Articles and posts

by Bethan Southern 07 Dec, 2017

Kevin Geraghty from BlueprintCPQ recently joined Frank Sohn’s “CPQ Podcast” at Novus CPQ. With more than 15 years experience in the CPQ industry, Kevin shares his views and knowledge. 

by Kevin Geraghty 09 Nov, 2017

70% of CFO’s say more than 50% of their revenue now comes from services.  (CFO Magazine)

This trend is not new, but it is accelerating. It is affecting almost every business sector – and it is transforming each one that it touches. Markets are being disrupted, and organizations are finding that they must manage increasingly complex and dynamic business models.

Where this transformation is occurring, sales opportunities are no longer viewed as one time, large ticket sales.

Organizations are increasingly combining one or more products with services to provide tailored solutions. Such tailored solutions may be either project or service centric – but the common theme is that each will be designed to provide a continuous revenue stream for the lifetime of a customer.

The implications of this for supplier organizations are very significant indeed.

Professional services, subscription-based services, service-level agreements, managed services and usage-based contracts are often tailored to meet unique customer requirements. This has introduced a need to collaborate across teams within a business and often with external suppliers before a sale can be made.

Pricing is no longer restricted to large one-time payments, that may be discounted. Instead new and creative plans offer lower entry points with continuous and predictable revenue streams. This encourages a longer term perspective to customer retention through enhanced service and engagement.

Customers are now increasingly familiar with, and accepting of commercial packages such as rental models. For suppliers this can increase the initial cost of a sale, and can impact cash flow. But a failure to move with the market can lock an organization out of a sale for many years.

With new pricing plans and service agreements comes new contractual obligations. In addition to the initial creation of a contract, organisations must now ensure renewals are secured and also accommodate mid-term changes seamlessly. Flexibility is demanded by customers if they are to remain when the contract is ready for renewal.

Organizations need tools that help them profitably deliver on the promise of continual revenue business models.

Cloud based Configure Price Quote (CPQ) applications such as BlueprintCPQ are at the forefront of this revolution. They enable the creativity and flexibility that is demanded by dynamic and complex situations. They make it easy for customers to buy.

by Kevin Geraghty 26 May, 2017

Most people like to buy. They do not like to be pressured within a sales process.

Perhaps the best example is when we make one of the biggest decisions in our lives - to buy a house. We would never be pressurised by a sales process. We want to carefully make our own decision to buy.

We believe that this approach is right for most significant personal and business purchases.

So our goal is to provide relevant information in a fast and convenient way, so that buyers can judge how closely we meet their needs.

You decide if we are right for you. No sales people wasting your time with trivial emails and follow up calls. Just helpful, knowledgeable specialists - that really care about helping you.

by Kevin Geraghty 26 May, 2017

In order to benefit from recent cloud based technologies, it is no longer necessary to replace existing CRM and ERP systems.

Forward looking companies are now adopting a different approach - embracing new, innovative applications in low risk ways. They are extending current system capabilities.

They are also gaining competitive advantage by deploying proven motivational techniques to bring about change in their organizations.

This paper looks at a growing front office software solution that delivers cost savings, removes sales constraints and increases revenue.

And it suggests ways to plot a path to effective implementation.

by Kevin Geraghty 26 May, 2017

It has long been an accepted principle in progressive businesses that they must positively differentiate themselves in order to secure competitive advantage and grow profitable sales.

It is difficult to stand out from the crowd when everyone is tweaking the same factors. Therefore, different and modern thinking needs to be applied if real competitive advantage is to be achieved and maintained.

The Internet means we are all becoming informed buyers that no longer rely upon sales people to pass on information before we make decisions to buy. Customer relationships increasingly begin, and flourish, with little or no human interaction.

by Kevin Geraghty 26 May, 2017

Product configurators have been around for a while.  But their extensive use in a selling environment is more recent.  This is being driven by the new ways of doing business.  Bold claims are made for modern CPQ solutions by businesses that have adopted ‘mass customisation’ and similar business models.  

The successful implementers have understood that software alone is not the answer.  However  if properly aligned to sound product structures, pricing models, empowered employees and partners, a range of real business advantages can be secured.  Here are some of the claims that are being made by successful implementers.

by Kevin Geraghty 26 May, 2017

This document discusses some business drivers behind the current rising demand for automated product configuration, or Configure Price Quote (CPQ) tools.  It examines the principle characteristics of markets and companies that are giving attention to CPQ.

It considers the internal and external demands that are being placed on businesses systems within companies that are now choosing, or whose markets are requiring them to adopt, multi channel, tailored product and client self service models.

It concludes that technology is only part of the solution.  It proposes that a successful outcome to a CPQ implementation is likely to depend significantly on other ingredients.  We reflect on the factors that are claimed by businesses that have affected their implementations.

We review experiences, to learn how good deployments can deliver the desired twin outcomes of increased sales and reduced cost.  The importance and scope of sound business reviews as a component of successful implementations is discussed, and  examples are provided.

So let us first focus on some of the important business drivers that are being encountered...

by Kevin Geraghty 26 May, 2017

It is now becoming recognised by a growing spectrum of businesses of all sizes that implementing integrated CPQ applications can deliver significant benefits and rapid returns on investment - particularly for organisations that provide complex products and services.  

However it is clear that there there are a number of factors reported by businesses which have been through such implementations, which set apart those that have been truly successful.  They can largely be described as factors of Business Readiness.

by Kevin Geraghty 25 May, 2017
We built our business with a clear vision to help companies like yours move their 'Lead to Order' processes from a 'push' to a 'pull' culture, whilst bridging the efficiency gaps between marketing, sales and operations - no matter how complex the situation. In other words; we will do everything we can to encourage and inspire people to want to 'buy' from you.
by Kevin Geraghty 25 May, 2017

We are different from other CPQ providers because we excel with quotes of scale or where there is complexity - We have not yet found a rule or calculation that is too complex for our configurator.

Further we can extend this capability beyond Salesforce into your Partner network or End-Users without the need for additional Salesforce licensing.

Read more about BlueprintCPQ for Salesforce.com

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