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Overview

Client: Large manufacturer of sophisticated industrial measurement equipment for Chemical, Oil & Gas, Power Generation, and Pharmaceutical markets. Products are sold as configurable systems through 300+ independent rep agencies organized into 6 regional territories managed by RSMs, each with distinct commission schedules.

Situation
  • Inconsistent, slow quoting: Reps struggled to assemble valid configurations and accurate prices on site, causing delays and rework by RSMs.
  • Price list churn: Frequent product/price changes weren’t reaching the field uniformly, leading to under- or mis-priced quotes.
  • Poor pipeline visibility: HQ and RSMs lacked real-time insight into open quotes for forecasting, production planning, and performance management.
  • Commission errors: Mapping orders to rep/RSM commission schedules was error-prone and perceived as inequitable.
Objectives
  • Centralize catalog, configuration logic, and pricing updates.
  • Enable reps to build valid systems quickly with guided configuration.
  • Provide real-time quote status and pipeline analytics to RSMs and HQ.
  • Apply correct commission schedules automatically on accepted orders.
Approach
  • Cloud CPQ Platform: Web app with secure access for reps, RSMs, and HC
  • Product Data Model (SQL): Catalog of base systems with relationships tc options, sub-modules, and accessories; region-specific price lists.
  • Guided Configuration: Dropdowns & dependency rules ensure valid combinations; instant pricing.
  • Price & Catalog Sync: HQ uploads current items and pricing whenever needed-field reps see changes immediately.
  • Quote Lifecycle Tracking: Status updates (draft/active/accepted/rejected/on hold) with notes and market intel.
  • Commission Engine: Applies rep agency and RSM schedules upon conversion to order.
Minutes

Quote creation time

100% Current

Price lists in field

Full Visibility

Pipeline & performance

Tech stack: Cloud CPQ web app, SQL catalog & pricing tables, role-based access for reps/RSMs/HQ, commission rules engine, audit trails.

Process Flow

From guided configuration to accurate quotes, forcasting and commission.

Catalog & Pricing
Configure & Quote
Pipeline & Forcast
Commission
  • Catalog Upload → Items, options, accessories, price lists
  • Guided Config → Valid combinations + instant pricing
  • Quote Status → Draft/Accepted/Rejected/On-Hold + notes
  • Analytics → Territory, RSM, rep performance & forecast
  • Order - Commission → Apply correct schedules automatically
Highlights
  • Reps construct valid, priced systems in minutes-on site with customers.
  • RSMs and HQ gain real-time visibility to open quotes and win/loss trends.
  • Commission payout aligned with contracts and agency agreements.
Implementation Notes
  • Role-based security and regional pricing; audit logs for quotes & changes.
  • Bulk catalog/pricing imports with validation; API-ready for ERP/CRM.
  • Export to PDF for customer quotes; CSV/Excel for ops & finance.
Contact