So you’ve looked at all of the analyst reports on CPQ. You’ve detailed all of the valuable product features that CPQ offers. You know that CPQ will benefit your department and your company. Your biggest hurdle now is ensuring that you have buy-in with executives to make this valuable software investment. These 4 tips, plus valuable information from our CPQ ROI Calculator, can help you achieve the support you need.

You’ve got to spend money to make money…

While clearly over-used and simplistic, the cliché rings true. Companies need to invest in order to build a more successful company, but they need to invest in projects that produce positive payback and high business value. Unfortunately, determining that value can be tricky. This is where ROI comes in. Return on investment attempts to calculate the actual dollar-value of upcoming expenses, e.g. training, company initiatives, and software.

According to the Aberdeen Group, 48% of best-in-class companies turn their quotes into orders, but 38% is industry average.[1] So, what are the main execution differences in best-in-class companies? They reduce time, friction, and red tape to get complex B2B sales closed. Easy to say, but hard to achieve, right?

Salesforce is the world’s #1 CRM provider, but they’re also an excellent resource of information for marketing, sales, and business developers.

They offer a community forum full of helpful insights into customer relationship management and a blog full of good advice oriented towards sales. Today we’re focusing on their AppExchange, where they help their users find business applications that integrate and add functionality within Salesforce.

Your CPQ provider needs to understand your business.

EndeavorCPQ believes strongly in providing the specific functionality you need. To better help you understand our approach to your business, we have developed a section of our website that presents CPQ information to specific departments, industries, and business models.

We would like to introduce you to the new Features section of the Endeavor website. This section explains the major functionality of our EndeavorCPQ cloud-based platform. Our features section is broken down into the following pages:

Configurations

On the configurations page, we introduce you to our sales configurator, which can organize complex product catalogs, giving your sales representatives access to optimal products in minutes. In addition to giving you a better understanding of our robust rules engine and customizable options, this page also explains the value of sophisticated configurations functionality.

In this day and age, CRM software seems like it would be a given for an organization, but adoption of CRM is another story. CRM gets a bad rap from sales professionals. How many times have you heard these thoughts muttered under baited breath:

It's an unnecessary layer of complexity.
It's an invasion into the “personal” techniques that make them superstars.
CRM is an unwanted light that shines on their less-than-stellar results.

And it is not just sales. CRM can get sabotaged if management isn’t on board with the adoption. The clerical staff may see CRM as just another chore that gets handed to them.

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