The CPQ in Salesforce – The Pros, The Cons, and The Mehs

1. The CPQ in Salesforce – The Pros, The Cons, and The Mehs ============================================================== Salesforce is a giant in the CRM space, aptly handling the customer resource management needs of small businesses and enterprises alike. But when it comes to their CPQ solution, it’s a case of good, but can be even better. Sure, organizations save time (and money) bundling all of their business needs under one umbrella, from sales and marketing to service, community, and commerce. But, what else is out there for engineer-to- order manufacturers? Today, we’ll take you through the pros, the cons, and the OK parts of using the CPQ in Salesforce so you can determine whether the platform is worthy of your investment and whether you should consider extending its functionality with a third-party integration like KBMax. Essential Points •What is Salesforce CPQ •Pros to using the CPQ in Salesforce •Cons to using Salesforce CPQ •How the CPQ for Salesforce is just “OK” •The final verdict What is Salesforce CPQ? Formerly known as Steelbrick, Salesforce CPQ is the native CPQ tool for Salesforce, housed in the Sales Cloud platform. Like any other CPQ software, the CPQ in Salesforce is a tool that helps users close more deals in less time, shortening sales cycles while increasing their bottom line. What’s different about this one, though, issince it’s linked to Salesforce CRM, users can pull customer data with ease, better personalizing their customer experience. Plus, since everything is automated, your team can accurately build and quote customized, complex products without the manual data entry, thus simplifying the sales process and reducing errors. (Check out the 8 things you need to know about CPQ software to learn even more.) The Pros of CPQ for Salesforce Using the CPQ in Salesforce comes with a variety of advantages, such as: Quote accurately and quickly. Salesforce CPQ users report 10x faster quote generation, which helps lead to a 95% reduction in approval time. Report everything in one place. Because Salesforce CPQ is native to the entire platform, you can manage invoices, orders, and reports all in one place. The result? A 2x faster quote-to-cash process.

2. Onboard new reps with ease.“Guided selling” leads to a 30% quicker ramp for new sales reps. It’s subscription-friendly. If you want to get repeat clients, Salesforce CPQ can easily handle their orders. The platform allows multi-dimensional quoting for subscription products, maximizing customer lifetime value. Salesforce has a strong reputation. Salesforce is an awesome company. Having been around for over two decades and named a #1 provider by International Data Corporation (IDC) for seven years in a row, it’s the obvious CRM choice. Customers can count on a reliable solution that’s continuously extended and improved through updates and acquisitions. The Cons of Salesforce CPQ Just as there are advantages to using the CPQ in Salesforce, there are also disadvantages. Some of which are: It lacks a robust customer-facing component. Allowing customers to self-serve – especially on eCommerce sites – can make or break a deal. Salesforce CPQ is a tool designed to be used by sales reps, not buyers. Configurators can’t be embedded into customer-facing websites easily. The system is slow. A common complaint from sales reps is that the Salesforce CPQ system is sluggish when loading pages. Integrations can be complicated. Likewise, stick around long enough, and you’ll hear rumblings of how challenging it is to integrate the CPQ in Salesforce with the software of other brands. There’s no drag and drop ability on line items. Salesforce CPQ currently does not allow you to drag, drop, nor rearrange line items on quotes. (Customers have been asking for this functionality for over two years.) if your quote is tens or even hundreds of lines long, this is super-annoying. The Mehs of CPQ for Salesforce Then, there are features of the CPQ in Salesforce that aren’t wonderful but can be managed, depending on your industry. They include: •Configurators are 2D (not 3D). 2D product configurators use flat renderings to show users what products will look like. Not every manufacturer needs a 3D product configurator. Still, if you sell complex, configurable products, they have been shown to shorten lead times, improve design accuracy, enhance the buying experience, and onboard new reps faster. (Plus, have you heard about how AR and VR are transforming buying experiences?) •It can only handle simple product rules. Salesforce CPQ can’t handle the complex product rules required to sell the most technical products. •You’ll need training. Salesforce CPQ is powerful and complex. Because many of its automations have to be customized, your team will need to be trained accordingly to get the most out of the CPQ software. How to Get the Most Out of the CPQ in Salesforce

3. So, there you have them: the pros, the cons, and the mehs of the CPQ for Salesforce. While, sure, they may balance each other out, don’t settle. Make up for its shortcomings simply by integrating it with KBMax. Here are a few benefits integrating the two powerful platforms can provide: •Easy embedding for B2B eCommerce. KBMax configurators can be used by end customers just as easily as they can by sales reps. Embedding a configurator into your website is as easy as copying and pasting a few lines of code. •Comprehensive rules engine. KBMax Snap is a rules engine that helps you set up and maintain product configurators. It uses advanced product logic to establish workflows and automate engineering drawings (CAD and design automation,) allowing manufacturers to deliver an end- to-end solution. Best of all, it’s easy to use –it’s no-code and designed for everyone, not just developers. •Dynamic selling. KBMax’s visual product configurator software lets sales reps and end customers view 3D, augmented reality (AR), or virtual reality (VR) representations of the end product, not just 2D. This can shorten lead time, improve design accuracy, and supercharge the buying experience, wherever your customer is located. •Seamless integrations. KBMax provides in-depth integrations to every critical pillar of the Salesforce platform. Enjoy the ability to serve every customer channel. The Verdict Salesforce CPQ is an excellent CPQ solution, especially for those already using Salesforce CRM. But manufacturers of complex, configurable products are often left wanting more. From its lack of customer-facing configuration to its 2D visuals and more simplistic product and pricing rules, it’s for good reason that new users may be hesitant to commit to the software. Luckily, it’s possible to make up for its flaws and optimize Salesforce CPQ by integrating it with KBMax.