CRM <> CPQ <> ERP: essential integration

Configure, Price, Quote (CPQ), Enterprise Resource Planning (ERP), and Customer Relationship Management (CRM) are set up to work together, seamlessly integrating front, middle and back-office processes and systems. As the middle-office solution, CPQ captures data and logic on-demand producing error-free quotes and proposals.

Combining CRM, CPQ and ERP systems allows for end-to-end business process optimisation, giving organisations a competitive edge in their industry, specifically in High Tech Industrial Manufacturing, Telco, FinTech, Utilities and Healthcare Life Sciences.

Help sales teams to become more efficient

Some sales environments are inevitably more complex than others. CPQ offers the possibility to deal with inherent product complexity and proposes solutions to customers’ challenges which do not need to be over-engineered. No matter how big the team involved with the workflow to progress deals through the sales pipeline is, the aim remains to parametrise and rationalise in a consistent fit-for-purpose manner. A CRM, CPQ and ERP integration particularly speeds up the Quote-to-Order (Q2O) process and removes any laborious administration, which is to the benefit of end-user customers and the internal team(s) involved.

Single sign-on

With all data in one place, you’ll save your team from having to log into separate tools. Each user will transition between CRM, CPQ, and ERP system(s) seamlessly, pulling data, double-checking customer details, producing quotes which result into ‘clean’ orders.

Manage orders to fulfilment

CRM, CPQ and ERP all import and export data that needs to be turned into different information for separate functions. With CRM, you can manage customer relationships and strategies in detail, CPQ takes care of the quoting and proposal process, and ERP handles order processing, from fulfilment through to accounting and reporting.

Order-to-fulfilment is often a long and complex chain of events, which can either nurture or hinder customer relationships guided by Supply Chain Management (SCM).

CRM

• Detailed customer information
• Sales activity tracking
• Pipeline and forecast reporting

CPQ

• Product and service details
• Approved prices and financials
• Terms and conditions

ERP

• Inventory and supply management
• Real-time process information
• Simplified invoicing follow-up and Supply Chain Management (SCM)

All three fit together at different stages throughout the order-to-fulfilment process. CRM provides customer information, CPQ opens the door to up-sell and cross-sell, and ERP amplifies the SCM-guided fulfilment cycle.

Reduce risk and improve compliance

CPQ-to-ERP integration improves accuracy for customers, partners, sales/service teams and management throughout the entire organisational ecosystem. There is significant risk attached to making errors, including losing business, damaging customer relationships, and becoming non-compliant.

Good governance includes accurate selling, consistency across proposals and quoting, as well as faster approvals that lead to 100% compliant orders and invoicing.

Walpole Partnership’s consultants have delivered some of the largest and most successful CPQ systems in Europe and the Middle East, including CRM <> CPQ <> ERP integrations. We focus 100% on CPQ, as well as ensuring our clients make the most of their existing ERP and CRM tools. To book a free discovery call to discuss your CPQ integration needs, contact us >> https://walpolepartnership.com/contact-us/