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Than CRM
A Verenia White Paper
If you’re sitting in your office right now geeking out over which
CPQ solution is for you, there are several important questions to
ask about how all of your options integrate with your current tools.
Just a few short years ago CPQ (Configure Price Quote) tools were only available as standalone
solutions that were cost prohibitive for most SMB companies. With the recent proliferation of CPQ
solutions, they now don’t have to be isolated solutions. CPQ functionality now has the added capability to
work seamlessly with other systems such as CRM and ERP tools. It’s great for CPQ tools to integrate with
ERP systems because of vital connectivity points like inventory, costs, pricing, and customer data, but it’s
also good - and very convenient for salespeople - to have the CPQ tightly attached to the CRM.
Legacy systems are getting reevaluated at the operation and integration levels and as a result, thinking
about your CPQ in the same way is critical for your long term strategy. Last year over 93% of ERP users
reported that they had customized their system in some way.1 As you pour over your due diligence
checklist for CPQ, ask yourself whether your preferred solution should integrate with your CRM tool or
ERP. There are several advantages of the latter that should be factors in your deliberation.
Scalability
Think about the long term needs of your company-wide collection of solutions as well. Having a solid
foundation of an ERP with direct integrations lends the security needed to build analytics. It also means
you won’t have to pause the growth of your business due to limitations in your software capability.
Thinking about scalability with regard to your CPQ integration plays a valuable part in helping to future
proof your entire system. Midsized companies with up to date ERP systems grow operating margins by
21%.2
It’s easy to be in a quandary about which of the many available CQP solutions you should get as there
are now so many. With growing options comes innovation, yet it requires more careful evaluation on your
part to make sure you get the right one for your needs. You may have overlooked the question of whether
to link your CPQ to ERP or CRM, but if so, you now know to add another line item to your criteria. Direct
integration with ERP will yield many benefits.So if you’re still in your office hyper-analyzing the scoring
system for your software evaluations, send us a picture of your cubicle! We want to salute you!
Sources
1. http://panorama-consulting.com/key-findings-from-the-2015-erp-report/
2. http://blog.e2benterprise.com/6-compelling-erp-statistics-why-midsized-companies-must-upgrade-
their-erp-system/
Additional Reading
How Microsoft, Oracle and SAP lost the CRM market
https://www.linkedin.com/pulse/how-microsoft-oracle-sap-lost-crm-market-jiri-kram
Silos, Politics, and Turf Wars Patrick Lencioni 2006, Jossey-Bass, San Francisco, CA
If you have questions or would like more information about CPQ and what it can do for you,
please contact Verenia at 800-738-7760.