Why an organization opts for Salesforce Industries CPQ

Why an organization opts for Salesforce Industries CPQ

Salesforce Industries CPQ offers several advantages over competing CPQ solutions, such as a sharp focus on specific verticals. Yannick van Eldik notices that in practice, there are various reasons for choosing Salesforce Industries CPQ.

Salesforce Industries

Image: Salesforce Industries Product Portfolio

What is characteristic of Salesforce Industries CPQ?

“Salesforce Industries focuses on specific verticals: Communications, Media & Entertainment, Energy & Utilities, Insurance, Health Care and Government. So you know for sure that the processes match the market in which you are active. This keen focus is a major advantage over a solution that offers CPQ across the board. Packages are available for the different verticals: they give the organization a smooth start and ensure you can work faster, correctly. Another important feature is the fact that Salesforce Industries was developed on the Salesforce platform and connects seamlessly with it. So you don’t need separate links.”

Speaking of the connection with Salesforce: what does the interaction between Salesforce and Salesforce Industries CPQ look like?

“First of all, we see the connection on a technical level: Salesforce Industries CPQ is built on the Salesforce foundation. At the core, this ensures a close integration with the Salesforce platform. In addition to the technological integration, there is also a logical sequence within the entire process. You use Salesforce to support the sales journey, including managing contacts, opportunities and the status of important deals. Additionally, Salesforce helps with sales automation and pipeline management. Salesforce Industries is expanding these functionalities further, including opportunities. In addition, Salesforce Industries CPQ ensures that you can quickly submit and manage the quotations and streamline this process. The parts therefore work together seamlessly and that provides all the functionalities you need within the process.”


I personally expect that integration will be further strengthened on a functional level in the coming years as well.

What else can we expect in the future?

“Salesforce Industries CPQ is part of the Salesforce organization. As a user, this gives you the opportunity to also use all the peripheral matters of Salesforce. This includes extensive support options and a broad network of partners. In the future, Salesforce will focus more on industry-specific knowledge and techniques. I personally expect that integration will be further strengthened on a functional level in the coming years as well. As a user, you get ready-made connections and you can quickly use other tools and modules, such as connections with Slack (which is part of Salesforce) and SAP. That provides great flexibility and convenience.”

What is the best way to get started with a Salesforce Industries CPQ process?

“You can start a Salesforce Industries CPQ process in several ways. Salesforce itself carries out various CPQ projects in-house and you can carry out the project with a Salesforce Industries partner. Such a party has all the relevant knowledge to connect the CPQ solution to the business processes. When choosing a suitable partner, however, do not go over the top (see also this article). If you enter into a discussion about the desired license structure, keep in mind that this is a long-term investment. Make sure you have made a complete list of the supplies, so you and the account manager find a form that suits the organization.”

The implementation has been completed and Salesforce Industries CPQ has found its place in the organization. To what extent can you then make adjustments in Salesforce Industries CPQ yourself?

“There are plenty of options in that area: it’s about finding the right balance. One important principle is to enable the organization to work independently as much as possible. For more drastic matters – such as adding or adjusting complex product combinations – it may be wise to deploy a specialist. You should therefore continuously have a good picture of the ‘capabilities’ within your organization, so you can also see for which areas external expertise is required. We use a CaseNine map for this: a map showing the architecture. Together, we then cross out which parts are not relevant for the organization. The result: a clear picture of the current status. We can then plot the skills of the organization on the required architecture and it becomes clear what will be placed internally and externally. The map also provides a clear overview of the dependencies of the components.”

Want to know more about the benefits of a CPQ solution in practice? Read more background information here or contact us directly for a consultation.

Yannick van Eldik
Author // Yannick van Eldik

Yannick van Eldik is co-founder of CaseNine and is responsible for the day-to-day operations. Moreover, as a consultant, Yannick is closely involved in both the sales phase and the substantive of projects. He helps organizations to optimally set up CPQ solutions, but also acts as a discussion partner for strategic issues.

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