Author: Bill Thane
It’s possible you have seen a blog about “Why CPQ Implementations Fail”. Fortunately, there are positive actions that a client can take to ensure that their implementation stays on the path to success. Like any software or IT project, there are many success factors; here are a few that are specific to Configure, Price, Quote (CPQ) implementations.
Map and Improve Your Processes
Process mapping prior to starting any implementation has the benefit of giving you that visual representation of what is often a very complex set of steps and processes. A common scenario is that a client has not mapped the processes and has not looked to streamline and improve them as well. What occurs is that the CPQ implementation can become very complex. If this happens and causes the pricing, quoting, approval, and review processes to take longer to implement, then you may not achieve the full benefits that CPQ can offer.
Document Your Product, Pricing and Business Rules
Again, you can save yourself valuable time and give yourself a clearer picture of your requirements if you document the rules that govern product configurations, product sales rules, pricing rules, discounting rules, and business rules. Some of these rules may be obvious but are easily overlooked such as; “a new client needs to have approved credit a sale occurs.” We often see where the client’s rules are “native,” which means they are in someone’s head and not in a document.
Be Patient with the Design Process
CPQ solutions are often very challenging to design. The processes that the implementation team is trying to configure are often highly complex and numerous. Interestingly enough, some CPQ solutions often take longer to design than to configure and deploy. As teams become impatient with the design phase they are more likely to say, “let’s just start building”. Without a “rock-solid” design, you are putting your project at risk.
Determine the “Minimum Acceptable CPQ Solution”
Of all of the tips, this one is perhaps the most important. Our consultants over the years have been good at helping the client develop a clear, concise and agreed-upon vision of an acceptable solution. The client who does this often ends off with something that is highly usable, functional and maintainable and that resolves 80% or more of their needs. These clients focus on the “must-have” functionality and leave the “nice to have” features and functions for future iterations. In your first phase build an acceptable, no-frills, accurate, usable and functional model that can be deployed to sales. Then, and only then, add customizations, custom UI’s, and additional functionality.
By following these important steps, you can trust that your CPQ solution will be on the path to success. Do you still have questions or are wondering if CPQ is right for you? Check out our blog, Why Does a Company Need CPQ, or talk to one of our specialized CPQ consultants by clicking the button below.
