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  • CPQ
    March 22, 2016

Follow the Romans: Build a Better Sales Team with CPQ

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 revolutionized 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 and market dynamics all play their part in the aspirations of managers to grow their companies.

As companies grow, sub-optimal processes evolve and become embedded within the organization. At inception, often these inefficiencies are not apparent. You often work in the same building as your teammates. You know each other personally. Scale is not an issue with a small team. The complexity of people, business, customers is often manageable initially. There comes a time, however, when a different approach is necessary. Without recruiting  more staff (and incurring the associated costs), you find that it becomes necessary to run your business processes differently. You need to invent your own "hydraulic cement" to join your business or processes together tightly.  The cement that helps you build a better sales organization is Configure Price Quote (CPQ). CPQ technologies tie businesses together by streamlining the quote process for sales teams, often integrating sales and back office teams, for improved efficiency and higher margins.

According to Gartner"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." 

What are you doing to make your company stronger?

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