1.
presents
CRM & CPQ
in partnership with

2.
We answer your CRM CPQ questions
Eric Nies
Dynamics Channel Lead
Marc Hadley-Smith
CRM Practice Lead
CPQ experts in Dynamics CRM and AX
Offices 16 countries and 400 employees
Global leader in enterprise software since 1968
Top UK Microsoft Dynamics partner 2015
Distinguished Dynamics ERP and CRM solution
provider: with over 620 years of combined experience
Over 650 Dynamics implementations across multiple
industry sectors

3.
DYNAMICS CRM

4.
Personalised
Proactive
Predictive
Customer
engagement
Social for everyone

5.
sell
Customer 360
Gain visibility into past and planned
customer interactions and activities across
marketing, sales, and service
Guided sales process
Improve execution by guiding sales reps
toward desired outcomes with contextual
recommended next steps
Office 365 and Sales
Increase productivity with familiar, intuitive
solutions like CRM for Outlook, immersive Excel,
and embedded OneNote inside the Sales
solution
Accounts & opportunities

6.
sell
Lead Oppty Quote Sale Invoice
Suspect
Prospect
Market lists
Qualification
Value
Probability
Sales Stage
Unstructured Value
Structured Value
Products
Price lists
Revisions
Submission
Delivery information
Order confirmation
Paid
Unpaid

7.
Cincom CPQ for Dynamics CRM/AX

8.
Differentiator: “the competency of the vendor in
assessing and implementing a CPQ solution”.
Growing interest in CRM

9.
Configure-Price-Quote (CPQ)
The tools to consistently align with the way clients want to buy:
Make the perfect fit for client needs by guiding sales people and customers through an
intuitive selection and configuration process
Help the client make an informed buying decision by producing content-rich quotes and
proposals
Speed delivery by automatically generating detail information to drive manufacturing/fulfillment
… across all channels, applications, devices

10.
Managed Solution
Integrated CPQ
- Solution Configurator
- Proposal Generator
Advanced CRM capabilities
- Product catalog
- Quote management
- Specials handling
Integration
- Multi-Channel Sales Portal
- ERP, engineering, other
Intelligent Selling capabilities for Dynamics CRM

11.
• Can you help me? • When can you deliver? • Will it be right?
Customers
Dealers
Sales reps
Engineering
Inside sales
Customer
Service
Manufacturing
Engineering
Installation
Delivery
Other back
office
• How much will it cost?
• What can we offer? • Can we do it? • Can we deliver? • Furnish to Order?
Dedicated
Specialist
headcount
Customer
dissatisfaction,
error recovery
Lost orders
average 20%
of sales
Transaction
Costs
High cost for
customization
Proposals
take weeks

12.
Customers
Dealers
Sales reps
Engineering
Order
processing
Manufacturing
Engineering
Service
delivery
Other back
office
Product Information & Knowledge PLATFORM
Sales & Product
Knowledge
User Selected
Options
Product & Option
Management
Document &
Output Modeling
CPQ FOUNDATION
Inside sales

13.
Guided
Selling
Solution
Configuration
Quote
Management
Proposal &
Output
Generation
• Needs Analysis
• Selection
• Cross Selling
• Up Selling
• Feature-based Price
• Quote Pricing
• Specials Handling
• Approvals
• Documents/Packages
• Drawings/3D Models
• Rendered Images
• BOM & Route
• Service Tasks
Customers
Dealers
Sales reps
Engineering
Order
processing
Manufacturing
Engineering
Service
delivery
Other back
office
Product Information & Knowledge PLATFORM
Sales & Product
Knowledge
User Selected
Options
Product & Option
Management
Document &
Output Modeling
CPQ FOUNDATION
• Products & Services
• Configuration
• Visualization
Inside sales

14.
Enterprise Scale Platforms
Configurators
• Single business Unit
• Single channel
• Single device
CPQ Platform
• Multiple business units
• Multiple product lines
• Multiple channels
• Multiple devices
ExtensibilityofSolution
Scope of Problems Solved

15.
Value of an Integrated Platform
Better User Experience
• Simply, it looks like MS CRM
• Deeper functionality than standard “configurators” or “catalogs” found in native CRM/ERP solutions
Leverages MS CRM base platform capabilities
• Auditing
• Workflows
• Reporting
• Process Flows
• Forms
• Role based accessibility
No data replication: all data is managed in MS CRM database tables and user interface
Upgradable and managed: work along side other ISV solutions that are installed into your MS CRM
solution.
Further extend, using familiar tools
• Forms,
• Tables,
• Fields,
• Views,
• etc.
Less code and more business rules: write Configuration rules that seamlessly integrate with MS CRM
entity/data, without IT based plugins.

16.
All within Microsoft Dynamics CRM
SPECIAL REQUESTS
Support for special product and
pricing requests
QUOTATIONS
Standard & Configured Items
and Bundles
PRODUCT CATALOG
Integrated Product Catalog and
Configuration Template Library
PROPOSAL DOCUMENTS
Generated Proposals automatically
attached to Quotation
EXTENDED QUOTE
ACTIONS
Copy, Revise, Send to ERP,
and more…
SOLUTION CONFIGURATOR
Integrated Quote and Item
configuration

17.
Powerful, Flexible Rules
Engine
Enterprise Knowledge Base
o Decision Knowledge
o Constraint Knowledge
o Generative Knowledge
Intuitive Modeling Tools
Drag-and-Drop Application
Builder
Easy to Integrate Rules
Engine
CPQ Foundation

18.
Increase Sales
Productivity &
Effectiveness
Reduce Sales
Support Costs
Streamline
Fulfillment
Enable
Growth
• Quote volumes
• Higher win rates
• Larger deal sizes
• Higher margins
• Self-sufficient
• Less need for
specialist support
• Eliminate error
checking
• Consolidate
legacy tools
• Ensured product
specification
accuracy
• Automate
generation of
information
• Drive production
and delivery
• Faster product
introduction
• Accelerated
sales rep training
• Greater dealer
preference
• Leverage more
sales channels
CPQ Foundation

19.
Creating the #connectedcompany

20.
Strategic sales planning
Maintain a strategic focus by tracking
industry trends, customers, and
competitors
Sales performance visibility
Monitor sales performance and provide
coaching, reinforcement, and rewards
Sales process management
Built-in best practices ease on-boarding of
new sales reps and standardize customer
engagement
Planning & management

21.
Document collaboration
Create winning proposals and
presentations as a team with document
management and real-time co-authoring
and sharing
Enterprise social networking
Harness the collective wisdom of the entire
organization by discovering and sharing
ideas about customers via Yammer
Communication tools
Reach experts throughout the organization
with contextual presence, IM, voice, video,
and online meetings via Skype for Business
Collaborative selling

22.
Tablet and phone apps
Make every second count and increase
productivity by enabling sales reps to work
seamlessly across tablets and phones,
guided by business process
Voice commands
Quickly manage data using intuitive natural
language voice commands to create new
records, schedule meetings, set reminders,
and find information
CRM for Outlook
Work anywhere anytime with an intuitive,
familiar solution that provides seamless
support across offline and online
Mobile sales

23.
Live dashboards
Track data for the overall business in one
place and monitor progress against KPI’s
Interactive reports
Drill through to underlying reports to
explore and discover new insights
Simplified exploration
Ask questions and interact with data in
new ways with natural language query
Sales analytics

24.
Join us next month:
Accounts
Payable
with

25.
Thank you
For a free consultation contact us
+44 (0)20 7451 1200
info@quantiq.com
QuantiQ Technology
@QuantiQTech