Selling to businesses is typically hard to understand. How to get from a quote to cash is just as hard and takes just as much energy as crossing the finish line in a rally race. Good news: B2B Sales just got some extra fuel for its engine. Agile CPQ speeds up the sales process as nitrous gas speeds up performance.
As a chief marketing officer, I’ve seen many businesses buy CPQ products to help their sales teams as they grow. Getting the things you need to do the job is a clear choice. I’m more impressed by companies unhappy with their CPQ skills before switching to Agile CPQ. Finding, implementing, training, and maintaining a tech solution takes time, work, and money. Doing it again is not for the faint of heart.
So, luck is on the side of the brave. People in charge of sales and revenue who picked Agile CPQ did so for good reasons and can show proof. These are the top three:
Speed and agility
An Agile CPQ doesn’t require any code, so it’s easy to set up and keep track of. It keeps up with the speed of business and increases sales by ensuring that prices, goods, and subscriptions are always up to date. Think about a way to adopt something that only takes weeks instead of months. Good, huh? Imagine changes and updates that happen automatically in real time instead of relying on third parties for short runs. Great idea.
Or, as Saro Zargarian, Senior Director of GTM Operations at BlueShift, put it, “we found that a company can give us that flexibility to be a little bit more independent of our developers, making changes and knowing how to use it without being coders, developers, or engineers.”
How Effective
Agile CPQ offers automated cross-team routines that reduce manual work and boost productivity. Someone who used to work at Sendoso and is now Alex Miller said, “There was probably a 100% error rate on any given contract that got signed.” It didn’t look good.
Even worse is that systems that aren’t working well lead to lost revenue. Andy Schneider, Director of Sales-America at Grote, says, “It could have been a couple of hundred dollars here, a couple of hundred dollars there, or $1,000 here, but our system didn’t make it easy to set it up.” But now we can add those choices by going in.” Simple money!
“If you ask ten reps to sell the same mix of products, you can be sure they will come up with ten different mixes,” says Bruce Harris, Director of IT and Enterprise Business Apps at Asure. So there wasn’t any uniformity. We’re missing out on chances to make money. There was an actual loss of money.”
In charge
Agile CPQ gives you visibility and governance, ensures you follow the rules, and lets you better predict and guarantee income. It clarifies what quotes are out there, what goods must be ordered, and what services are needed. Colin Gload is the vice president of sales and co-founder of Lumina Solar. He is happy that his company can now see “outstanding quotes and this percentage probability of closing in this timeframe.” So, it can help us better predict when to order supplies or goods.
Besides having more power over the future (everyone wants), Agile CPQ lets you keep track of different versions and see how they got to contract management and final approval. Lead Manager of Sales Operations at SourceScrub, Michael Nguyen, says, “When the customer wanted to change the contract, we had to start the whole process over again.” “Because of this, we had to start over with the contract every time and finish it.”
Before a deal can be signed, there must be openness, a sense of urgency, and teamwork. Using Agile CPQ improves the effectiveness of the process, brings in more money, and keeps things under control. It’s now a lot easier to get to the finish line. You can always see your white flag with Agile CPQ.
