The configure stage of Salesforce CPQ is the first element users encounter and can be incredibly useful, however people tend to rush over this stage rather than utilising all the functions that can really enhance your final quote. This is the step that helps assess the product(s) the customer wants to buy, as well as determine others that they could want but don’t realise it yet.
Guided selling is a hugely beneficial component of configuring for CPQ. This allows users to determine products to advise on and also guide them towards additional or upgrading items that could be a better fit or a great accompaniment.
Use the Wizard tool to help discovery and design, determine alternatives and ensure no improper combinations are created. With the Wizard users are able to provide the most informed service to customers. Define the needs and use cases they desire, by asking questions such as size, corporate or personal use, or any other related questions in order to determine an informed outcome. Users are then able to input the results using filters and lists in order to find the best suited products.
Filtering really allows for an in depth understanding and educated selling. Users are even able to define favourites for filters they will be referring back to on multiple occasions. Filters are necessary for a successful configuration. Users are able to define the criteria of the filters and have a personal experience for every customer.
Configuration leads into the Price section of CPQ, before users move on however, they are able to establish calculations in the Configure element. Depending on the bundles or questions answers, a range of pricing options will be available in the next section. This could be dynamic pricing, block pricing or even tier pricing. Find out more about how to utilise the Price element of CPQ here.
To find out more about the other areas of CPQ, take a look at posts on Price, Quotes and all things CPQ here. Or simply get in touch here to find out how CPQ can benefit your business.