Lead to Quote: An introduction to Oracle CPQ Cloud and Sales Cloud integration (part one)

When closing a deal, it is vital that a sales rep can quickly give accurate price information to the customer. Being the first vendor to offer realistic price quotes to a customer can greatly improve the chances of winning the business. This technical blog series looks at lessons from integrating Oracle CPQ Cloud with Oracle Sales Cloud.

This blog post is an introduction to a series of technical blogs exploring a few interesting scenarios that you may come across if you decide to integrate Oracle Configure, Price and Quote (CPQ) Cloud and Oracle Sales Cloud.

If you’d like to read the other posts within this series, please click the links below:

Part two - Oracle CPQ Cloud and Sales Cloud integration: SSO

Part three - Oracle CPQ Cloud and Sales Cloud integration: Integration files

Part four - Oracle CPQ Cloud and Sales Cloud integration: Integration users

(At the other end of this process is the Quote to Order process. Here, often an ERP system will manage orders out of CPQ Cloud. We will not be covering this on this blog series, but let us know if you're interested in hearing about it.)

Introduction to Oracle CPQ Cloud #

When closing a deal, it is vital that a sales rep can quickly give accurate price information to the customer. Being the first vendor to offer realistic price quotes to a customer can greatly improve the chances of winning the business. There are actually various reasons why CPQ is considered a key area in sales; to name just a few:

• Reduced costs: having a centralised point where all product configuration and pricing options are maintained greatly reduces the cost of change (and businesses do need to change often and quickly). If this system is able to process complex rules besides being the single source of pricing information and approvals also reduces the cost of training.
• Increased revenue: companies see increases in average deal sizes, and an increase as well to contract and renewal revenue levels. This is due to the ability of CPQ systems to have dashboards that track quoting accuracy, lead-to-sale analytics on configurable products, reduction in order cycle times, increase in up-sell and cross-sells by judicious product positioning during the sales cycle, increase in manufacturing utilization rate by more closely managing manufacturing forecasting, etc.
• Mobile: as with most modern digital transformation projects, the mobile vector is inescapable these days and in CPQ this is about shortening the sales cycle by allowing sales reps to generate quotes on smartphones and tablets from anywhere, any time, and deliver them to prospects immediately.

The Power of CPQ Integration #

Given that Boxfusion focuses on Oracle Sales, Service and Marketing Cloud, the most common use cases we've seen of CPQ have been integrated into one products or another - most notably Sales Cloud. Integrating Oracle Sales Cloud with Oracle CPQ Cloud allows salespeople to seamlessly move between the applications, so that they can quickly move from looking at detailed client information to creating an accurate and professional standard quote in minutes, reaping the benefits mentioned above.

We will be publishing a small series of blog posts to showcase the power of this integrated solution and also help you on your way to a successful implementation. We've had the privilege of delivering one of the first CPQ Cloud and Oracle Sales Cloud integration projects and can share some of the most common pitfalls.

Keep an eye out for the next posts in the series!

More information #

If you do want to engage with us to discuss any of the topics discussed here, or talk about concerns you have with ongoing Cloud projects or projects you’re about to embark on, email us at [email protected] or call us today on +44 203 2834315 to speak to our experts.