5 Key Trends in Offer Tracking

5 Key Trends in Offer Tracking

The right CPQ implementation contributes to a streamlined and optimized sales process. This is more important than ever: several trends are placing high demands on quotation processes. We have listed 5 important trends for you.

1. The need for flexibility is increasing

Potential customers are increasingly knowledgeable and have a sharper idea of what they want. This demands a flexible attitude from organizations and causes the organization to move toward a service angle. Customers expect organizations to act as interlocutors and to be on an equal footing in that dialogue.

2. Technology is developing at high speed

The speed at which technology develops has increased significantly in recent times. In a market with predominantly rigid products, this requires an adapted approach so that you are also able to deploy other propositions. Moreover, you can adjust the propositions as soon as the market demands it.

3. New competitors enter the market

Technological developments have accelerated in recent years. This makes it easier for new players to enter the market. In addition, legislation has also changed for many markets. New players may be able to offer products and services not yet offered by your own organization. In addition, as an existing organization, you may have a restrictive competitive position against new players. They can enter the market with a greenfield approach and are not hindered by any legacy environment.

4. Offer processes are becoming more complex

From the customer side, there is a need for new product combinations and a wider range of services to choose from. Users need options. In more and more situations, customers are asking for an environment in which they can put together their own quotations, based on options and configurations they have "checked off" themselves. This has a major impact on the complexity of quotation processes.

Check out the charts below, with two examples of configuring prices and products in the communications and energy sectors:

Example: Configure price of products in communications and energy sector.

5. Global developments offer opportunities

As an organization, it is important to be able to respond to global developments in a timely manner. The energy market is a good example of this. Consider developments in the field of gas supply, network capacity and the use of solar panels. These trends also require an organization that can respond to the market with new product combinations, among other things.

Optimally prepared
Looking for a suitable partner for a CPQ implementation and looking for inspiration? Take a look at other organizations and pay attention to teams with the same characteristics as in your own organization. This will give you an accurate picture of the different phases of a CPQ implementation.

Want to learn more about the real-world benefits of a CPQ solution? Read more background information here.

Colin Hammer

Colin Hamer is a Software Engineer at CaseNine. He is responsible for various Salesforce projects at clients.