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  • CPQ
    February 15, 2016

Follow the Romans and build a better sales team with CPQ


(Marcus Agrippa, son of Lucius, made [this building]
when consul for the third time)

Rome, 126AD, the
emperor Hadrian builds a temple dedicated to the gods in Rome, replacing an earlier
construction built by Marcus Agrippa in c.27BC. Still virtually intact today,
the Pantheon is testament to the Roman Empire and the Roman ability to
construct large and long lasting buildings. Anyone who’s visited the 2000 year
old Pantheon can’t fail to be impressed by its scale and beauty. The reason
this larger, later building remains, and the original does not, is that in the
time between the construction of the two buildings something major happened.

In between these
dates the Romans discovered
“hydraulic” cement. This new cement had a property which, as
a result of hydration, allows materials to grow together into very hard and
strong solids. The Romans had discovered “modern” cement and concrete, a
building component that revolutionised the scale, strength and architecture of
their buildings,many of which still stand today.

Prior to this
discovery, buildings remained smaller and susceptible to damage and
destruction. It took the discovery of this strong cement to take construction
to a level that Romans believed reflected their power and ability.

Like the Roman
Empire, businesses too reach a point at which they aspire to grow but are held
back for various reasons. Funding, capability, acquisition, resources, market
dynamics all play their part in the aspirations of managers to grow their

As companies grow,
sub-optimal processes evolve and become embedded within the organisation. At
business inception, these inefficiences are not apparent or can be worked
through. You work in the same building. You know each other personally. Scale
is not an issue. The complexity of people, business, customers etc is
manageable. There comes a time, however, where without recruiting  many more staff (and incurring the associated
costs) you need to approach things differently. You need to invent your own
“hydraulic cement” to join your business together tightly.
The cement
that helps you build a better sales organisation is CPQ (Configure,
Price, Quote).

Lead Management
and Configure, Price and Quote are the hottest technologies sales are relying
on in 2015. If you don’t have any of these on your roadmap, you maybe playing
it too safe.
” –
Gartner, 2015

If CPQ is the
cement that helps you build a stronger organisation and the analysts recommend
you look at it, what are you doing to ensure you
make your company stronger?

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