According to TSIA, quoting in technology services still looks a lot like it did 20 years ago. It’s slow and expensive, it’s error prone, it lacks visibility, and it often misses revenue opportunities. But, a quiet transformation is taking place as Services teams embrace a new technology: Configure Price Quote (CPQ) for Services. These teams are gaining new streams of frictionless revenue, innovating their pricing models, building attractive solution bundles, and radically simplifying their sales process. And, without spreadsheets, they are achieving a level of revenue and resource demand visibility once considered impossible.
While there are specific tools on the market you can choose to assist with CPQ for Services, choosing a PSA solution with CPQ for Services functionality built into the platform, is considered best practice for organizations hoping to drastically improve the quoting process for their services business.
What makes CPQ different for services organizations?
CPQ often becomes more complex when quoting for a services-based business. It can be as simple as a block of hours or a line item with a price, but it can also be more complex, requiring effort estimation based on many variables. It can include project phases and stages that change from opportunity to opportunity. It can require adjusting the hours on the project timeline to reflect the unique requirements of an opportunity.
Pricing can be time-and-materials, fixed-price, cost plus, outcome-based, or a combination. Unlike with products, discounting isn’t just a percentage in need of an approval. With services, reducing the price often means changes in scope, timeline, or resources, which impacts risk, not just margin.
Contrary to popular belief, Services teams don’t quote resources, but rather, they quote skills. Required skills vary considerably from quote to quote and from resource to resource, even when the resources share the same title. The list of things that make quoting services different and sometimes complicated, could go on and on.
How CPQ For Services improves the way services organizations handle quoting:
Until recently, CPQ software was designed for product and manufacturing companies, not services-focused operations. But, that has changed with PSA solutions like Klient Software with CPQ for Services functionality built right into the platform.
Designed specifically for services organizations, Klient PSA delivers a complete Configure, Price, Quote solution including the ability to create services proposals, sync proposals with projects and sales opportunities, create branded quotes and statement of work.
Constellation Research estimates that companies adopting CPQ see a 300% increase in quoting speed. In other words, it’s a lot cheaper. These companies also introduce new pricing and solution bundling, making them more competitive. This is why a PSA solution with CPQ functionality built-in is the best choice for services organizations looking to improve efficiency and capitalize on revenue opportunities.
See how CPQ functionality can create efficiency for your services organization. Schedule a FREE DEMO with Klient Sales team.
New innovations provide the most comprehensive and modern solution for professional services organizations with one unified platform.
Klient Software, a leading provider of professional services automation software delivering an intuitive and modern solution for professional services organizations today announced the latest release of Klient PSA, built native on the Salesforce Platform, Klient PSA is currently available on the Salesforce AppExchange.
KlientPSA provides service organizations with a complete, modern professional services platform that is quick to set up, easy to learn and can be customized to meet their needs today and in the future. New innovations in Klient PSA include:
Now teams can manage projects and services directly from Slack. The new Klient Bot for Slack allows users to view projects and tasks, drill into project and task details including project profitability and financials, create new project and tasks, as well as enter time worked against projects and tasks directly from within Slack. The Klient Bot for Slack uses both the Force.com and Heroku platforms to seamlessly connect to Slack.
A new forecasting engine enables customers to forecast project revenue and compare against actuals for all types of revenue and costs delivering real-time insight and analysis into current and pipeline services revenue and margin. CPQ (Configure, Price, Quote) – new features for services proposals, quotes, and contracts with this release include bi-directional synchronization with Salesforce opportunity products and price books to automatically create services quotes from opportunities and projects details together, enhanced support for mark-ups and discounts, and the ability to create contracts automatically from proposals and projects.
New enhanced scheduling delivers the ability to manage services projects with sophisticated auto-scheduling capability such as effort based scheduling, automatically determining task and project durations based on the percentage of effort available across one or more resources. The scheduling abilities is similar to that of an advanced construction scheduling software that ensures that entire teams stays on track.
The enhanced mobile timesheet includes a new timer feature to easily start, pause, and stop the timer while working on projects and tasks, automatically creating time entries upon completion. Microsoft Project Integration – the ability to seamlessly import and export Microsoft project files, automatically creating projects in Klient including the calculation of task durations, dependencies, lag days, priorities, and more.
Project management enhancements for customers and partners to directly collaborate with project teams on the successful delivery of client engagements.
A new integration with Sage Live financials built native on the Salesforce App Cloud delivering seamless integration of projects, invoices, and purchases directly between Klient and Sage Live. The Sage Live integration joins a growing partner network of integrations with accounting and productivity solutions including Sage Live, Sage Intacct, NetSuite, QuickBooks, Xero, Slack, JIRA, and Zendesk, supporting real-time connections with the applications project teams use every day.
Take a Klient PSA free trial available on Salesforce AppExchange
Visit Salesforce AppExchange and click “Test Drive” button to try out Klient.