Capabilities Summary (CPQ)
- Jana Volencová (Deactivated)
Capabilities
Out of the Box
Support the whole process of negotiating a deal
Selecting customers and products
Pricing and negotiating the deal
Approval workflow – through the Approval Workflow accelerator
Quote output
Publishing template
Approval email message template
Configuration wizard – allows setting many options through a guided process
Configurable
Sources of data – which tables will be used for:
Currency conversion
List/base price
Competition data
etc.
More Quote Types
Price lookup in "matrix" price lists (more dimensions for lookup)
Custom inputs on quote header and items
Custom outputs on quote header and items
Custom calculations
Audience
Technical Admin – Installation, initial configuration, configuration of Quote Types
Business Admin – Changes the accelerator behavior (likely with help of Technical Admin)
Business User – Sales Representative (creates quotes), approvers
User Stories
Quote summary
View summary data for quoted items (i.e., quote currency, total revenue, net price, margin, margin %, quantity).
Review the quote overview and understand profitability.
Quoted product sales history overview
View the sales history overview (based on historical data) with details of the Customer’s buying behavior for the last period for quoted items.
Understand the customer total spend over the selected time and offer a similar quote.
Customer buying history overview
See Customer’s buying history overview (based on historical data) for the last months – total revenue, quantity, margin, margin %.
Understand the customer total spend over the selected time and offer a similar quote.
Product quantity
Specify a quantity for a quoted Product.
Provide a quotation matching the quantity needs and margin effect.
Product price/discount
Negotiate a price or discount % for a quoted Product.
Provide a discount (additional, flat %, default %) to the customer.
Product price waterfall
View a price waterfall with the following elements – List Price, Discount, Discount %, Invoice Price, Rebate, Cash Discount %, Net Price, Cost, Margin, Margin %, Total Revenue of a Product SKU.
Understand the product total profitability and revenue leakage and negotiate prices as needed.
Product sales history KPIs
View product sales (based on historical data) for the last months. Available KPIs are Revenue, Quantity, Margin %, Weighted Avg. Price, Avg. Revenue Per Invoice, Avg. Quantity per Invoice, Avg. Margin % per Invoice. It is possible to filter data by customer attributes, e.g., Segment, Customer ID, Region, Sales Person, etc.
Understand the product financial performance and negotiate prices as needed.
Competitor comparison
View a comparison with competitors (if available). Available KPIs are Competitor Median Price, Top 5 Competitors, Lowest Competitor Price.
Offer the right price relative to the competitors.
Price guidance
View Price Guidance (Stretch, Target, Floor Price) based on a data lookup from Product Extension for a product and customer.
Adjust prices based on user’s empowerment and understand the target price, price stretch, and price floor.
Historical prices
View a previous price (based on historical data) transacted by the customer. Available data: Unit Price, Margin %, Date.
Validate the quote in line with historical behavior.
Standard discount lookup
Look up a standard discount (up to 6 product/customer hierarchical keys) or a discount exception (Product SKU, Customer ID).
Review the standard discount structure.
Competition data lookup
Look up competition data from a standard Product Competition or Product Extension table.
Review competitor prices at the product level.
Price data lookup
Look up price list data from a Price Setting price list or Product Extension table. Available tables are Prices per Customer, Prices per Segment, Prices per Country, Prices per Region.
View all the product base prices and review, update, and delete them.