When selling In different Markets, your CRM isn't enough - CPQ Software Is vital In complex sales processes

Your CRM Alone Can't Handle the Complexity of Selling in Different Markets

When your business operates in different regions and markets and has customers with unique needs and expectations, relying solely on your CRM is risky. 

Managing different pricing models, discounting rules, and approval flows across diverse markets is nearly impossible without the right tools. Is there one pricing model for India, another for the EU, and another for the US? 
Plus, terms and conditions that vary by region? Expecting your CRM to do it all is a recipe for errors, inefficiencies, and costly mistakes.

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Your CRM Can't Do it All. 

CRMs are fantastic for managing relationships, tracking interactions, and maintaining a database. But you need more configuring, pricing, and quoting, especially with complex product-service mixes and multi-market demands.  And that's okay. That's why CPQ (Configure, Price, Quote) tools exist. They're designed to handle the intricacies that CRMs simply can't.

Even mature companies with a strong focus on operational excellence understand that the devil is in the details. They don't try to force their CRM to do something it wasn't designed for.  Instead, they leverage CPQ tools to ensure error-free quotes, consistent pricing strategies, and smooth approval processes. 

This approach reduces risks and significantly boosts scalability and profitability. Some CRMs, like Salesforce, offer their own CPQ solutions, and there are other specialized CPQs like Velocity. 

But the key takeaway is this: when your business complexity grows, so should your tools. Your CRM can't do everything, and you need to integrate suitable systems to handle your specific challenges. In our 15+ years in SaaS, We have seen too many companies struggle because they didn't invest in the right tools. 

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The CRM Manages Client Relationships, not Pricing Configurations.

Relying on your CRM for quoting might seem clever, but more is needed. While CRMs like HubSpot and Salesforce are great for managing relationships, they often must catch up with the complex needs of configure, price, and quote (CPQ) workflows. You might miss out on capturing lost revenue and delivering a better customer experience if you rely only on your CRM:

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Product Configuration

→ CRMs can't handle complex product configurations, making managing bundles, customizations, and variations hard.

→ CPQ tools handle complex pricing configurations, ensuring your sales reps can meet customer needs with accuracy and speed.

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Pricing and Discounts

→ Advanced pricing strategies often get lost in CRMs, leading to inconsistent pricing and potential revenue loss.

→ CPQ automates pricing rules, ensuring consistency, adapting to multiple pricing models, and safeguarding your bottom line.

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Dynamic Templates

→ Basic CRM templates don't cater to the dynamic needs of different industries and market segments.

→ CPQ provides dynamic templates that pull real-time data, making every quote tailored and relevant.

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CRMs Are Great for Managing Client Relationships but Can't Handle the Pricing Complexities Like a CPQ

If your business relies on intricate product configurations or dynamic pricing, it's time to consider a CPQ tool. Don't let your CRM limit your potential. With CPQ software, you can capture more revenue and deliver better customer experiences.

Most CRMs are designed to manage customer data and streamline communication. However, when it comes to the nitty-gritty of sales (like configuring products, applying customer-specific pricing, or managing quotes across different regions), CRMs often lack the necessary capabilities:

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Complex Product Configuration

One of the main limitations is the inability to handle complex product configurations. CRMs aren't built to manage the nuances of product bundles, customizations, and variations that many businesses require. This can lead to errors, inefficiencies, and ultimately lost sales.

Inconsistent Pricing and Discounts

Advanced pricing strategies, like volume discounts or promotional offers, often need to be updated in CRMs, leading to inconsistent pricing across deals. This not only affects profitability but also risks damaging customer trust.

Other Shortcomings

Many businesses have experienced firsthand the limitations of relying solely on a CRM for their sales processes. In one case, a software company lost €128,000 annually due to inconsistent pricing on just one product. By integrating a CPQ solution, they could eliminate these errors and increase the product’s contribution to total revenue by 10%.

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Why CPQ Software Is Essential for Modern Sales Teams

CPQ tools are designed to fill these gaps. They integrate seamlessly with your CRM to provide the additional functionality to handle complex sales processes. From configuring products to managing intricate pricing rules, CPQ tools ensure your sales reps can generate accurate, consistent quotes every time.

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Seamless Product Configuration

With a CPQ tool, sales reps can easily navigate complex product catalogs, ensuring they select compatible products and include all necessary components. This reduces the risk of errors and ensures that every quote is tailored to the customer's needs.

Automated Pricing and Discounts

CPQ tools automate pricing rules, ensuring consistency across all quotes. They can manage multiple pricing models and automatically apply discounts based on predefined rules, safeguarding your margins while maintaining competitive pricing.

Seamless CRM Integration 

One key benefit of CPQ is its ability to integrate with your existing CRM system. This ensures that all customer information is centralized, and sales reps can easily access the data they need to create accurate quotes without switching between multiple systems.

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Conclusion - CPQ Software Will Improve Your Sales Process

While CRMs are essential for managing customer relationships, they often need to catch up in handling the complexities of modern sales processes. Integrating a CPQ tool can bridge these gaps, ensuring accurate quotes, consistent pricing, and streamlined sales workflows. If your business needs help with the limitations of your CRM, consider adding a CPQ solution to your tech stack.

Contact us if your company faces similar challenges and needs to optimize its quoting process. We'd love to show you how vloxq CPQ can help you overcome these issues.

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