And one of the reasons CRM is an ideal fit to be used with configure, price, quote software (CPQ) is that CPQ systems essentially mirror these exact same benefits.
Most anytime you integrate business systems it’s about features, features, and more features. This system has features the other one doesn’t… feature X in system A supports feature Y in system B, etc.
But, as we’re about to explain, with CPQ and CRM, it’s not just the features that play well together — it’s the benefits, too.
1. Plays well with others
Naturally, Dynamics CRM integrates well with Office, but that’s just the start of what you can add to your CRM system. (Spend just a few minutes in Microsoft AppSource if you haven’t already.)
And if you’re looking add sales proposal automation to your Dynamics system, ensure that it delivers the benefit of single sign-on integration for CRM and CPQ. Otherwise, you’re missing out on a central benefit that should come with any/all business tech: ease of use.
You don’t want users don’t have to switch between systems, especially if those users are in sales or marketing because — you know what? — they probably won’t.
2. Customize CPQ like you do CRM
If you’re reading this blog, you likely know how to customize Dynamics to your heart’s content. Don’t settle for less with your CPQ solution.
Just like each rep can quickly view their funnel in Dynamics, the best quoting software can empower them to view the states and stages of every quote in their pipeline.
Not only that, but this “quote line” can also be viewed by sales managers, enabling rapid identification of bottlenecks and other possible issues that could be stopping you from going from “sent” to “signed.”
3. A sales “tool shed”
Just like your CRM system stores customer information dating from the first time you saw them (e.g., their lead source) to the last time (e.g., most recent activity), your CPQ system stores some history, too. But it’s all specific to the quote--when it was sent, what was the most recent action taken on it, etc.
More importantly, your CPQ system stores templates upon templates upon templates. This enables you to:
Quickly build new quotes — and have each look as professional as possible
Be consistent and on-brand — no matter which rep is sending the quote, templates help you put a best foot forward
Play winning hands only — store and reuse your most effective quotes only, and ensure every rep has easy access to them
When you integrate business tech, it’s critical that features support each other. But, as we hope we’ve made clear, it’s even more important that benefits do, too.
Want to know more about adding CPQ to your CRM software? Visit www.iquotexpress.com.