Business Challenge

The sales team encountered significant challenges managing country-specific Kit products in the existing system. Each Kit product was tailored to a specific country and included power cords as part of the configuration. This approach resulted in an overwhelming number of products to manage, creating inefficiencies. Additionally, the sales process required navigating through four levels of CPQ approval rules for every country-specific Kit product, leading to delays and a complex workflow.

Solution

To address these challenges, a streamlined approach was implemented by:

• Configuring a single Kit product that consolidated all potential power cords as options.
• Leveraging Configuration attributes and a Filter-type product rule to dynamically display the appropriate power cords based on the selected country in the quote.
• Simplifying the CPQ approval process by reducing the number of products and corresponding approval workflows.

This solution significantly reduced operational complexity and improved efficiency in managing Kit products and approval workflows.

Approach

• Single Kit Product: Rather than maintaining separate Kit products for each country, a unified Kit product was created. This Kit contained all possible power cords as configurable options. This consolidation eliminated the need to manage a large inventory of country-specific Kits.
• Configuration Attributes and Product Rules: Configuration attributes were introduced to capture the country selection during the quoting process. Using a Filter-type product rule, the system automatically displayed only the relevant power cords based on the selected country. This ensured that sales representatives could easily select the correct configuration without manual intervention.
• Streamlined Approval Process: With only one Kit product to manage, the CPQ approval rules were simplified. This eliminated the need for multiple approval workflows for various country-specific Kits, reducing approval levels and expediting the overall process.

Results

• Efficiency Gains: The sales team experienced a streamlined workflow, reducing the time spent managing and navigating through a large inventory of products.
• Improved User Experience: By dynamically filtering power cord options, the quoting process became more intuitive and user-friendly.
• Simplified Approval Workflow: Fewer approval levels and workflows led to faster approvals and smoother operations.

Conclusion

This approach to consolidating Kit products and optimizing CPQ rules addressed the complexity and inefficiencies faced by the sales team. The organization achieved a more efficient, scalable, and user-friendly quoting process by implementing a single configurable Kit product with dynamic filtering and streamlined approvals.