In manufacturing and B2B services, complex product configurations and pricing structures often slow down sales teams. Traditional quoting methods rely on spreadsheets, manual reviews, or disconnected systems, creating errors, delays, and compliance risks. To stay competitive, the company sought an automated CPQ solution that could ensure accuracy, speed, and scalability.
Challenge
The company's quoting process was highly manual, requiring sales teams to juggle multiple data sources, approvals, and custom pricing rules. Quotes were frequently delayed due to:
- Inconsistent rule enforcement across pricing and product configurations.
- High error rates from manual data entry.
- Limited visibility into approval workflows.
- A lack of integration between CRM, pricing data, and contract systems.
These inefficiencies slowed deal velocity, created compliance risks, and frustrated both sales teams and customers.
Solution
The company deployed Decisions to build an automated Configure-Price-Quote process. The solution:
- Applied rules-driven logic to ensure pricing accuracy, enforce discount thresholds, and validate configurations in real time.
- Automated multi-level approval workflows with role-based routing.
- Provided sales representatives with guided forms to streamline product selection and discount requests.
- Enabled dynamic generation of proposal documents with accurate product and pricing data.
- Integrated directly with CRM and contract management systems for seamless data exchange.
Differentiators
Decisions stood out because it:
- Rules Differentiators: Allowed business-led pricing and discount rules to be created and modified without IT intervention, reducing bottlenecks.
- Flow Engine Differentiators: Enabled every CPQ workflow to run as an API, making integration with CRM and ERP systems seamless.
- Decisions UX Builders: Delivered guided forms and dynamic proposal documents tailored for sales reps.
- Integrations: Connected via REST endpoints and smart database integrations, ensuring data stayed accurate across platforms.
- Platform-Level Attributes: Supported hybrid deployment with modular extensibility, giving the company control over data security and future scaling.