Salesforce CPQ and data integration: how it can help you increase sales
By Henning Lund - May 24, 2018
By implementing Salesforce CPQ, your sales process becomes more competitive and you increase your win rate and deal size. And, if you take the next step and integrate salesforce.com with your ERP system, you can get even larger benefits from implementing CPQ.
Generally, linking systems give tremendous benefits to any company and I think it’s a fair assumption that if a company does not work efficiently with - and control their data, then the company will not survive in today’s competitive and globalized market.
CPQ Overview: What is CPQ and how do you benefit?
Selling is a key process in most companies and the competition on one hand and the need navigate in complex pricing and product configuration with high quality drives a need for guided selling also known as CPQ. A CPQ (Configure, Price, Quote) software, is a sales tool for companies to quickly and accurately generate quotes for orders. CPQ applications often work in tandem with CRM and ERP programs.
Salesforce CPQ is very flexible and easy to use by sales people and it’s a solution we often come across in our data integration projects. However, many companies have doubts about how they should build their data process flow of product and pricing information between salesforce.com and their ERP system. There are some basic guidelines that can be followed and that you can find below. Note however, that if you have a need to manage the process differently, that is still possible.
Product master data is most often created and maintained in the ERP system, 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 - or both.
Products are automatically synchronized between the ERP and the CRM system and if the CRM system is e.g. Salesforce then the discount groups in the ERP are converted automatically by the data integration to price books in Salesforce (CRM).
This basic product and pricing information is sourcing the logic you have configured in Salesforce CPQ. So in Salesforce you are guided through selecting the right products that fit together, you can optimize your commercial pricing to setup the discount and pricing rules you want to apply. The quote and the pricing from Salesforce CPQ can be converted and transferred to become an order in the ERP system with the competitive pricing and products configured/selected in Salesforce CPQ.
Salesforce CPQ can easily be integrated with Microsoft Dynamics (AX, NAV, GP, 365, Business Central). With a no programming data integration platform like RapidiOnline this entire data synchronization process can be setup and automated with best practice integration templates as the starting point. Fast, flexible and secure.
With over 25 years’ experience in strategically propelling businesses forward, Henning is considered a business development entrepreneur with a passion for transforming businesses, sales and marketing operations through out-of-the-box thinking, concepts building and process automation to improve overall performance and scalability.