SlideShare ist ein Scribd-Unternehmen logo
1 von 8
Downloaden Sie, um offline zu lesen
>
CPQ -
Configure, Price
and Quoting
Excellence
A BearingPoint Accelerator
Realizing all potentials of the CPQ Excellence will lead to
reduced process complexity with direct impact on time,
cost and risk. Main key performance indicators will be
both higher win rates of your offers, as well as lower
quotation throughput times. CPQ Excellence takes
advantage of potentials in a systematic configuration,
pricing, and quotation process in a complex
business environment.
CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator
Contents
Market Drivers
Our Approach
Client Benefits
References
Contact
CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator
Market Drivers
Quoting often is slow, expensive and risky.
Quote lead time and risks arise mainly through technical incorrectness, incorrect calculation, by use of
several data sources, and by errors in manual collection between IT systems.
Product knowledge and technical understanding of new product development cannot been made
available fast enough to the global sales or channel partner.
In sum, considerable negative effects arise, such as:
• Fewer sales due to lost deals
• Less profit in acquired offers
• Suboptimal satisfaction of the employees involved in the process in the company
• Suboptimal perceived quality of customer view
A professional quotation process improves the quality of a customer specific proposal in order to
increase the win rate. An optimized proposal process will meet the customers time slot independent
from single engineering or commercial resources, to configure customer specific products in complex
commercial situations.
An optimized quotation process requires a complex functional integration into your PLM, CRM, and SCM
system landscape in order to coordinate and consolidate all quote relevant information, e.g.
configuration, pricing, commercial, technical, and legal information.
CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
Our Approach
Quotation quality improvement as well as cost and lead
time reduction in the quotation process by implementing
an efficient CPQ system and process landscape
CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator
CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
Commercial Complexity
Deep dive into your quote creation
process to get a common understanding
of organizational impact, with special
focus on technical complexity,
challenging bit situations, and involved
organizational entities.
Overall redesign of your configuration
pricing and quoting process, in order to
create high quality proposals and reduce
time to quote.
Product Complexity
Analysis of the impact and
dependencies of your specific product
range (MTS, CTO, ETO) on quote
complexity.
Consider specific configuration and
pricing approaches to leverage your past
knowledge and experience.
IT Solution & Technology
Design an integrated and sustainable IT
solution incorporating existing PLM,
CRM, ERP systems.
Conception of a CPQ Solution with
functional integration of configuration
and output management and
collaboration tools.
Supply deep market knowledge of
available CPQ solutions.
Our Approach
Product complexity and commercial complexity determine
quoting process sophistication
CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator
CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
Inquiries based on
standard pricelist
Inquiries based on agreed
customer conditions
Individual inquiries
with special
conditions /combinations
Public tender or inquiries
for large order(s)
Quote based on catalog
(MTS)
Quote with product
variants
Level of “Product Complexity”
(internal) stakeholders complexity
(e.g. sales, PM, engineering, logistics, controlling, finance, legal, purchasing, production, management)
Quote with modified
products (CTO)
Proposal with engineering
project (ETO)
Levelof„commercialcomplexity“
logisticalcomplexity
(currierexpress,freight,fulltruckLoad/Container,projectlogistics)
Client Benefits
Increase quote win rate from 25% to 26%, increase 4% in
sales revenue!
• Fast, effective and successful proposal production effort, with higher quality and maximized profitability
• Increased quoted volume and increased hit rate
• Meet the customer time slot to provide the budget proposal or complete final quote
• Reduction of commercial risk
• Global standardized degree of detail and uniform proposal layout
Companies using the CPQ processes and tools have higher order size, higher offer and shorter sales cycle than companies
without CPQ in comparable industries.
CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator
CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator
CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
References
Process and IT optimization for overall CPQ process
Realized benefits:
Quotation quality improvement
Cost and lead time reduction in the quotation process by implementing an
efficient CPQ system and process landscape
Provide transparency
Identification of standard tools to CPQ
Global plant constructor for energy supply
Process and IT optimization for proposal management
Realized benefits:
Reduction time for the preparation of proposals
Optimization of the bidding process
Centralized, integrated and sustainable IT solution
Predetermined, standardized degree of detail and uniform proposal layout
Major German plant engineering company
Process optimization, CPQ implementation, and output management approach
Realized benefits:
Global process template for sales processes
Quotation quality improvement
Improved market transparency
Higher number of submitted quotations with an increased hit rate
Global manufacturer of elevators and escalators
BearingPoint benchmark "Efficient Proposal & Opportunity”
Realized benefits:
Increasing complexity of Quoting is seen by 79% of companies surveyed as the
biggest challenge, lack of resources (50% response) and lack of standardization
potentials (43% response) followed at No. 2 and 3
Benchmarks
Contact
About BearingPoint
BearingPoint consultants understand that the world of business changes constantly and that the resulting complexities demand intelligent and
adaptive solutions. Our clients, whether in commercial or financial industries or in government, experience real results when they work with us. We
combine industry, operational and technology skills with relevant proprietary and other assets in order to tailor solutions for each client’s
individual challenges. This adaptive approach is at the heart of our culture and has led to long-standing relationships with many of the world’s
leading companies and organizations. Our global consulting network of 9,700 people serves clients in more than 70 countries and engages with
them for measurable results and long-lasting success.
For more information, please visit: www.bearingpoint.com
CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator
© 2015 BearingPoint. All rights reserved
Donald Wachs
Partner
BearingPoint Germany
donald.wachs@bearingpoint.com
CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT<
Ruediger Specht
Senior Manager
BearingPoint Germany
ruediger.specht@bearingpoint.com

Weitere ähnliche Inhalte

Was ist angesagt?

IT Financial Management
IT Financial ManagementIT Financial Management
IT Financial ManagementBearingPoint
 
360° B2B Sales Management
360° B2B Sales Management360° B2B Sales Management
360° B2B Sales ManagementBearingPoint
 
Integrated CPQ and CLM White Paper
Integrated CPQ and CLM White PaperIntegrated CPQ and CLM White Paper
Integrated CPQ and CLM White PaperJeremy Cotton
 
Opex in Manufacturing
Opex in ManufacturingOpex in Manufacturing
Opex in ManufacturingBearingPoint
 
CPQ_SFDC_Integration
CPQ_SFDC_IntegrationCPQ_SFDC_Integration
CPQ_SFDC_IntegrationRon Bradley
 
Business and Data in motion
Business and Data in motionBusiness and Data in motion
Business and Data in motionBearingPoint
 
Connectivity for IoT
Connectivity for IoTConnectivity for IoT
Connectivity for IoTBearingPoint
 
Tek Metrix Llc Software Overview
Tek Metrix Llc Software OverviewTek Metrix Llc Software Overview
Tek Metrix Llc Software OverviewDoug Berry
 
BigMachines(Oracle CPQ) Yellow Belt ppt
BigMachines(Oracle CPQ) Yellow Belt pptBigMachines(Oracle CPQ) Yellow Belt ppt
BigMachines(Oracle CPQ) Yellow Belt pptRavikant K
 

Was ist angesagt? (20)

IT Financial Management
IT Financial ManagementIT Financial Management
IT Financial Management
 
Universal Consor
Universal ConsorUniversal Consor
Universal Consor
 
Lean - ERP
Lean - ERPLean - ERP
Lean - ERP
 
Lab Optimizer
Lab OptimizerLab Optimizer
Lab Optimizer
 
IT M&A Advisory
IT M&A AdvisoryIT M&A Advisory
IT M&A Advisory
 
Payment Factory
Payment FactoryPayment Factory
Payment Factory
 
360° B2B Sales Management
360° B2B Sales Management360° B2B Sales Management
360° B2B Sales Management
 
Integrated CPQ and CLM White Paper
Integrated CPQ and CLM White PaperIntegrated CPQ and CLM White Paper
Integrated CPQ and CLM White Paper
 
CLU
CLUCLU
CLU
 
Visual Analytics
Visual AnalyticsVisual Analytics
Visual Analytics
 
Active Manager
Active ManagerActive Manager
Active Manager
 
Opex in Manufacturing
Opex in ManufacturingOpex in Manufacturing
Opex in Manufacturing
 
CPQ_SFDC_Integration
CPQ_SFDC_IntegrationCPQ_SFDC_Integration
CPQ_SFDC_Integration
 
Business and Data in motion
Business and Data in motionBusiness and Data in motion
Business and Data in motion
 
Factory Navigator
Factory NavigatorFactory Navigator
Factory Navigator
 
Digital Workspace
Digital WorkspaceDigital Workspace
Digital Workspace
 
CPQ Solution Study
CPQ Solution StudyCPQ Solution Study
CPQ Solution Study
 
Connectivity for IoT
Connectivity for IoTConnectivity for IoT
Connectivity for IoT
 
Tek Metrix Llc Software Overview
Tek Metrix Llc Software OverviewTek Metrix Llc Software Overview
Tek Metrix Llc Software Overview
 
BigMachines(Oracle CPQ) Yellow Belt ppt
BigMachines(Oracle CPQ) Yellow Belt pptBigMachines(Oracle CPQ) Yellow Belt ppt
BigMachines(Oracle CPQ) Yellow Belt ppt
 

Ähnlich wie CPQ - Configure, Price and Quoting Excellence

Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...
Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...
Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...PMI Pearl City Chapter
 
Service Contract Analytics - Leverage analytics to improve revenue and profit...
Service Contract Analytics - Leverage analytics to improve revenue and profit...Service Contract Analytics - Leverage analytics to improve revenue and profit...
Service Contract Analytics - Leverage analytics to improve revenue and profit...Genpact Ltd
 
Customer and Product Profitability for Distributors
Customer and Product Profitability for DistributorsCustomer and Product Profitability for Distributors
Customer and Product Profitability for Distributors3C Software
 
FY15-1734_Cognizant_subscription_model_solution_brief_v4
FY15-1734_Cognizant_subscription_model_solution_brief_v4FY15-1734_Cognizant_subscription_model_solution_brief_v4
FY15-1734_Cognizant_subscription_model_solution_brief_v4dipesh biswas
 
Inside the Enterprise Case Studies of Customer Apps
Inside the Enterprise Case Studies of Customer AppsInside the Enterprise Case Studies of Customer Apps
Inside the Enterprise Case Studies of Customer Appsdreamforce2006
 
Brief - Scaling Thoughtfully (SaaS)
Brief - Scaling Thoughtfully (SaaS)Brief - Scaling Thoughtfully (SaaS)
Brief - Scaling Thoughtfully (SaaS)BhavnaChadalavada
 
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...Apttus
 
BPM Business Value Patterns
BPM Business Value Patterns BPM Business Value Patterns
BPM Business Value Patterns Jürgen Kress
 
Rapid Response: Rebranding IT By Creating Transformation Business Value
Rapid Response: Rebranding IT By Creating Transformation Business ValueRapid Response: Rebranding IT By Creating Transformation Business Value
Rapid Response: Rebranding IT By Creating Transformation Business ValueSam Pakrashi
 
Rapid+response sam+pakrashi jan+2009
Rapid+response sam+pakrashi jan+2009Rapid+response sam+pakrashi jan+2009
Rapid+response sam+pakrashi jan+2009Sam Pakrashi
 
Traction Forge: Transformational Manufacturing Strategy
Traction Forge: Transformational Manufacturing StrategyTraction Forge: Transformational Manufacturing Strategy
Traction Forge: Transformational Manufacturing StrategyBraden Ford
 
TDI Startup Insurtech Award - C quence-advantage
TDI Startup Insurtech Award - C quence-advantageTDI Startup Insurtech Award - C quence-advantage
TDI Startup Insurtech Award - C quence-advantageThe Digital Insurer
 
CTRM Value Survey and Analysis
 CTRM Value Survey and Analysis CTRM Value Survey and Analysis
CTRM Value Survey and AnalysisCTRM Center
 
SafeNet EMS Showcase: Today's Evolving Licensing Landscape
SafeNet EMS Showcase: Today's Evolving Licensing LandscapeSafeNet EMS Showcase: Today's Evolving Licensing Landscape
SafeNet EMS Showcase: Today's Evolving Licensing Landscapeguestab2d72b
 
SafeNet EMS Showcase: Ingredients for an Evolution
SafeNet EMS Showcase: Ingredients for an EvolutionSafeNet EMS Showcase: Ingredients for an Evolution
SafeNet EMS Showcase: Ingredients for an Evolutionguestab2d72b
 
CC&B SMECO Success Story
CC&B SMECO Success StoryCC&B SMECO Success Story
CC&B SMECO Success Storyvijaikrishnan
 
Customer Communication Management
Customer Communication ManagementCustomer Communication Management
Customer Communication ManagementShariq Khan
 
Genpact helps generating superior customer and sales experience to drive reve...
Genpact helps generating superior customer and sales experience to drive reve...Genpact helps generating superior customer and sales experience to drive reve...
Genpact helps generating superior customer and sales experience to drive reve...genysen2015
 

Ähnlich wie CPQ - Configure, Price and Quoting Excellence (20)

Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...
Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...
Dhaval Shah on "Strategic Alignment Of Projects For Higher Profits And Increa...
 
Service Contract Analytics - Leverage analytics to improve revenue and profit...
Service Contract Analytics - Leverage analytics to improve revenue and profit...Service Contract Analytics - Leverage analytics to improve revenue and profit...
Service Contract Analytics - Leverage analytics to improve revenue and profit...
 
CRM Process
CRM ProcessCRM Process
CRM Process
 
Customer and Product Profitability for Distributors
Customer and Product Profitability for DistributorsCustomer and Product Profitability for Distributors
Customer and Product Profitability for Distributors
 
FY15-1734_Cognizant_subscription_model_solution_brief_v4
FY15-1734_Cognizant_subscription_model_solution_brief_v4FY15-1734_Cognizant_subscription_model_solution_brief_v4
FY15-1734_Cognizant_subscription_model_solution_brief_v4
 
Inside the Enterprise Case Studies of Customer Apps
Inside the Enterprise Case Studies of Customer AppsInside the Enterprise Case Studies of Customer Apps
Inside the Enterprise Case Studies of Customer Apps
 
Brief - Scaling Thoughtfully (SaaS)
Brief - Scaling Thoughtfully (SaaS)Brief - Scaling Thoughtfully (SaaS)
Brief - Scaling Thoughtfully (SaaS)
 
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...
 
BPM Business Value Patterns
BPM Business Value Patterns BPM Business Value Patterns
BPM Business Value Patterns
 
Rapid Response: Rebranding IT By Creating Transformation Business Value
Rapid Response: Rebranding IT By Creating Transformation Business ValueRapid Response: Rebranding IT By Creating Transformation Business Value
Rapid Response: Rebranding IT By Creating Transformation Business Value
 
Rapid+response sam+pakrashi jan+2009
Rapid+response sam+pakrashi jan+2009Rapid+response sam+pakrashi jan+2009
Rapid+response sam+pakrashi jan+2009
 
Traction Forge: Transformational Manufacturing Strategy
Traction Forge: Transformational Manufacturing StrategyTraction Forge: Transformational Manufacturing Strategy
Traction Forge: Transformational Manufacturing Strategy
 
TDI Startup Insurtech Award - C quence-advantage
TDI Startup Insurtech Award - C quence-advantageTDI Startup Insurtech Award - C quence-advantage
TDI Startup Insurtech Award - C quence-advantage
 
CTRM Value Survey and Analysis
 CTRM Value Survey and Analysis CTRM Value Survey and Analysis
CTRM Value Survey and Analysis
 
Chap02
Chap02Chap02
Chap02
 
SafeNet EMS Showcase: Today's Evolving Licensing Landscape
SafeNet EMS Showcase: Today's Evolving Licensing LandscapeSafeNet EMS Showcase: Today's Evolving Licensing Landscape
SafeNet EMS Showcase: Today's Evolving Licensing Landscape
 
SafeNet EMS Showcase: Ingredients for an Evolution
SafeNet EMS Showcase: Ingredients for an EvolutionSafeNet EMS Showcase: Ingredients for an Evolution
SafeNet EMS Showcase: Ingredients for an Evolution
 
CC&B SMECO Success Story
CC&B SMECO Success StoryCC&B SMECO Success Story
CC&B SMECO Success Story
 
Customer Communication Management
Customer Communication ManagementCustomer Communication Management
Customer Communication Management
 
Genpact helps generating superior customer and sales experience to drive reve...
Genpact helps generating superior customer and sales experience to drive reve...Genpact helps generating superior customer and sales experience to drive reve...
Genpact helps generating superior customer and sales experience to drive reve...
 

Kürzlich hochgeladen

trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdftrending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdfMintel Group
 
20200128 Ethical by Design - Whitepaper.pdf
20200128 Ethical by Design - Whitepaper.pdf20200128 Ethical by Design - Whitepaper.pdf
20200128 Ethical by Design - Whitepaper.pdfChris Skinner
 
Interoperability and ecosystems: Assembling the industrial metaverse
Interoperability and ecosystems:  Assembling the industrial metaverseInteroperability and ecosystems:  Assembling the industrial metaverse
Interoperability and ecosystems: Assembling the industrial metaverseSiemens
 
Psychic Reading | Spiritual Guidance – Astro Ganesh Ji
Psychic Reading | Spiritual Guidance – Astro Ganesh JiPsychic Reading | Spiritual Guidance – Astro Ganesh Ji
Psychic Reading | Spiritual Guidance – Astro Ganesh Jiastral oracle
 
Neha Jhalani Hiranandani: A Guide to Her Life and Career
Neha Jhalani Hiranandani: A Guide to Her Life and CareerNeha Jhalani Hiranandani: A Guide to Her Life and Career
Neha Jhalani Hiranandani: A Guide to Her Life and Careerr98588472
 
14680-51-4.pdf Good quality CAS Good quality CAS
14680-51-4.pdf  Good  quality CAS Good  quality CAS14680-51-4.pdf  Good  quality CAS Good  quality CAS
14680-51-4.pdf Good quality CAS Good quality CAScathy664059
 
Driving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerDriving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerAggregage
 
Healthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare NewsletterHealthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare NewsletterJamesConcepcion7
 
WSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfWSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfJamesConcepcion7
 
Technical Leaders - Working with the Management Team
Technical Leaders - Working with the Management TeamTechnical Leaders - Working with the Management Team
Technical Leaders - Working with the Management TeamArik Fletcher
 
Darshan Hiranandani (Son of Niranjan Hiranandani).pdf
Darshan Hiranandani (Son of Niranjan Hiranandani).pdfDarshan Hiranandani (Son of Niranjan Hiranandani).pdf
Darshan Hiranandani (Son of Niranjan Hiranandani).pdfShashank Mehta
 
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...Hector Del Castillo, CPM, CPMM
 
EUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exportersEUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exportersPeter Horsten
 
NAB Show Exhibitor List 2024 - Exhibitors Data
NAB Show Exhibitor List 2024 - Exhibitors DataNAB Show Exhibitor List 2024 - Exhibitors Data
NAB Show Exhibitor List 2024 - Exhibitors DataExhibitors Data
 
Appkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptxAppkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptxappkodes
 
How to Conduct a Service Gap Analysis for Your Business
How to Conduct a Service Gap Analysis for Your BusinessHow to Conduct a Service Gap Analysis for Your Business
How to Conduct a Service Gap Analysis for Your BusinessHelp Desk Migration
 
Pitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deckPitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deckHajeJanKamps
 
Environmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw CompressorsEnvironmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw Compressorselgieurope
 
Excvation Safety for safety officers reference
Excvation Safety for safety officers referenceExcvation Safety for safety officers reference
Excvation Safety for safety officers referencessuser2c065e
 
Features of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdfFeatures of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdfOne Monitar
 

Kürzlich hochgeladen (20)

trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdftrending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
trending-flavors-and-ingredients-in-salty-snacks-us-2024_Redacted-V2.pdf
 
20200128 Ethical by Design - Whitepaper.pdf
20200128 Ethical by Design - Whitepaper.pdf20200128 Ethical by Design - Whitepaper.pdf
20200128 Ethical by Design - Whitepaper.pdf
 
Interoperability and ecosystems: Assembling the industrial metaverse
Interoperability and ecosystems:  Assembling the industrial metaverseInteroperability and ecosystems:  Assembling the industrial metaverse
Interoperability and ecosystems: Assembling the industrial metaverse
 
Psychic Reading | Spiritual Guidance – Astro Ganesh Ji
Psychic Reading | Spiritual Guidance – Astro Ganesh JiPsychic Reading | Spiritual Guidance – Astro Ganesh Ji
Psychic Reading | Spiritual Guidance – Astro Ganesh Ji
 
Neha Jhalani Hiranandani: A Guide to Her Life and Career
Neha Jhalani Hiranandani: A Guide to Her Life and CareerNeha Jhalani Hiranandani: A Guide to Her Life and Career
Neha Jhalani Hiranandani: A Guide to Her Life and Career
 
14680-51-4.pdf Good quality CAS Good quality CAS
14680-51-4.pdf  Good  quality CAS Good  quality CAS14680-51-4.pdf  Good  quality CAS Good  quality CAS
14680-51-4.pdf Good quality CAS Good quality CAS
 
Driving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerDriving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon Harmer
 
Healthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare NewsletterHealthcare Feb. & Mar. Healthcare Newsletter
Healthcare Feb. & Mar. Healthcare Newsletter
 
WSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfWSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdf
 
Technical Leaders - Working with the Management Team
Technical Leaders - Working with the Management TeamTechnical Leaders - Working with the Management Team
Technical Leaders - Working with the Management Team
 
Darshan Hiranandani (Son of Niranjan Hiranandani).pdf
Darshan Hiranandani (Son of Niranjan Hiranandani).pdfDarshan Hiranandani (Son of Niranjan Hiranandani).pdf
Darshan Hiranandani (Son of Niranjan Hiranandani).pdf
 
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
How Generative AI Is Transforming Your Business | Byond Growth Insights | Apr...
 
EUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exportersEUDR Info Meeting Ethiopian coffee exporters
EUDR Info Meeting Ethiopian coffee exporters
 
NAB Show Exhibitor List 2024 - Exhibitors Data
NAB Show Exhibitor List 2024 - Exhibitors DataNAB Show Exhibitor List 2024 - Exhibitors Data
NAB Show Exhibitor List 2024 - Exhibitors Data
 
Appkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptxAppkodes Tinder Clone Script with Customisable Solutions.pptx
Appkodes Tinder Clone Script with Customisable Solutions.pptx
 
How to Conduct a Service Gap Analysis for Your Business
How to Conduct a Service Gap Analysis for Your BusinessHow to Conduct a Service Gap Analysis for Your Business
How to Conduct a Service Gap Analysis for Your Business
 
Pitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deckPitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deck
 
Environmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw CompressorsEnvironmental Impact Of Rotary Screw Compressors
Environmental Impact Of Rotary Screw Compressors
 
Excvation Safety for safety officers reference
Excvation Safety for safety officers referenceExcvation Safety for safety officers reference
Excvation Safety for safety officers reference
 
Features of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdfFeatures of a Call Recorder Spy App for Android.pdf
Features of a Call Recorder Spy App for Android.pdf
 

CPQ - Configure, Price and Quoting Excellence

  • 1. > CPQ - Configure, Price and Quoting Excellence A BearingPoint Accelerator Realizing all potentials of the CPQ Excellence will lead to reduced process complexity with direct impact on time, cost and risk. Main key performance indicators will be both higher win rates of your offers, as well as lower quotation throughput times. CPQ Excellence takes advantage of potentials in a systematic configuration, pricing, and quotation process in a complex business environment.
  • 2. CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator Contents Market Drivers Our Approach Client Benefits References Contact CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
  • 3. CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator Market Drivers Quoting often is slow, expensive and risky. Quote lead time and risks arise mainly through technical incorrectness, incorrect calculation, by use of several data sources, and by errors in manual collection between IT systems. Product knowledge and technical understanding of new product development cannot been made available fast enough to the global sales or channel partner. In sum, considerable negative effects arise, such as: • Fewer sales due to lost deals • Less profit in acquired offers • Suboptimal satisfaction of the employees involved in the process in the company • Suboptimal perceived quality of customer view A professional quotation process improves the quality of a customer specific proposal in order to increase the win rate. An optimized proposal process will meet the customers time slot independent from single engineering or commercial resources, to configure customer specific products in complex commercial situations. An optimized quotation process requires a complex functional integration into your PLM, CRM, and SCM system landscape in order to coordinate and consolidate all quote relevant information, e.g. configuration, pricing, commercial, technical, and legal information. CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
  • 4. Our Approach Quotation quality improvement as well as cost and lead time reduction in the quotation process by implementing an efficient CPQ system and process landscape CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< > Commercial Complexity Deep dive into your quote creation process to get a common understanding of organizational impact, with special focus on technical complexity, challenging bit situations, and involved organizational entities. Overall redesign of your configuration pricing and quoting process, in order to create high quality proposals and reduce time to quote. Product Complexity Analysis of the impact and dependencies of your specific product range (MTS, CTO, ETO) on quote complexity. Consider specific configuration and pricing approaches to leverage your past knowledge and experience. IT Solution & Technology Design an integrated and sustainable IT solution incorporating existing PLM, CRM, ERP systems. Conception of a CPQ Solution with functional integration of configuration and output management and collaboration tools. Supply deep market knowledge of available CPQ solutions.
  • 5. Our Approach Product complexity and commercial complexity determine quoting process sophistication CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< > Inquiries based on standard pricelist Inquiries based on agreed customer conditions Individual inquiries with special conditions /combinations Public tender or inquiries for large order(s) Quote based on catalog (MTS) Quote with product variants Level of “Product Complexity” (internal) stakeholders complexity (e.g. sales, PM, engineering, logistics, controlling, finance, legal, purchasing, production, management) Quote with modified products (CTO) Proposal with engineering project (ETO) Levelof„commercialcomplexity“ logisticalcomplexity (currierexpress,freight,fulltruckLoad/Container,projectlogistics)
  • 6. Client Benefits Increase quote win rate from 25% to 26%, increase 4% in sales revenue! • Fast, effective and successful proposal production effort, with higher quality and maximized profitability • Increased quoted volume and increased hit rate • Meet the customer time slot to provide the budget proposal or complete final quote • Reduction of commercial risk • Global standardized degree of detail and uniform proposal layout Companies using the CPQ processes and tools have higher order size, higher offer and shorter sales cycle than companies without CPQ in comparable industries. CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< >
  • 7. CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< > References Process and IT optimization for overall CPQ process Realized benefits: Quotation quality improvement Cost and lead time reduction in the quotation process by implementing an efficient CPQ system and process landscape Provide transparency Identification of standard tools to CPQ Global plant constructor for energy supply Process and IT optimization for proposal management Realized benefits: Reduction time for the preparation of proposals Optimization of the bidding process Centralized, integrated and sustainable IT solution Predetermined, standardized degree of detail and uniform proposal layout Major German plant engineering company Process optimization, CPQ implementation, and output management approach Realized benefits: Global process template for sales processes Quotation quality improvement Improved market transparency Higher number of submitted quotations with an increased hit rate Global manufacturer of elevators and escalators BearingPoint benchmark "Efficient Proposal & Opportunity” Realized benefits: Increasing complexity of Quoting is seen by 79% of companies surveyed as the biggest challenge, lack of resources (50% response) and lack of standardization potentials (43% response) followed at No. 2 and 3 Benchmarks
  • 8. Contact About BearingPoint BearingPoint consultants understand that the world of business changes constantly and that the resulting complexities demand intelligent and adaptive solutions. Our clients, whether in commercial or financial industries or in government, experience real results when they work with us. We combine industry, operational and technology skills with relevant proprietary and other assets in order to tailor solutions for each client’s individual challenges. This adaptive approach is at the heart of our culture and has led to long-standing relationships with many of the world’s leading companies and organizations. Our global consulting network of 9,700 people serves clients in more than 70 countries and engages with them for measurable results and long-lasting success. For more information, please visit: www.bearingpoint.com CPQ - Configure, Price and Quoting Excellence | A BearingPoint Accelerator © 2015 BearingPoint. All rights reserved Donald Wachs Partner BearingPoint Germany donald.wachs@bearingpoint.com CLIENT BENEFITSOUR APPROACHMARKET DRIVERS REFERENCES CONTACT< Ruediger Specht Senior Manager BearingPoint Germany ruediger.specht@bearingpoint.com