How Smart CPQ Strategies Helped These Companies Crush Their Sales Goals

In today’s fast-paced B2B landscape, companies need more than just functional tools—they need solutions that make a real difference, that leave a lasting, positive impression on their customers.

We spend a lot of time considering how organizations can reimagine their sales processes to better serve their customers.

But what does that transformation look like in action?

Today, we’re excited to share actionable ways organizations can use CPQ software to unlock sales potential. We’ll be exploring some of the main ways you can use CPQ to increase revenue and share some examples from our work with clients around the world.

Let’s get started:

1. Make it Easy for Anyone to Sell for You

For many organizations, the sales process doesn’t always unfold as planned—especially when relying on spreadsheets and manual data entry for quotes. This inconsistency can erode customer trust and hinder agility, especially when you need to grow or pivot on a strategy.

Enter CPQ: By embedding your sales strategies, pricing rules, and best practices directly into the software, CPQ software transforms your configuration and quoting process into a well-oiled machine. During implementation, aligning the software’s logic with your team’s expertise is key to building a foundation for success. Once set, this system becomes a reliable engine—allowing newer and veteran sales reps alike to increase their potential.

The extra reliability and accuracy also build customer confidence, ensuring that every customer receives the same quality experience, regardless of who’s engaging with them.

Here’s an example:

For Freedom Concepts, which manufactures mobility aids for customers throughout Canada, consistency and accuracy do more than just prevent frustration. They prevent discomfort and allow the company’s customers to take full advantage of its products’ benefits.

The company’s old product configurator didn’t aways capture all of the data from its CRM, which meant that it sometimes generated incomplete quotes. This meant sales had to frequently revise quotes and manually add missing information.

With Experlogix’s out-of-the-box integration with Microsoft Dynamics 365 Sales, every quote contains all the information a customer needs. Bringing the two systems together, Freedom Concepts has made CPQ and Dynamics powerhouses for consistency, accuracy and efficiency.

2. Take Customer Experience to the Next Level

Today’s customers crave tailored experiences. They’re faced with countless choices and are increasingly drawn to companies that can deliver.

Enter CPQ: When integrated with ERP and CRM systems, CPQ software makes it possible to craft a sales experience that speaks directly to customers’ needs. Picture a sales rep who can quickly configure and price a sofa that fits the customer’s space and design taste, offering visualizations and accurate prices in a matter of minutes — repeat as necessary for as many options as the customer wants to see.

This type of personalized service builds trust and deepens relationships, creating a connection that extends beyond a single transaction. That means more repeat customers and sustainable revenue.

Here’s an example:

For Evatec, an industrial machinery manufacturer, the ease with which CPQ enables personalized configurations has helped sales teams across multiple product lines and regions.

One of the main challenges Evatec faced was that its products require a high degree of technical knowledge to sell effectively. With CPQ software, it’s not only easier to build a configuration to a customer’s specific needs, but the system also provides all the key information a customer shouldknow about using the product.

Lowering the knowledge barrier is a win-win for everyone. Evatec also leverages Experlogix to provide detailed visualizations, so customers know what they’re buying as the product is being configured.

That means a lot less confusion for customers and more opportunities for sales to showcase the quality of Evatec’s products.

3. Give Customers the Power of Choice

It’s important to move quickly; we only have a limited amount of time to take advantage of any given opportunity. Whether that’s expanding into a new region, calling a customer at exactly the right time or launching a new product, getting there at the right time makes all the difference.

Enter CPQ: It’s not just about organizing data. CPQ software also helps you translate data into action. Adding configuration options or launching new products is a great example. When you first implement a CPQ solution, it takes some time to build the logic to automate your processes and connect the system to your CRM.

Once that’s set up, you can pull information directly from your other systems, and there’s less entirely new information that needs to be created.

Here’s an example:

Tyler Technologies, a professional services organization serving public sector agencies in the U.S., recognized the limitations of its previous quoting tool when it needed to produce large quotes. Its products include a variety of software and services that can all function as stand-alone solutions or part of a connected suite of applications.

This means there are potentially limitless combinations that customers can opt in to, and, thanks to Experlogix CPQ, customers are getting even more choices.

Through its seamless integration with Microsoft Dynamics 365 Sales, CPQ gives Tyler Technologies more visibility into several key things: performance of difference configuration options, customer buying trends and which products and services can be sold together more effectively.

Now, it can offer customers more choices during the configuration process, but without adding more complexity for product and sales.

Getting the Most Out of Your CPQ Investment

At the intersection of innovation, efficiency and consistency, CPQ software simplifies the B2B buying experience while driving results. By implementing these strategies alongside CPQ, companies can increase sales, foster lasting customer loyalty, and navigate an ever-evolving market with confidence.

But if you really want to get the most out of your CPQ investment, it’s all about choosing the right tool. The specific features you need vary a lot depending on what your challenges are and how your business operates.

In general, though, we recommend focusing a lot on how flexible it is, how scalable it is, the skills needed to administer it effectively and its integration capabilities. The ideal solution will be able to solve both short-term and long-term challenges and enable you to be more agile. It might be tempting to home in on technical features, but, at the end of the day, it’s all about whether people can use it effectively.

If you’re thinking about investing in CPQ, we’d love to help!

Contact us and tell us about some of the challenges you’re facing. We have a long history of success working with Microsoft Dynamics 365 and Salesforce organizations. And well, if we don’t have the answer right away, one of our more than 450 partners probably does.

Contact us today to get the conversation started.