Mobile CPQ: Keep the Sales Process Moving throughout the Entire Sales Funnel

Mobile CPQ Solution Connect Sales

Today’s business environment is mobile. It’s 24×7. It’s endless. And it’s relentless. Sales reps are expected to be available on the fly, ready to move a sale closer to completion no matter where leads may take them. The same goes for sales tools. Technology enables agility, allowing reps to engage with customers on their terms, wherever and whenever they are needed. Hence the need for a mobile CPQ solution that can connect sales anywhere and everywhere.

How Mobile CPQ can be Beneficial to your Team? 

Configure Price Quote (CPQ) software needs to be accessible to reps and other stakeholders wherever and whenever a sale takes a step forward in the sales funnel. Reps need to configure quotes. Managers need to sign off on proposed deals. Sales operations need to make sure contracts make sense for the business. And it all needs to be done quickly.

A mobile version of a CPQ solution would give organizations the flexibility they need to keep sales moving forward, but simply moving robust, feature-rich software to a mobile device isn’t exactly easy or recommended. Here are three things to look for in a mobile CPQ solution.

The Need for Flexibility

Mobile CPQ solutions need to meet the needs of today’s modern, always-on workforce. Sales reps need to access quotes, configurations, and other sales information through WiFi connections in coffee shops, home offices, and airports or LTE connections in rural towns and faraway places. Mobile version of CPQ solutions should be simple and action-oriented, allowing reps and other stakeholders to get pertinent information quickly without having to shuffle through long menus, complex spreadsheets, or huge document repositories. They need to be able to quickly log on, find what they need, and take immediate action to keep the process moving forward. Other, more complex, or routine tasks can be completed later from a desktop or cloud-based version.

Streamline the Entire Sales Funnel

Mobile CPQ solutions aren’t just for sales reps. Sales are just as dependent on other stakeholders throughout the sales funnel, and they need quick mobile access to keep the process moving. Everyone should have a seamless experience from the desktop or web version and the mobile version with information and tasks updating between the solutions. Critical and potentially bottleneck-inducing tasks such as approvals should be one-click, allowing the process to be shepherded through quickly and seamlessly.

Enable e-Signature

At the same time, CPQ solutions should include e-signature or Docusign capabilities that can stand up to legal standards. Faxing and FedEx take time and require people to be in a specific place to keep the process moving. The ability to sign off on contracts, make changes if necessary and discuss edits with customers enables mobility—allowing reps to spend more time on the road where they can make additional sales.

The mobile version of CPQ doesn’t have to be complex or bloated. A scaled-down version that focuses on keeping the sales funnel moving can go a long way in ensuring mobility and increasing productivity.

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Chad has over ten years of experience investing in dynamic, growing businesses in diverse industries and geographies. His private equity experience includes HIG Capital, which has over $12B in capital under management, and AEA Investors, which manages over $3B of invested and committed capital. While at HIG and AEA, Chad led diligence, structuring, and financial analysis of potential and existing investments, and completed transactions in the industrial products and consumer services industries. Chad also has experience investing in the public equity markets, most notably as a Managing Director at Fox Point Capital, a $1B fund seeded by Julian Robertson of Tiger Management. He invested across a number of industries, including industrials, financials, technology, and consumer products, and led Fox Point’s international research. Prior to focusing his career on investing, Chad was a management consultant at McKinsey and Company, solving strategic problems for the world’s leading companies. Chad earned an MBA with Honors in Finance from the Wharton School at the University of Pennsylvania and a BS with Distinction in Chemical Engineering from the University of Wisconsin-Madison.

Lester F. Alexander II, Board Member

Les Alexander is a partner with Jefferson Capital Partners where he provides mezzanine and equity capital for growth and buyout transactions. Mr. Alexander is a member of the firm’s investment committee and serves on the board of directors of several portfolio companies where he is actively involved in strategic planning and corporate governance. Prior to joining Jefferson Capital, he worked at Advantage Capital Partners where he completed several portfolio company investments and served on the investment committee. Before becoming a private equity investor, Mr. Alexander served as president of Ferrara Fire Apparatus, Inc., a leading fire truck and emergency vehicle manufacturer. At Ferrara, he was responsible for managing a workforce of 450 employees producing over 300 vehicles annually for its domestic and international customers. As an investment banker for 15 years with such firms as Howard Weil, Southcoast Capital, and J.C. Bradford & Co., Mr. Alexander completed over 50 public offerings of debt and equity securities, private placements, and merger and acquisition transactions totaling more than $7 billion for public and private companies in a variety of industries. Mr. Alexander is an adjunct professor at Tulane University and Loyola University where he teaches graduate and undergraduate classes in investment banking, private equity & venture capital, advanced financial management, investments, and entrepreneurship. He is also the board president for Benjamin Franklin High School, a public charter school in New Orleans. Mr. Alexander is the former Chairman Finance of the Association for Corporate Growth (ACG) and served on the global Board of Directors. He is a founder of the Louisiana chapter of ACG and was a recipient of the ACG global Meritorious Service Award and the Louisiana chapter’s Outstanding Service Award. Mr. Alexander received his bachelor of science in Commerce from the University of Virginia in 1989 and his MBA from the University of North Carolina in 1993.

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