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process can have the capabilities depicted in figure 1. Figure 1. CPQ capability map Configure, price, and quote Guided selling Standard and non-standard deal management Quote to order conversion Price adjustment Quote generation and amendments Analytics Product and service configuration Workflow and approvals Asset-based ordering
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the lead-to-quote process associated with XaaS. For example, CPQ (configure, price, and quote) processes provide the capabilities to support a more diverse set of products with complex pricing structures. With expanding customer channels and partners, and the increasing complexity of product structures and pricing strategies in
Quote to order primarily comprises a company’s ability to configure, price, and generate quote for a product or service, seamlessly draw up a contract based on that quote, and publish that contract to the customer for review and signatures—all from within a single tool. While CPQ capabilities have matured across traditional as well as as-a ...
configure, price, quote (CPQ), billing and finance systems. This enabled the organization to effectively track deals, improve renewal rate, forecast deals accurately, and provide a 360-degree customer view. It also streamlined the lead qualification and conversion processes. To promote its SaaS business, the company also
price protection limitations, price caps and other previously negotiated terms, these challenges can lead to continuous margin erosion. Considerations and Best Practices Index Based Pricing is typically seen as a cost-plus strategy, and for the most part this is true. However, that does not preclude indexing from facilitating a value-based pricing
Cognitive RPA has the potential to go beyond basic automation to deliver business outcomes such as greater customer satisfaction, lower churn, and increased revenues. Figure 2 illustrates how RPA and a cognitive tool might work in tandem to produce end-to-end automation of the process shown in figure 1 above. Figure 2.
that spans tech, process, and talent across business, functions, and geographies. MULTIPLE VALUE DRIVERS such as productivity, experience, and quality, which need to be accounted for.
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ty.What to do nowAssess your readinessLeaders use a multi-faceted approach to pricing, integrating the six core pricing competencies: strategy, execution, governance, analy. ics, technology, and tax considerations. All are essential for capturing the full. value of a pricing analytics investment.Different steps should be taken based.