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Salesforce CPQ – Enabling Manufacturers Sell More with Minimal Effort

The manufacturing industry is in the midst of a dramatic transformation – the COVID-19 crisis had a profound impact on the demand for goods and disrupted global supply chains, resulting in high levels of business volatility and reduced margins. Against this backdrop, many manufacturers are looking to improve their business processes to meet the challenges posed by an uncertain business environment.

One of the key areas most manufacturing companies are focusing is enhancing the efficiency of their quote-to-order (Q2O) cycle. A vast majority of manufacturers are using powerful Configure, Price, Quote (CPQ) software applications to streamline and automate their Q2O processes.

One of the most popular tools used in the manufacturing world to enhance Q2O efficiencies is Salesforce CPQ. Today, we’ll see how Salesforce CPQ enables manufacturing firms to sell more, faster, in a highly effective manner.

What Will This Blog Contain?

  • Brief explanation of the traditional Q2O process in the manufacturing sector and its drawbacks

  • Comprehensive analysis of how Salesforce CPQ helps strengthen the manufacturing value chain

  • Key benefits of using Salesforce CPQ for manufacturing companies

  • A list of aspects manufacturers should focus on to implement Salesforce CPQ effectively

Let’s begin by examining the 5-step traditional Q2O process that sales reps typically relied upon to close deals.

The above-mentioned 5-step process is robust and helped manufacturing companies sell successfully for several decades. However, it is fraught with 3 major drawbacks that render it ineffective in the digital era.

3 Major Drawbacks of the Traditional Q2O Process

  1. Manual Execution of Tasks Consumes a Lot of Time and Effort

  2. Problems in Scaling the Process to Meet Dynamic Requirements

  3. Challenges with Disparate Processes and Data