Automating the Quoting Process and Transforming Industrial Equipment Manufacturing with CPQ

Quoting can be a Challenge for Industrial Equipment Manufacturers 

B2C and B2B product sales is challenging enough. The sales process only gets more complex in industries like Aerospace & Defense and Industrial Machinery Manufacturing. 

Sometimes we forget, but all customers are human. Just as they're drawn to something that catches their eye at the mall, they’re also influenced by visuals when buying industrial products. Whether it’s a new pair of slacks from Zara or a bulldozer from Caterpillar, buyers are always more attracted to visually appealing products. 

Psychological professionals say 80% of any decision is emotional. That’s why salespeople hope their clients can see, touch, hear or even smell the product before deciding.

However, within industries like equipment manufacturing, it is never that simple. From ensuring technical accuracy to expediting processes, manufacturers face daily challenges in providing customers with timely and error-free quotes. That’s where Infor CPQ (Configure, Price, Quote) shines.
InforCPQ - Configurator and Sales Quote Software

*Based on customer experience statistics.

What is Infor CPQ and How Can It Help?

CPQ 3D Product Configurator for Manufacturers

*A bathtub on Infor CPQ with each specific seating parts and different color options.

Infor CPQ was designed to streamline the process of selling complex products. It allows businesses to configure product options, calculate pricing based on those configurations, and automatically generate accurate quotes. CPQ eliminates the need for manual calculations, reducing errors and accelerates the sales process.


Infor CPQ’s Dealer Portal, self-guides clients to self-generate accurate quotes for complex products, and ensures all specifications are 100% accurate before any order is placed. It eliminates order entry errors, while improving a customer’s buying experience. Improved buying experiences means more repeat orders.


Even inside your 4 walls, sales departments will create quotes ten times faster and error free. 

Infor CPQ for Industrial Equipment Manufacturers

For industrial equipment manufacturers, Infor CPQ allows the most inexperienced sales teams to quote even the most complex products. Empowering complex manufacturers to offer extensive options to meet any customer’s desire or imagination.


With Infor CPQ, customers and dealers see what they’re configuring in real-time. Providing dynamic visualizations, so they can adjust on the fly while create their own quotes and orders. Converting websites into a profit generating machines, (you never have to speak with customers unless you want to). Plus, it connects with popular CAD systems to automatically generate 3D models, making it easy to include detailed visuals in proposals that help win deals faster.


Infor CPQ also integrates with popular CRM systems creating a unified platform for cultivating customer relationships and sales processes.


Wait until you see Infor CPQ's user friendly drag and drop rules development. You can structure rules that aligns with how your customers naturally think about their products, rather than forcing them to adapt to rigid illogical constraints. 

Summary: An Interactive Buying Experience for Your Customers

Infor CPQ automates and polices configurations and quoting process accuracy. And since CPQ is fully integrated to both the shop floor and the back office, sales staff and dealers can focus more on their customer’s needs.


Bonus: Utilizing business analytics Infor CPQ also anticipates which products customers may need and why they need them. Your dealers will see firsthand your customer’s preferences to provide proactive customer service.


To visualize Infor CPQ, please feel free to visit Jaguar’s vehicle configurator Build Your Own | Jaguar Canada. Or if furniture is your industry, this youtube video describes Herman Miller’s experiences Herman Miller - configure your own furniture . Or like the title of this article, if you are an Industrial Equipment Manufacturer: Infor CPQ - Trailer Mfg Dealer Portal


By automating the quoting process and improving accuracy, Infor CPQ not only enhances operational efficiency but also improves the customer experience. Of course, improving your customer’s quoting experience will increase repeat orders.


Ready to see how CPQ can transform your business? Join Steve Moon, ESS’ Business System Specialist, for a free webinar on September 18, 2024, to explore how Infor CPQ can transform your quoting process too. Register here to save your spot.