure, price and quote (CPQ) applications have gone from optional to essential for many leading businesses, the CPQ market has become more competitive with numerous vendors offering a variety of CPQ applications, services and extensions.
In our previous post, “Five Obstacles to Improving the User Experience,” we identified some of the most pernicious inhibitors keeping companies from offering modern buying and selling experiences.
In our previous post, "The New Rules of B2B Buying and Selling," we outlined how better experience management strategies are integral to attracting and retaining modern B2B customers. But of course, delivering on the promise of a better user experience is not always a quick or easy process.
By now you've heard that we’re living in the “Age of the Customer.” And it’s true, the rules of the game have changed as customers continue to dictate the terms of the buyer-seller relationship.
When it comes to interacting with your business via digital commerce platforms like an ecommerce website — whether in a B2B or B2C setting — customers arrive with specific expectations for a personalized, pleasurable and valuable experience.
Once you’ve decided to pursue a CPQ solution, you’ll have an entire industry of solution vendors to select from. Above all, this is the single most important step in an enterprise CPQ project. The world of CPQ applications is definitely a buyer-beware market, and for good reason. There’s no such thing as a one-size-fits-all CPQ solution. So, how can you avoid pitfalls and ensure success for your CPQ project?
Wielding the power of CPQ, companies across a myriad of fields and industries eliminate errors and inefficiencies from their various sales processes, amplifying revenue and profit margins while decreasing their IT footprint. Further still, they extend this control throughout their network of sales channels to dealers, distributors, and end customers. With CPQ, you become easier to buy from. When you’re easier to buy from, you sell more. It’s really that simple.
The problems that hamper the growth and success of your organization stem from the fact that most of your most critical business processes exist outside the confines of CRM.
Businesses don’t make significant investments in major IT systems to just solve a single problem. They do so to drive their most vital business processes. Among the most common of these transformative systems, Customer Relationship Management (CRM) platforms are used by countless organizations to support their sales pipeline. These systems (Salesforce.com being among the most popular) help establish a single, consolidated view of companies’ customer definitions and contacts, enabling them to manage leads and opportunities, as well as initiate the beginning stages of their sales process.
What is the driving need for today’s modern businesses?
It shouldn’t come as a surprise that smartphones have surpassed laptops and desktop computers as the medium of choice for consumers looking to purchase products and services via ecommerce sites. According to a recent study by Demandware, 45.1 percent of online shopping traffic during the first quarter of 2016 came from smartphone users, while 45 percent came from people using computers.
It’s no secret that ecommerce is HUGE. To be sure, B2C behemoths like Amazon garner most of the attention when it comes to the ecommerce industry. But many brick and mortar retailers like Best Buy, Target, Wal-Mart and others are now leading the way in the B2C ecommerce market.