Should a CPQ Solution have a built-in Approval Workflow Module?

Blog post   •   Feb 24, 2017 10:40 EST

The answer to this question is a simple ‘Yes’. Imagine your sales reps sending a quotes to the customer that are haphazardly prepared and without any profit margin. Won’t it kill business growth and have an adverse impact on overall revenue. To avoid such a situation, it is necessary that your Configure price quoting system comes with a workflow approval system.

Every company follows a set of rules and regulations when it comes to creating quotes. These rules are usually related to pricing of products and are designed in such a way that the transaction does not put the company at loss. So one cannot expect sales reps to bypass these rules in order to win the deal.

Product pricing will largely vary from one customer to another, depending upon what has been decided in the contract. For instance, customer Y will be given products at a discounted price, while you charge 20% markup on all products for customer Z. So if you want every sales rep to follow these pricing rules while creating a quote for a particular customer, it is essential that your Quoting System Software has this module.

In case a sales reps unknowingly bypasses a rule during quote creation, a notification message will immediately appear on the screen indicating quote approval necessary before sending it to the customer. In other words, the workflow module in CPQ softwareverifies whether the quote created is being sent as per the rules set by the management.

A workflow approval module ensures quotes that wipe out profits, never reach the customers. The module prevents sales reps from sending quotes that are detrimental to your company’s financial health. Such quotes that will negatively affect the company’s income will require approvalfrom the higher authority.