Understanding CPQ in B2B eCommerce

What is CPQ?

When your sales team needs to provide quotes for complex B2B products, CPQ (Configure, Price, Quote) software makes their job faster and more accurate. This technology transforms what used to be a manual, error-prone process into a streamlined digital workflow.

CPQ software keeps a track of all your products, prices, and customer-specific deals. For B2B companies selling configurable products like manufacturing equipment or custom software packages, CPQ eliminates the back-and-forth traditionally needed to generate accurate quotes.

In this article, we will explore how CPQ systems work, why they matter for B2B eCommerce, and how to implement them effectively in your business.

The components of CPQ

The CPQ process mirrors how experienced sales representatives work with customers to build the perfect solution. Let’s break down each component:

• Configure involves working with customers to build exactly what they need. A manufacturing company might help customers select machine specifications, add safety features, or choose integration options. Modern CPQ systems guide users through each choice, showing only compatible options to prevent ordering mistakes.
  
  
• Price calculations happen automatically once configuration is complete. The system applies your business rules, volume discounts, and customer-specific pricing agreements. For example, if you sell industrial equipment, your CPQ might factor in quantity breaks, long-term contract rates, and special pricing for strategic accounts.
  
  
• Quote generation puts everything together in a professional format. Beyond just listing prices, modern CPQ systems create detailed proposals including product specifications, delivery timelines, and terms of service. This documentation helps customers understand exactly what they’re buying and speeds up the approval process.

Why is CPQ important in B2B?

Most B2B purchases involve complex products, multiple stakeholders, and unique pricing agreements. CPQ systems help manage these challenges by standardizing and automating key parts of the sales process.

Streamlining the sales process

In B2B eCommerce, the sales process can often be lengthy and complicated. CPQ tools simplify and accelerate this process by allowing sales representatives to quickly generate quotes. This means customers can make purchasing decisions faster, enhancing customer satisfaction and potentially increasing conversion rates.

Reducing errors

Manual pricing can lead to discrepancies and errors, damaging trust between buyers and sellers. By automating the pricing and quoting process, CPQ solutions minimize the risk of errors, ensuring that customers receive accurate quotes and that businesses maintain consistent pricing strategies.

Personalizing customer experiences

Customization options through CPQ allow businesses to tailor products and pricing to individual customer specifications. This personalization enhances the customer’s experience and increases the likelihood of repeat purchases.

Best practices for implementing CPQ

The success of your CPQ implementation depends on careful planning and ongoing maintenance. These best practices will help you maximize your return on investment.

Integrating with existing systems

When deploying a CPQ tool, ensure that it integrates seamlessly with existing systems such as CRM and ERP platforms. This integration allows for better data management and enables sales teams to access customer information, pricing strategies, and inventory levels, leading to faster and more efficient quoting processes.

Expert tip: Map out all your data flows before starting CPQ integration. Document where product information, pricing rules, and customer data live in your current systems. This preparation will help you identify potential bottlenecks and ensure smoother data synchronization.

Keeping pricing up-to-date

Regularly review and update your pricing structures in the CPQ system to reflect market changes, supplier costs, and promotional offers. Many advanced CPQ tools support scheduled pricing updates, allowing businesses to stay competitive.

Expert tip: Set up automated pricing alerts to notify relevant team members when prices haven’t been reviewed within a set timeframe. This simple system helps prevent outdated pricing from staying active too long.

Training your sales team

Ensure your sales team is well-trained on the CPQ system. Providing adequate training can help sales representatives maximize the system’s capabilities, leading to faster quote generation and improved customer interactions.

Expert tip: Record short video tutorials of common CPQ tasks and store them in an easily accessible location. Sales representatives can quickly refresh their knowledge without scheduling formal training sessions.

Using DJUST.io for CPQ

DJUST.io offers a comprehensive CPQ solution designed specifically for B2B eCommerce. Companies like Jeff de Bruges have used DJUST’s CPQ capabilities to transform their ordering processes and improve operational efficiency.

The DJUST CPQ system includes:

• Multi-level product configuration management
• Dynamic pricing engine with support for customer-specific rates
• Quote generation and approval workflows
• Integration with major ERP and CRM systems
• Mobile-friendly interface for sales teams in the field

DJUST’s CPQ solution is a headless architecture, which allows you to maintain consistent pricing and configuration rules across all sales channels. Whether customers are ordering through your website, a sales representative, or a marketplace integration, they receive the same accurate pricing and product options.

The platform’s modular design means you can start with basic CPQ functionality and add features as your needs grow. For example, Eiffage used DJUST to build BlueOn, a sophisticated purchasing platform that includes advanced CPQ features like carbon footprint calculations in the configuration process.

Conclusion

CPQ software makes short work of B2B sales processes. By automating configuration choices, applying correct pricing rules, and generating professional quotes, these systems help sales teams work more efficiently while reducing errors.

The most effective CPQ implementations integrate smoothly with existing business systems and receive regular updates to pricing and product data. With proper training and maintenance, your sales team can use CPQ tools to serve customers better and close deals faster.

DJUST’s B2B eCommerce platform provides the CPQ capabilities modern businesses need, backed by a flexible architecture that grows with your company. Our experience helping international companies modernize their sales processes makes us an ideal partner for your CPQ implementation.

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