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How to Extend the Value of Microsoft Dynamics for Sales with CPQ

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extend the value of microsoft dynamics for sales with cpq

Microsoft Dynamics 365 for Sales packs a powerful punch as a CRM and sales enablement software. What’s needed to really make it a heavyweight champion is the integration of CPQ software.

Configure Price Quote software, or CPQ, enables sales teams to generate accurate quotes based on product configurations and pricing rules. CPQ extends the value of Microsoft Dynamics 365 for Sales by adding tools that give sales teams the power to work smarter and meet the needs of their buyers quickly. With CPQ, sales teams have everything they need to be able to sell.

Configuration ensures that products or services are available, meet buyer specs, and are deliverable within agreed-upon terms.

Price management allows sellers to choose between products, packages, and services, and offer discounts that are mutually beneficial.

Quote generation ensures everything comes together in a way that is on-brand, legally compliant, and contains all necessary collateral to help close the deal.

The ability to respond to buyer requests for quotes quickly is crucial in a highly competitive global market. When you can create error-free quotes and proposals in minutes, rather than days, your customers will notice. 

“Best-in-class sales teams are 2.2 times as effective at minimizing the number of people, functions, systems required to generate a quote or proposal.” - Aberdeen Group 

How CPQ Extends the Value of Microsoft Dynamics for Sales

CPQ software integrated with Microsoft Dynamics 365 for Sales streamlines the price quotation process and enables sales reps to generate error-free quotes from within their CRM, using templates and pricing that is updated in real time. No longer a “nice-to-have” sales tool, CPQ is now a mission-critical sales technology.

Compelling Need for CPQ infographic - DealHub and MSDynamics

Streamlines the Sales Process

CPQ software with a Predictive Sales Playbook, streamlines the sales process by guiding sales reps through sales conversations with a decision-tree recommendation engine. This guided, questions-based flow helps sales reps generate accurate quotes based on buyer needs and optimal product fit.

CPQ users send out 30% more quotes per month than non-CPQ users. CPQ reduces the sales cycle as reps can respond to RFPs and generate quotes quickly using branded templates and automated workflows. CPQ reduces administrative time by pulling fields directly from the CRM to personalize the proposal while data from the quote is synced back to the CRM.

Simplifies Sizing, Configuration, and Pricing

Only 38% of companies send out accurate price quotes, leaving revenue on the table. CPQ software eliminates costly quoting errors and reduces the number of revisions needed. Sales reps avoid complicated pricing and discounting calculations – the CPQ does all the heavy lifting.

CPQ Software Increases Revenue

Your sales reps will never miss an opportunity to add value since CPQ software builds the best package for your buyers based on their needs and preferences while prompting sales reps to offer discounts, promotions, and optional products. Use of a CPQ helps sales organizations increase revenue through upselling, cross-selling, co-term upgrades, and by automating renewals.

CPQ accelerates the quote-to-cash cycle by ensuring departments work together across functions (sales, legal, and customer success) to ensure effective communication and handoff between deal stages. This is achieved by increasing sales process efficiency, improving responsiveness to RFPs, ensuring there are no missed renewals and upsell opportunities, reducing errors in quotes and agreements, and increasing buyer satisfaction with the sales process and order fulfillment.

Standardized Proposals Ensure Pricing and Legal Compliance

Branded templates ensure that proposals and quotes generated from a CPQ are standardized and professional. Additionally, CPQ software provides guardrails around the sales process and document generation. This ensures compliance with pricing rules and legal requirements since product configuration and quotes are generated within set parameters. 

Quote Confidently

Microsoft Dynamics 365 + CPQ is a powerful set of tools that enables sales teams to sell more, faster. Look for a CPQ that provides buyer engagement insights that allow you to deliver quotes confidently and track the buyer’s digital behavior through all deal stages. With a 360-degree view of customer engagement, you’ll understand the buyer’s response, action taken within their organization, and then be able to act with insight.

Actionable Insights Improve Buyer Relationships 

When evaluating CPQ software, consider a solution that will enable your sales team to put the power of data to work developing better relationships with buyers. DealHub CPQ is part of our Sales Engagement Platform that gathers insights on customer engagements and delivers real-time notifications of buyer interest in a browser-based activity stream. Sales reps gain visibility into buyer intent and stakeholder interest. These actionable insights help sales teams develop repeatable processes for success.

DealHub CPQ software aligns with the Microsoft Dynamics platform, not only in functionality but in our vision for the value that a CPQ offers for today’s companies and their customers. The unique value that DealHub brings to Microsoft Dynamics users is an ease-of-use and a better buyer experience. Every Price Quote is sent to buyers in a personalized DealRoom, making it easier for the buyer to have all the sales collateral they need centralized in one place. 

Learn more about the value of CPQ at DealHub.io.

DealHub for Microsoft Dynamics

 

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