How Manufacturers Can Reimagine the Customer Experience by Enhancing Their Configure-Price-Quote (CPQ)

CLM Summit 2021 presentation by
Thomas Wrana
Senior Manager, Industry Consulting / Digital Transformation, Accenture

Selling their products has never been more challenging for industrial equipment companies. Why?

In the new era of software-driven, smart, connected offerings, a single core product can be configured in multiple variations. This creates challenges all along the B2B sales funnel.

Demand from buyers for hyper-personalization is another side of the same coin. There’s a race on to reinvent B2B sales.

In a world where products are becoming living platforms, embedded in ecosystems of third-party developers, suppliers and external marketers, it can also make a decisive financial impact as a value driver and engine of growth.