By Beate Thomsen, Co-founder & Product Design - March 26, 2024

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As businesses adapt to new challenges, more are adopting Configure, Price, Quote (CPQ) solutions. These tools help sales teams create accurate and detailed quotes for customers efficiently.
There's a wide range of CPQ solutions available from various software providers. For those using Salesforce, you might already be familiar with its CPQ solution, which integrates well with the platform to improve sales processes.

CPQ systems are like any other system. The better the data they process, the better you will benefit from your system. Your CPQ system will work best with accurate and reliable product data. CPQ needs accurate product information to work optimally.

However, product-related data is often stored in a company's Enterprise Resource Planning (ERP) system. To feed their CPQ application with all relevant data, companies need to get this information from the ERP system. And data integration is the key here.


Selling remains a critical function across most organisations, with industries facing intense competition and sales teams operating under significant pressure. Sales professionals worldwide are tasked with capitalising on every possible opportunity, requiring them to identify and act upon chances for cross-selling and upselling quickly.

To effectively meet customer demands, sales teams need immediate access to comprehensive product and pricing information. Armed with this knowledge, they are positioned to swiftly determine the most competitive pricing, ensuring a prompt and accurate response to customer inquiries.

This is why many companies support their sales reps with "guided selling" tools, also known as CPQ. A CPQ software (Configure, Price, Quote) is a sales tool for companies to quickly and accurately generate quotes for orders. CPQ applications are also known as quote-to-cash  (QTC) solutions because they cover the entire quote-to-cash process.

By implementing Salesforce CPQ, sales cycles and processes become more effective and competitive. It improves the sales quoting process and allows organisations to price their product and services accurately. As a result, they increase the win rate and deal size.

These CPQ applications need customer, product and pricing information. Therefore, they work in tandem with other data sources, such as CRM and ERP solutions.



Salesforce offers a CPQ solution as a part of their offering. Salesforce CPQ is hosted within the Salesforce Sales Cloud platform. By using Salesforce CPQ, sales teams are given the ability to configure products matching their customers' needs and requirements. 

They can then apply pricing and various discounts before sending quotes or proposals to their clients.

This automation considerably improves business processes. The optimization is especially strong with Salesforce CPQ as it is fully integrated with Salesforce CRM. This means that the QTC process can be done from within Salesforce.

What happens if you do not store all product and pricing information in Salesforce?

What if you store it in your ERP solution instead? 

You need to get this data from your ERP into Salesforce in order to feed your CPQ application.

It can easily be done with a simple data integration solution such as Rapidi. By getting the product and pricing information from your ERP into CPQ, you will get even larger benefits.



How should you build their data process flow of product and pricing information between Salesforce and their ERP system?

Most of the time, CPQ - ERP integration is built around the following principles:

  • Product master data is most often created and maintained in the ERP system. This is because there is additional data in the ERP system needed to make the correct postings.
  • Product price is also typically maintained in the ERP system with the discount structure on items or customers. Sometimes it can be both on items and customers.
  • When Salesforce CPQ and your ERP are integrated, products are automatically synchronized between the ERP Salesforce. If you are using Rapidi as your data integration tool, the discount groups in the ERP are converted automatically by the data integration to price books in Salesforce (CRM).
  • The basic product and pricing information is sourcing the logic you have configured in Salesforce CPQ. This means that you are guided in Salesforce through selecting the right products. You can optimize your commercial pricing to set up the discount and pricing rules you want to apply.

Your processes might require a different setup, which is also possible with Rapidi.

Salesforce CPQ can easily be integrated with ERP solutions such as Microsoft Dynamics (365 Business Central, Finance, Finance & Operations, Sales, Customer Engagement, NAV, AX, GP). Data integration platforms like Rapidi require no programming.

With Rapidi, this entire data synchronisation process can be set up and automated with best practice integration templates as the starting point. It can also be done in real-time. It is fast, robust, flexible, and secure.


How does Salesforce CPQ enhance the sales process?

Salesforce CPQ streamlines the sales process by automating quote creation and ensuring sales teams can generate accurate quotes quickly. This efficiency helps in reducing errors and speeding up the sales cycle.

Can Salesforce CPQ improve the accuracy of quotes?

Yes, Salesforce CPQ significantly improves quote accuracy by leveraging pre-configured rules and pricing data. This ensures that salespeople can provide customers with precise and reliable quotes, minimizing discrepancies and building trust.

How do approval workflows integrate with Salesforce CPQ?

Salesforce CPQ includes customizable approval workflows that automate the validation process for discounts, customizations, and other quote adjustments. This feature streamlines approvals, reducing delays and empowering sales teams to act decisively.

What benefits do sales leaders find in Salesforce CPQ?

Sales leaders appreciate Salesforce CPQ for its ability to enhance forecast accuracy, streamline sales operations, and support strategic decision-making through comprehensive reporting and analytics features.

How does Salesforce CPQ support salespeople in their roles?

Salesforce CPQ provides salespeople with the tools they need to quickly generate proposals, apply discount strategies, and configure solutions, all within a framework that ensures compliance with business rules and pricing guidelines.

What discount strategies can be managed with Salesforce CPQ?

Salesforce CPQ allows for the management of complex discount strategies through automated rules that ensure discounts are applied consistently and appropriately, protecting margins while remaining competitive.

How does Salesforce CPQ accommodate flexible revenue models?

With its ability to handle subscriptions, one-time charges, and usage-based pricing, Salesforce CPQ supports flexible revenue models, allowing businesses to tailor their pricing structures to meet market demands and customer preferences.

Can Salesforce CPQ help identify new revenue streams?

By enabling sales teams to quickly adapt quotes and offers based on real-time data and customer interactions, Salesforce CPQ can uncover opportunities for new revenue streams, including upselling and cross-selling.


About the author

Beate Thomsen, Co-founder & Product Design

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As co-founder of the Rapidi Data Integration platform, Beate has spent over 15 years on its development, building it around her motto: 'keep it simple, functional yet beautiful.'
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