Everybody wants options and giving your customers options drives sales. Does your sales team have the flexibility to offer them?
If your sales process, like most, involves negotiating you need a manufacturing CPQ that gives flexible quoting capabilities. Infor’s cloud CPQ offers countless features that support sales automation for manufacturers, giving your sales team tools to configure products that range from simple to deeply complex. One of these features is called Quote Versioning.
Sales quote versioning allows a method of tracking any iterations to your quotes. This is especially helpful when dealing with negotiations with your customers in the sales cycle.
Sales quote versioning in Infor cloud CPQ allows you to create many versions of the same quote to allow for discounting, price changes, or variations in the product itself. A customer may, for instance, want to see formal, separate quotes for multiple iterations of the same product. You can provide all of these different quotes, easily track your changes, and then finally place the order for the quote your customer decides on.
In other scenarios, your sales reps may need the flexibility to offer pre-set discount options to win business. You set the discount rates to ensure you meet your bottom line, while your salespeople gain the ability to offer these discounts on a discretionary basis. Each time a discount is applied, the salesperson creates a new version of the quote so you can easily track the history of the proposal process. Once the customer makes a final decision, the salesperson places the order on the selected quote version and all other versions are closed out null and void so as not to affect win/loss rate in your quoting analytics.
It's time for a sales solution that gives manufacturers more options. See how the CPQ industry is changing the game for manufacturers and what we can do for you. Contact us for a product demo of the best CPQ for manufacturers!
Are you utilizing product imagery in your sales process? It’s no secret that the need for product visuals has become more than an added benefit in sales but is now a necessity. In fact, 83% of buyers point to product images as the most influential factor in the online purchasing process.
The sophisticated end buyer of today, however, is trending towards options with visual engagement. Infor CPQ provides options for your customer experience. Here are the top 5 ways our customers are utilizing a product configurator with visuals.
Product Images
A simple, static image is usually the first thing that catches the buyer’s eye. Give each of your products a starting image so customers can easily understand what they’re configuring to purchase.
2. 2D drawings
We support your sales and engineering process with the usage of 2D CAD drawings. Customers select their products and dimension specifications and see their product drawings update dynamically.
3. Interactive 3D
Your customers have attention to detail—let them explore, zoom, and examine your product with Infor Cloud CPQ’s interactive 3D.
4. 3D Assemblies
Do you utilize 3D CAD models in the quoting or ordering process? Support both the sales and manufacturing side of your business by allowing assembly of 3D CAD models during configuration.
5. Augment Reality
CPQ with Augmented Reality (AR) is an exciting way to engage with your buyers. Your customers gain assurance with the ability to place the end product in a physical space.
Now more than ever technology is improving all aspects of a company: including sales. Salesforce and InforCPQare a powerful application for growing businesses. Many manufacturers and distributors choose to use either or both systems today. Many companies choose to integrate and/or connect these systems when they own the latter option. A CRM and CPQ being integrated adds the ability to pull CRM information into your configurator and adversely launch your product configurator directly in Salesforce. This ensures that your front-end team is creating fantastic quotes quickly no matter the customer and/or special requests and circumstance.
Salesforce.com’s motto is “We bring companies and customers together”. When users add Infor CPQ they bring their sales team and dealers into the mix. Mistakes and human errors will occur throughout any business process. Streamlining each process with automation and technology is the only way to minimize this inevitable cost and time waste. When a CRM is integrated to a product configurator like Infor Configure Price Quote (Previously known as “BuyDesign”), users can pull their customer’s standard information, shipping details, and any additional CRM data into CPQ to create a quote and proposal document for the customer. This sharing of data is not only one-way, CPQ can send quote status and any additional order information to CRM in real time as well.
Lastly, when Infor CPQ’s product configurator is connected to Salesforce CRM, users can launch their configurator directly out of Salesforce. There is no need to navigate to a different application for quote and proposal creation. This makes it simpler for new hires and seasoned sales reps and keeps everyone on the same home screen. The best pairing in enterprise software for any manufacturer is a CRM and CPQ integration. Users can pull CRM information into CPQ and launch configurator from Salesforce when you connect these two systems.
Interested in learning more about the Salesforce and CPQ integration? Contact us
Avoid painful sales mistakes and engineering headaches in your quoting and ordering process when you use effective guided selling software.
If you have a large product catalog or are a manufacturer of highly complex products, it’s easy for even your most seasoned sales reps or estimators to make mistakes in quote creation for a customer. In the best-case scenario, this slows down your sales process, but at worst it can be costly for your business. Using CPQ guided selling software will help you avoid painful sales mistakes and engineering headaches in your quoting and ordering process.
How Does CPQ Guided Selling Technology Actually Help?
It’s no secret that customers are more in tune with the online buying experience than ever before. Your dealers and distributors need a clean interface that is laid out to perfectly guide them on where to go, from product catalog to quote entry. Infor cloud CPQ guided selling software features an out-of-the-box dealer portal. You can create a standard homepage for your dealers that outlines exactly where they need to go to accomplish a successful quote or order.
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Because Infor CPQ is a rules-based configurator, you decide what parameters prompt your salespeople, dealers, or other end users along to the most logical product choice for their needs. This can come through a combination of question-and-answer prompts, as well as notifications and barriers that stop a user from making invalid selections.
Setting Up Pricing Rules and Requirements Through CPQ
If internal sales is your main group generating quotes, with a guided selling solution you can set up the pricing requirements that are unique to your company, whether that involves discounts, tiers, or any other special pricing. Your salespeople are empowered to create quotes that fit the end customer’s needs without cutting into your bottom line. If you want the ability to create managerial pricing approvals, this can also be accomplished through workflows in Infor CPQ’s guided selling software.
If your sales primarily come through a dealer channel, you want to make sure the experience of your dealers sets them up with the knowledge to buy exactly what they need, even if they are unsure of what that is. Guided selling in Infor CPQ saves time for everyone involved, whether that’s the end user trying to buy your products, or your employees who have to answer the phones to take calls from customers who are confused about what they need.
FAQs About CPQ Guided Selling Solutions
How does your guided selling software improve sales conversations or conversion rates?
Our clients tell us that guided selling technology helps newer reps become productive faster and enables experienced reps to quote faster, with fewer follow-ups. Check out the case study on Tucker Door & Trim to see how a CPQ solution helped one of our clients.
What products or industrieshave the most success with guided selling configurators?
Any business that sells configurable, complex, or technical products stands to benefit from guided selling solutions. We’ve had the most success in industries like industrial equipment, where part compatibility and spec requirements are critical, as well as OEMs and component manufacturers, where bundling, pricing tiers, and optional features require rule-driven logic.
Guided selling software works because it reduces the cognitive load on the rep and customer. Instead of forcing them to remember product rules, the system walks them through a logical path that leads to valid, buildable, and profitable configurations.
What hesitations do customers express before they try a guided selling configurator?
The biggest hesitation we hear is that CPQ guided selling will “oversimplify” the sales process or take too much decision-making power away from experienced reps. There’s a fear that the tool will act like a script instead of a dynamic, helpful guide. We always clarify that the goal isn’t to replace the sales rep, but rather to help them ask the right questions, faster, and reduce errors along the way.
Another concern is whether the configurator will be flexible enough to handle their product complexity. Our answer is always that guided selling software is most powerful when it’s tailored. We don’t offer cookie-cutter solutions. We work closely with clients to build paths that reflect how they actually sell, and how their buyers actually buy.
Finally, some clients worry about the time and effort it takes to build a tool like this. That’s where our phased, collaborative implementation approach comes in. We start simple, then layer in complexity as confidence builds.
What are the most common implementation pitfalls and how do you avoid them?
One common guided selling technology pitfall is trying to build the perfect experience upfront. That often leads to long timelines, overcomplicated logic, and slow adoption. We avoid this by launching with a focused MVP, usually for a core product or use case, then expanding based on usage and feedback.
Another trap is building the guided selling software tool in a vacuum, without enough input from actual users (like sales reps or dealers). We make sure the people who will use the tool daily are part of the design and testing process.
Finally, some companies forget to connect guided selling with backend systems, so quoting happens in isolation. Because we specialize in CPQ integration, we ensure that the guided experience connects seamlessly with pricing, product rules, ERP, and CRM data.
How do you handle customizations for CPQ guided selling software?
Clients often want a guided selling flow that reflects their sales playbook – specific terminology, customer types, or application-based questions that help narrow down options. We support that.
But we also encourage clients to think modularly. We build guided paths using reusable building blocks (questions, filters, logic) that can be adapted across multiple products or regions. This ensures the system stays scalable and easier to maintain. The result is a tool that feels custom-built for each user but is maintainable over time as products, markets, and selling strategies evolve.
How has your configurator evolved based on client feedback or technological advances over the past 1–2 years?
Two major trends have shaped our approach recently:
User experience – Clients want guided selling solutions that look and feel modern, not clunky. We’ve placed more focus on responsive, intuitive interfaces with dynamic logic that adapts as users make selections.
Data integration – More clients want their guided selling to reflect real-time inventory, pricing, or engineering constraints. We’ve built stronger bridges between CPQ and ERP/CRM to make the sales process smarter and more connected.
We’ve also seen rising demand for visual configuration and image-driven questions (e.g., “which layout looks most like your application?”). Our platforms can support these, and we’ve helped clients move toward more visual, customer-friendly selling experiences.
What does your team do differently when onboarding clients to ensure success?
We provide hands-on training that focuses on how to use the CPQ guided selling tool in real selling scenarios, not just where to click. Our team doesn’t just launch and disappear – we stay engaged to collect feedback, monitor adoption, and tweak the tool as needed.
Plus, we build momentum with small wins. Instead of a massive rollout, we start with high-value use cases that get attention and build buy-in. That phased approach drives real adoption because people see value quickly.
Need Reliable Guided Selling Software? Contact Us
Reach out to RenaissanceTech if you want to learn more about guided selling in Infor CPQ. Our team is standing by to assist you.
Expanding into new countries is one of the key steps for any company that is trying to grow their consumer base. This is especially true when you take into account that the largest country in the world only has 18% of the population in it. This leaves 82% of other people completely out of that group of potential customers. However, with going global there are some hurdles to work through regarding currency exchange, time zone differences and language barriers.
How To Break Into International Markets
Using a robust product configurator built for multi-language use will grow your businesses success in home and international markets. Read on to learn all the ways that product configuration software can help you navigate international markets.
Eliminate Currency Exchange Hurdles
Exchanging currency is a key obstacle businesses face when embarking on new territory. To remove the risk of human error and navigate exchange hurdles, invest in a product configurator. A tool such as this streamlines currency exchanges with pre-programmed software. With less quality checks along the way, you can maintain business as usual in every time zone - even when it comes to customer support.
Time Zones Are No Longer An Issue
Even when you have currency exchange figured out being available is still one of the most important things when it comes to finding new opportunities. If a customer doesn’t receive a response quickly, they will often forget about the opportunity. This risk is elevated when the customer potentially does not live in the same time zone of hemisphere. That is where a CPQ would solve this problem. When a customer stumbles across your product while it the middle of the evening in your time zone there is no issue when the CPQ can create a customized quote for them straight from the website. Just like that you can sell your product anytime, anywhere from your website.
The Language Barrier Is Now Non-existent
One of the best options that Infor makes available when it comes to language barriers is being able to have your entire catalog switched over to another language. Every part of this program has been translated into 8 of the largest languages. With this capability it makes entering into new markets much easier and gives your sales reps one less thing to worry about.
Open New Doors Of Opportunity With Product Configuration Software
Investing into a product configurator software has shown through many different companies and studies that it is well worth the decision to implement it. Infor CPQ returns $6.22 on every $1 spent. The opportunities that a CPQ provides to a company in both streamlining their current sales while also being the next step towards expanding globally or with new partners makes it invaluable. At RenaissanceTech we specialize in Configure Price Quote solutions and can equip your company for the next steps of breaking into new markets that previously seemed impossible.
