Creating Value With Tacton CPQ

Summary

This video highlights how B2B manufacturing is evolving, and how companies can address the challenges of digital transformation. It introduces Tacton’s CPQ (Configure Price Quote) technology, which enables manufacturers to efficiently handle high product variance without costly specialist involvement. By using smart product definitions and guided selling, CPQ allows customers and sales reps to configure products based on needs, enhancing profitability. The solution also simplifies quoting, speeds up order fulfillment, and ensures consistent branding. Tacton’s CPQ system helps manufacturers scale and improve sales, backed by years of experience and global recognition.

Takeaways

• ⚙️ B2B manufacturing is evolving, and digital transformation presents new challenges and opportunities.
• 📈 Customers increasingly demand individualized products, but inefficient handovers and one-off solutions are hurting profitability.
• 💡 Leading CPQ (Configure Price Quote) technologies help manufacturers create product variance without involving specialists in every deal.
• 🔧 CPQ tools enable smart product definitions, accounting for variables like product architecture, pricing, compliance, and fulfillment.
• 🛠️ CPQ systems guide sales reps and customers in selecting the right product, protecting margins while offering millions of product variants.
• 🤖 By using needs-based configuration and guided selling, customers focus on outcomes rather than complex product features.
• 🚀 CPQ automates translating customer needs into technical solutions, creating accurate orders and expanding sales channels.
• 🔍 CPQ self-service tools empower customers early in the process, increasing the chance of being chosen as a supplier.
• 💵 Tacton's CPQ provides robust pricing capabilities, optimizing deals and maintaining profitability.
• 🏆 Tacton's SaaS CPQ solution improves quoting efficiency, reduces quoting times, and increases sales volume and win rates globally.

Q & A

What is the primary challenge B2B manufacturers face according to the script?

B2B manufacturers face the challenge of increasing demand for individualized products, which leads to sales engineers working overtime with inefficient handovers between customer, sales, production, and installation teams, hurting profitability.

How does digital transformation affect B2B manufacturing?

Digital transformation introduces new challenges and opportunities for B2B manufacturing, particularly in meeting the growing demand for highly individualized products while maintaining efficiency and profitability.

What role does Configure Price Quote (CPQ) technology play in solving these challenges?

CPQ technology helps manufacturers address these challenges by enabling the creation of smart product definitions that account for variables like product architecture, customer needs, compliance, pricing, and fulfillment, allowing for millions of product variants to be configured without the constant involvement of product specialists.

How does CPQ enhance the sales process for manufacturers?

CPQ guides sales reps and customers through a needs-based configuration process, translating customer requirements into technical solutions and generating accurate quotes and orders, which reduces complexity and speeds up the sales process.

How does CPQ improve sales channels and customer engagement?

CPQ allows manufacturers to expand sales channels, including self-service options for end customers, enabling them to configure products early in the sales process. This teaches customers about product value and increases the likelihood of choosing the supplier before setting their buying criteria.

What impact does CPQ have on quoting times and order accuracy?

CPQ significantly reduces quoting times from months to minutes and improves order accuracy by automating the translation of customer needs into technical solutions, ensuring consistency across departments.

How does Tacton's CPQ solution help manufacturers maintain profitability?

Tacton's CPQ solution optimizes pricing by estimating order fulfillment costs and defining price execution waterfalls, allowing manufacturers to maintain profitability while increasing the chance of winning deals.

What are the advantages of a globally shared product and pricing definition?

A globally shared product and pricing definition eliminates siloed handovers between departments, ensuring a unified message across sales, production, and order fulfillment, which builds customer confidence and improves efficiency.

What are the financial benefits of implementing CPQ according to Accenture?

Accenture highlights that CPQ improves handling times, quote accuracy, sales volumes, and win rates, driving financial growth for manufacturers.

Why is Tacton recognized as a leader in CPQ application suites?

Tacton has over 25 years of manufacturing experience and has been named a leader in Gartner's Magic Quadrant for CPQ application suites for multiple consecutive years, delivering value to global B2B manufacturers through its SaaS-enabled solution.