CommunityDevOps ExchangePartners
Articles
3/21/2022
10 minutes

How A CPQ Solution Can Optimize Sales Configurations & Increase Profitability

Written by
Team Copado
Table of contents

No matter what industry your company belongs to, it values two things: efficiency and profitability. This universal truth means that every enterprise-level business should be investing in a CPQ solution. However, digital transformations can be challenging. Before you commit to a technological change, it’s important to consider both the stumbling blocks you might face and the advantages you’ll gain. Below, Copado will explore the pros, cons, and strategic implementation of a CPQ solution. 

What is CPQ?

CPQ or configure, price, quote is a sales optimization software. In short, CPQ allows companies to generate fast and accurate price quotes for product or service orders. However, its reach goes far beyond the sales department. Because CQP integrates with essential business technologies like enterprise resource planning software (ERP), it has the power to impact business processes as a whole, whether they’re directly related to sales or not. While the impacts of CPQ technology are inherently positive, it’s up to you to make the most out of the software’s features and operation. 

What is a CPQ solution?

There is some ambiguity surrounding the term “CPQ solution” because people often refer to CPQ software itself as a solution, application, or system. In this context, a CPQ solution refers to a separate entity that works in tandem with your CPQ to support its critical functionalities. CPQ software is not a standalone product. A CPQ solution fills in the gaps created by implementation and maintenance requirements.

You’ll need to support this new technology with data migration and third-party integrations — and you’ll need a way to know everything is working correctly. In other words, CPQ testing is crucial to consider for the overall success of your digital transformation. A CPQ solution that addresses the security, quality, and efficiency of CPQ through vigorous testing will eliminate avoidable setbacks and enhance your infrastructure as a whole.

Example:

Copado Robotic Testing bridges the gap between CPQ software and the rest of your infrastructure through AI-driven automation and user-friendly, low-code functionalities.

Benefits of CPQ

Now that we’ve defined the roles of CPQ and a corresponding CPQ solution, let’s examine whether it’s worth the trouble to implement. According to a study conducted by Salesforce, their CPQ users reported ten times faster price quote generation and a whopping 95% reduction in approval time. To achieve these figures, companies supported their CPQ processes and functionality with a highly compatible CPQ solution. The next couple of sections will take a closer look at the advantages of CPQ. 

Better Collaboration and Streamlined Processes

As an organization grows, effective cross-departmental collaboration can become a challenge. For example, operational success requires smooth communication between the sales team, subject matter experts (SMEs), and customer service agents. If the SMEs are unable to anticipate the sales team's needs, price quotes and service offerings could be inaccurate, resulting in loss of revenue. Poor communication between the sales team and customer service agents could result in miscommunications regarding offer availability, creating a bad user experience and untrustworthy brand image. Here’s how a CPQ solution can help:

  • CPQ leverages AI to generate accurate quotes, providing sales representatives with the confidence of pre-approved pricing. 
  • A CPQ solution like Copado Robotic testing manages workflows and utilizes robotic process automation (RPA) for routine tasks, streamlining the approval process for everyone involved.

Increased Accuracy

CPQ software is highly customizable, meaning renewals, subscriptions, and other special pricing methods will be accounted for as long as they’ve been programmed into the system. 

CPQ test automation also allows for near-immediate personalized quotes for repeat orders or add-ons. This type of technology leverages AI and automation to help eliminate the margin of human error and support the decision-making process with proven, measurable data.

Potential Problems with CPQ Implementation

A bundle of pros cannot exist without a few cons to balance the scales. CPQ is no exception, especially if you plan to implement it without a CPQ solution. Below, Copado has outlined a few of the most common stumbling blocks regarding CPQ. We’ve also included some tips to mitigate these potential problems. 

Integration Trouble

Many modern enterprises have built their business operations upon a complex infrastructure of software and applications. The primary issue with implementing CPQ in a complicated network environment is integration. If you’re considering CPQ, you probably already have a customer relationship management (CRM) platform in place at the very least.

Just like you need clear cross-departmental communication in your organizations, your entire technology stack needs to be able to seamlessly and accurately transfer information. A CPQ solution with end-to-end testing capabilities is crucial to combat integration issues. Expand the scope of your testing coverage to encompass integration and regression testing. Then, you’ll be able to catch defects before they have the opportunity to disrupt operations.

Remember: 

CPQ and revenue are deeply intertwined. Think about which will be more affordable — a CPQ solution or a critical system failure.

Bad Data

Your CPQ can only be as good as the data you provide it. This is another reason CPQ testing is so important. Data quality should be an area of utmost importance, whether it’s regarding customer information or price calculations. The information you feed your CPQ must be current, reliable, and as comprehensive as possible.

To achieve this, your recording and reporting methods must be airtight. A CPQ solution like Copado Robotic Testing uses AI to automate reporting tasks, organize data, and present information in a user-friendly, digestible format. It can also self-heal broken test cases and take automatic screenshots of system errors.

Before expanding to meet even more of our clients’ needs, Copado was made for Salesforce. That’s why we’re #1 in low-code DevOps and testing tools for Salesforce. To learn more about why Copado Robotic Testing is the best CPQ solution for modern businesses, contact us or schedule a demo.

 

 

Book a demo

About The Author

#1 DevOps Platform for Salesforce

We build unstoppable teams by equipping DevOps professionals with the platform, tools and training they need to make release days obsolete. Work smarter, not longer.

Master Salesforce DevOps with Copado Robotic Testing
Exploratory Testing vs. Automated Testing: Finding the Right Balance
A Guide to Salesforce Source Control
A Guide to DevOps Branching Strategies
Family Time vs. Mobile App Release Days: Can Test Automation Help Us Have Both?
How to Resolve Salesforce Merge Conflicts: A Guide
Is Mobile Test Automation Unnecessarily Hard? A Guide to Simplify Mobile Test Automation
From Silos to Streamlined Development: Tarun’s Tale of DevOps Success
Simplified Scaling: 10 Ways to Grow Your Salesforce Development Practice
What is Salesforce Incident Management?
What Is Automated Salesforce Testing? Choosing the Right Automation Tool for Salesforce
Business Benefits of DevOps: A Guide
Copado Brings Generative AI to Its DevOps Platform to Improve Software Development for Enterprise SaaS
Celebrating 10 Years of Copado: A Decade of DevOps Evolution and Growth
Copado Celebrates 10 Years of DevOps for Enterprise SaaS Solutions
5 Reasons Why Copado = Less Divorces for Developers
What is DevOps? Build a Successful DevOps Ecosystem with Copado’s Best Practices
Scaling App Development While Meeting Security Standards
5 Data Deploy Features You Don’t Want to Miss
Top 5 Reasons I Choose Copado for Salesforce Development
How to Elevate Customer Experiences with Automated Testing
Getting Started With Value Stream Maps
Copado and nCino Partner to Provide Proven DevOps Tools for Financial Institutions
Unlocking Success with Copado: Mission-Critical Tools for Developers
How Automated Testing Enables DevOps Efficiency
How to Keep Salesforce Sandboxes in Sync
How to Switch from Manual to Automated Testing with Robotic Testing
Best Practices to Prevent Merge Conflicts with Copado 1 Platform
Software Bugs: The Three Causes of Programming Errors
How Does Copado Solve Release Readiness Roadblocks?
Why I Choose Copado Robotic Testing for my Test Automation
How to schedule a Function and Job Template in DevOps: A Step-by-Step Guide
Delivering Quality nCino Experiences with Automated Deployments and Testing
Best Practices Matter for Accelerated Salesforce Release Management
Maximize Your Code Quality, Security and performance with Copado Salesforce Code Analyzer
Upgrade Your Test Automation Game: The Benefits of Switching from Selenium to a More Advanced Platform
Three Takeaways From Copa Community Day
Cloud Native Applications: 5 Characteristics to Look for in the Right Tools
Using Salesforce nCino Architecture for Best Testing Results
How To Develop A Salesforce Testing Strategy For Your Enterprise
What Is Multi Cloud: Key Use Cases and Benefits for Enterprise Settings
5 Steps to Building a Salesforce Center of Excellence for Government Agencies
Salesforce UI testing: Benefits to Staying on Top of Updates
Benefits of UI Test Automation and Why You Should Care
Types of Salesforce Testing and When To Use Them
What is Salesforce API Testing and It Why Should Be Automated
Machine Learning Models: Adapting Data Patterns With Copado For AI Test Automation
Automated Testing Benefits: The Case For As Little Manual Testing As Possible
Beyond Selenium: Low Code Testing To Maximize Speed and Quality
UI Testing Best Practices: From Implementation to Automation
How Agile Test Automation Helps You Develop Better and Faster
Salesforce Test Cases: Knowing When to Test
DevOps Quality Assurance: Major Pitfalls and Challenges
11 Characteristics of Advanced Persistent Threats (APTs) That Set Them Apart
7 Key Compliance Regulations Relating to Data Storage
7 Ways Digital Transformation Consulting Revolutionizes Your Business
6 Top Cloud Security Trends
API Management Best Practices
Applying a Zero Trust Infrastructure in Kubernetes
Building a Data Pipeline Architecture Based on Best Practices Brings the Biggest Rewards
CI/CD Methodology vs. CI/CD Mentality: How to Meet Your Workflow Goals
DevOps to DevSecOps: How to Build Security into the Development Lifecycle
DevSecOps vs Agile: It’s Not Either/Or
How to Create a Digital Transformation Roadmap to Success
Infrastructure As Code: Overcome the Barriers to Effective Network Automation
Leveraging Compliance Automation Tools to Mitigate Risk
Moving Forward with These CI/CD Best Practices
Top 3 Data Compliance Challenges of Tomorrow and the Solutions You Need Today
Top 6 Cloud Security Management Policies and Procedures to Protect Your Business
What are the Benefits of Principle of Least Privilege (POLP) for My Organization?
You Can’t Measure What You Can’t See: Getting to know the 4 Metrics of Software Delivery Performance
How the Public Sector Can Continue to Accelerate Modernization
Building an Automated Test Framework to Streamline Deployments
How To Implement a Compliance Testing Methodology To Exceed Your Objectives
Cloud Security: Advantages and Disadvantages to Accessibility
Copado Collaborates with IBM to Accelerate Digital Transformation Projects on the Salesforce Platform
Continuous Quality: The missing link to DevOps maturity
Why Empowering Your Salesforce CoE is Essential for Maximizing ROI
Value Stream Management: The Future of DevOps at Scale is Here
Is Salesforce Development ‘One Size Fits All?’
The 3 Pillars of DevOps Value Stream Management
Gartner Recommends Companies Adopt Value Stream Delivery Platforms To Scale DevOps
The Admin's Quick Glossary for Understanding Salesforce DevOps