Manufacturers today are facing several challenges around the revenue generating unit of their business: Sales. When your sales team’s job includes to calculate production costs, configure the right solution out of a million options and compile Bills of Material extending hundreds of posts, sales has transformed from a number into a data game.
Leading manufacturer’s sales goals
Mastering this complex scenario is impossible to shift off to Excel sheets handled by vastly experienced sales people. In automotive, engineering and contract or MTO manufacturing industries, the person preparing the quote still needs to claim extra time from engineering, material or purchasing experts to produce a proposal that matches customer requirements.
To match business goals from growth over market share and revenue increase, the target KPIs for sales managers in manufacturing has to be:
- to deliver a 100% accurate RFQ,
- in a timely manner (considering competitive movements),
- whilst hitting target margins,
- plus keeping cost of sales in check.
When system integration becomes crucial in sales automation
Automating this step of the sales process is a huge challenge not only for sales managers, but a huge project for IT managers. Whilst CPQ solutions continue to be one of the most requested enterprise applications for this job, the IT landscape, legacy systems, models and requirements of each company rule out a one-size-fits-all solution.
A CPQ solution claiming to solve the above-mentioned challenges needs deep integration into the CRM front end plus a seamless connection to production processes with real-time access to ERP data. In some cases, product, configuration or costing models need to be created, in others they do exist, but are not accessible in the way modern sales teams need them to be.
Thus, when sales teams aim to produce a quote within hours instead of days or weeks, having access to all this relevant data and processing them in one system is key.
Learn more about the integration capabilities of In Mind Cloud's CPQ in our 2-minute explainer video.