presents

CRM & CPQin partnership with

We answer your CRM CPQ questions

Eric NiesDynamics Channel Lead

Marc Hadley-SmithCRM Practice Lead

CPQ experts in Dynamics CRM and AX

Offices 16 countries and 400 employees

Global leader in enterprise software since 1968

Top UK Microsoft Dynamics partner 2015

Distinguished Dynamics ERP and CRM solution provider: with over 620 years of combined experience

Over 650 Dynamics implementations across multiple industry sectors

DYNAMICS CRM

Personalised Proactive Predictive

Customer engagement

Social for everyone

sell

Customer 360Gain visibility into past and planned customer interactions and activities across marketing, sales, and service

Guided sales processImprove execution by guiding sales reps toward desired outcomes with contextual recommended next steps

Office 365 and SalesIncrease productivity with familiar, intuitive solutions like CRM for Outlook, immersive Excel, and embedded OneNote inside the Sales solution

Accounts & opportunities

  

sell

Lead Oppty Quote Sale Invoice

SuspectProspectMarket listsQualification

ValueProbabilitySales StageUnstructured ValueStructured Value

ProductsPrice lists

RevisionsSubmission Delivery information

Order confirmationPaidUnpaid

Cincom CPQ for Dynamics CRM/AX

Gartner observations Dec 2015 (Tim Baynes – CPQ Analyst)

CPQ market is changing rapidly: Companies are purchasing CPQ

CPQ market expanding beyond

manufacturing

Differentiator: “the competency of the vendor in assessing and implementing a CPQ solution”.

Growing interest in CRM

Change in Buyer Preferences– 53% Self-Analysis– 59% No Sales Interaction

Configure-Price-Quote (CPQ)

The tools to consistently align with the way clients want to buy:

Make the perfect fit for client needs by guiding sales people and customers through an intuitive selection and configuration process

Help the client make an informed buying decision by producing content-rich quotes and proposals

Speed delivery by automatically generating detail information to drive manufacturing/fulfillment

… across all channels, applications, devices

Managed Solution

Integrated CPQ‑ Solution Configurator‑ Proposal Generator

Advanced CRM capabilities‑ Product catalog‑ Quote management‑ Specials handling

Integration‑ Multi-Channel Sales Portal‑ ERP, engineering, other

Intelligent Selling capabilities for Dynamics CRM

• Can you help me? • When can you deliver?

• Will it be right?

Customers

Dealers

Sales reps

Engineering

Inside sales

Customer Service

Manufacturing

Engineering

Installation Delivery

Other back office

• How much will it cost?

• What can we offer? • Can we do it? • Can we deliver? • Furnish to Order?

Dedicated Specialist headcount

Customer dissatisfaction, error recovery

Lost orders average 20%

of sales Transaction

CostsHigh cost for customization

Proposals take weeks

Customers

Dealers

Sales reps

Engineering

Order processing

Manufacturing

Engineering

Service delivery

Other back office

Product Information & Knowledge PLATFORM

Sales & Product Knowledge

User Selected Options

Product & Option

ManagementDocument &

Output Modeling

CPQ FOUNDATION

Inside sales

Guided Selling

Solution Configuratio

n

Quote Managemen

t

Proposal & Output

Generation

• Needs Analysis• Selection• Cross Selling• Up Selling

• Feature-based Price• Quote Pricing• Specials Handling• Approvals

• Documents/Packages

• Drawings/3D Models• Rendered Images• BOM & Route• Service TasksCustomers

Dealers

Sales reps

Engineering

Order processing

Manufacturing

Engineering

Service delivery

Other back office

Product Information & Knowledge PLATFORM

Sales & Product Knowledge

User Selected Options

Product & Option

ManagementDocument &

Output Modeling

CPQ FOUNDATION

• Products & Services• Configuration• Visualization

Inside sales

Enterprise Scale Platforms

Configurators• Single business Unit• Single channel• Single device

CPQ Platform• Multiple business units• Multiple product lines• Multiple channels• Multiple devices

Exte

nsib

ility

of S

olut

ion

Scope of Problems Solved

Value of an Integrated PlatformBetter User Experience • Simply, it looks like MS CRM  • Deeper functionality than standard “configurators” or “catalogs” found in native CRM/ERP solutions  

Leverages MS CRM base platform capabilities• Auditing• Workflows• Reporting• Process Flows• Forms• Role based accessibility

No data replication: all data is managed in MS CRM database tables and user interface Upgradable and managed: work along side other ISV solutions that are installed into your MS CRM solution.  Further extend, using familiar tools• Forms, • Tables, • Fields, • Views, • etc. 

Less code and more business rules: write Configuration rules that seamlessly integrate with MS CRM entity/data, without IT based plugins. 

All within Microsoft Dynamics CRM

SPECIAL REQUESTSSupport for special product and pricing requests

QUOTATIONSStandard & Configured Items and Bundles

PRODUCT CATALOG Integrated Product Catalog and Configuration Template Library

PROPOSAL DOCUMENTSGenerated Proposals automatically attached to Quotation

EXTENDED QUOTE ACTIONSCopy, Revise, Send to ERP, and more…

SOLUTION CONFIGURATORIntegrated Quote and Item configuration

Powerful, Flexible Rules EngineEnterprise Knowledge Baseo Decision Knowledgeo Constraint Knowledgeo Generative

KnowledgeIntuitive Modeling ToolsDrag-and-Drop Application BuilderEasy to Integrate Rules Engine

CPQ Foundation

Increase Sales Productivity & Effectiveness

Reduce Sales Support Costs

Streamline Fulfillment

Enable Growth

• Quote volumes• Higher win

rates• Larger deal

sizes• Higher margins

• Self-sufficient• Less need for

specialist support

• Eliminate error checking

• Consolidate legacy tools

• Ensured product specification accuracy

• Automate generation of information

• Drive production and delivery

• Faster product introduction

• Accelerated sales rep training

• Greater dealer preference

• Leverage more sales channels

CPQ Foundation

Creating the #connectedcompany

Strategic sales planningMaintain a strategic focus by tracking industry trends, customers, and competitors

Sales performance visibilityMonitor sales performance and provide coaching, reinforcement, and rewards

Sales process managementBuilt-in best practices ease on-boarding of new sales reps and standardize customer engagement

Planning & management

Document collaborationCreate winning proposals and presentations as a team with document management and real-time co-authoring and sharing

Enterprise social networkingHarness the collective wisdom of the entire organization by discovering and sharing ideas about customers via Yammer

Communication toolsReach experts throughout the organization with contextual presence, IM, voice, video, and online meetings via Skype for Business

Collaborative selling

Tablet and phone appsMake every second count and increase productivity by enabling sales reps to work seamlessly across tablets and phones, guided by business process

Voice commandsQuickly manage data using intuitive natural language voice commands to create new records, schedule meetings, set reminders, and find information

CRM for OutlookWork anywhere anytime with an intuitive, familiar solution that provides seamless support across offline and online

Mobile sales

Live dashboardsTrack data for the overall business in one place and monitor progress against KPI’s

Interactive reportsDrill through to underlying reports to explore and discover new insights

Simplified explorationAsk questions and interact with data in new ways with natural language query

Sales analytics

Join us next month:

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with

Thank you

For a free consultation contact us

+44 (0)20 7451 1200

info@quantiq.com

QuantiQ Technology

@QuantiQTech