Infor Configure Price Quote (CPQ) Webinar series Mark S Young, Infor CPQ Sales Executive Dinesh Dhamija, Infor VP Software Development Tom Evans, VP Sales Great Plains Manufacturing 1
Agenda Introductions and Welcome Brief Overview of the CPQ Market and Infor CPQ offering Mark Young History, Evolution and Future of CPQ Dinesh Dhamija Great Plains experience with Infor CPQ Tom Evans Q&A Resources for follow up 2
Configure Price Quote Market Definition Configure Align customer requirements with business capabilities Price Calculate the actual price the customer will pay Quote Deliver configuration and pricing to the customer 3
Configure Price Quote Infor Definition Configure Align customer requirements with business capabilities Price Calculate the actual price the customer will pay Quote Deliver configuration and pricing to the customer Fulfill Manufacture quoted products and services to the customer 4
Configure Price Quote Infor Definition Configure Products Systems Services Price Cost, Margins, List Promotions Discounts & Adders Quote Multi-channel & Tier Efficiencies Proposals Fulfill Order Placement Manufacturing Automation Change Management 5
Analysts provide some guidance CPQ worldwide license spending estimated at $300M; growing 20% in 2015 By YE 2015, the comprehensive, integrated automation of CPQ processes will help companies grow sales by 10% Primary demand in industrial manufacturing, distribution, high-tech and communications industries Bottom Line: Bridge the gap of CRM and ERP investment where it counts the most! 6
Aberdeen Benchmarks of CPQ Value Sales Effectiveness Metric CPQ Users Non-CPQ Users Percent of sales reps achieving quota 58% 46% Overall team attainment of sales quota 56% 52% Lead conversion rate 35% 30% Average deal size or contract value $432K $211K Average number of proposals, quotes or RFP responses delivered per rep per month 20.9 14.0 Average sales cycle 3.42 months 4.68 months Average number of conversations or meetings per sales deal won 6.6 7.1 7
Additional Aberdeen Research Aberdeen Research The full Sales Effectiveness report is available at http://blogs.aberdeen.com/customer-management/configure-price-quote-better-faster-sales-dealsenabled/?utm_source=twitterfeed&utm_medium=twitter 8
Infor CPQ Value Proposition Typical 5-8x ROI Increase Sales More Quotes Larger Orders Grow Market Share Better Win Rates Decrease Costs Fewer Returns Less Scrap & Rework Eliminate Headcount Less Duplicate Effort Differentiate Your Brand Easier to do Business With More Customer Loyalty Faster Turn-Around Meet Customer Demands 9
Customers Having Real Results Increase Sales Reduce Costs Differentiate Your Brand Increased sales, enabled by faster new product introductions. Reduced service costs, enabled by less error calls and status inquiry calls. Better channel relationships, enabled by selecting the right products for the job. Increased sales, enabled by ability to quote all product lines. Reduced cost of sales, enabled by increased sales volume and no new headcount Easier to do business with, enabled by 24x7 self-service quoting and ordering. Increased channel sales, enabled by easier quoting and ordering. Reduced material inventory, enabled by better planning of components. Better sales agent relationships, enabled by 100% order accuracy. 10
Customer Go-Lives and 400+ others 11
Integration Drives Value CPQ CRM ERP Infor CPQ Opportunities Quotes Sales Portal Quotes and Orders Product Configuration Business Rules (Sales, Pricing, Visualization, Engineering, Manufacturing) 2D Automation Drawings 3D Automation BOMs, Routes Proposals Submittals Document Automation Dynamic Documents 12
Let s hear from an early adopter of CPQ Founded in 1976, Great Plains Manufacturing (Great Plains) is one of America s leading privately owned producers of farm and landscaping equipment. The company designs, manufactures, and sells a wide range of models, including agricultural planting, spraying, and cultivating machinery. Separate divisions provide landscaping products, equipment financing and related trucking services. Headquartered in Salina, Kansas, Great Plains has more than 1,500 employees and uses a global network of 2,600 dealers located in more than 50 countries. To learn more, visit www.greatplainsmfg.com. We couldn t be happier with Infor Configure Price Quote. Besides allowing us to handle significant sales growth without adding resources, it has helped us move to the next level of professionalism in our selling process. Tom Evans, vice president of sales, Great Plains Manufacturing 13
Additional Resources View a complete demonstration of Infor CPQ at https://vimeo.com/87812151 Learn more about Infor CPQ capabilities and results at http://www.infor.com/solutions/cpq/ Call your Infor Account Executive. Work with her or him to determine your firm s potential ROI using a very straightforward model that can help you evaluate an investment in CPQ. Attend the next session in the series August 20 that will focus on the ROI of CPQ Thank You 14