June 9 by Michael Dunne
Not only was complex manufacturing a pioneer adopter of Configure Price Quote (CPQ) technologies, but the manufacturing industry overall continues to lead other sectors in using CPQ software in selling and fulfillment processes. Why the strong investment in CPQ? Because this software plays a central role in helping manufacturers innovate and grow their businesses.
And the importance of CPQ is rising. Nowadays many assumptions on costs, sourcing and logistics are under assault by dramatic changes in the world economy. Wages are rising in key export-oriented economies, while taut supply chains are under duress by rising energy costs, more dynamic markets and increasingly stringent requirements on delivery.
Cost cutting alone will no longer suffice as a strategy in today’s world. Customers and partners need to be engaged more effectively to cultivate demand and expand opportunities for growth. At the same time, manufacturers will have to become more adept at penetrating existing markets and entering or creating new ones.
This kind of growth requires decisive differentiation in target markets. To accomplish these objectives, manufacturers must improve processes for managing product portfolios, sales cycles, multiple sales channel (including e-commerce) and recurring business.
Additional capabilities are also essential for increasing process efficiencies and business agility. For example, automation is rising in importance for improving promotions and rebates, workflows, analysis, contract management, and renewals. Leading IT research firms predict that the automation of CPQ processes can help companies grow by 10% over the next several years.
Next week in San Francisco, Apttus will be hosting a Manufacturing Summit as part of Accelerate 2014, where sector leaders will gather to understand how best to capitalize on three key trends in manufacturing: e-commerce, automated contract management and building out complete solutions portfolios. CPQ’s impact on sales processes in manufacturing will be at the heart of a dialogues that focus on how CPQ solutions support corporate growth strategies. Moreover, next step initiatives in manufacturing will be highlighted.
Manufacturing Summit attendees will have full access to the entire Accelerate agenda, including a keynote from Vivek Kundra, salesforce.com EVP of Industry and former CIO of the United States. Noteworthy sessions from the Manufacturing Summit include:
- Inquire to Order: Introducing a New Customer Solution with salesforce.com
- Best Practice Panel: The Perfect Sale. The Perfect Order. with GLOBALFOUNDRIES, Alcatel-Lucent, Neopost, and Deloitte
- From Store to Shop Floor – Calculating ROI of Inquire to Order