CPQ & CX Sales Solutions

CPQ for Sales Quotes

NEXT-GEN  2024+  |  DESIGN LEAD  |  3 DESIGNERS  |  8 MO

CPQ (Configuration, Price, Quote) is a vital tool for sales representatives to create sales proposals and move the sales process forward until it culminates in an official purchase order. The primary focus is on user experience design that would transform CPQ into a flexible sales tool and integrate it seamlessly into the sales process.

What started the initiative: 

The initiative began in response to a growing volume of support requests and recurring inaccuracies in pricing and quoting. To tackle these issues, the team transitioned the Configure, Price, Quote (CPQ) system to the streamlined and user-friendly Redwood design. This strategic move ultimately led to CPQ’s integration into Oracle Fusion, aligning with broader enterprise objectives and enhancing overall operational efficiency.

Process

• Stakeholder Interviews: Engaged with executives and product managers to gather strategic insights and define initial goals.

• User Study: Conducted global research involving Oracle sales representatives and sales engineers to understand user needs and workflows.

• End-to-End Concept Design & Prototype: Developed comprehensive design concepts and interactive prototypes to visualize potential solutions.

• Concept Validation: Tested and refined concepts through feedback from both Oracle customers and non-Oracle customers.

• MVP Products & E2E Requirement: Delivered minimum viable products and finalized end-to-end functional and technical requirements.

Insights from the study

Sales reps often turn to simpler, more collaborative tools in the early stages of the quoting process, as CPQ—while powerful—is not easy to use. Completing a quote typically requires multiple apps and support channels, which can lead to inefficiencies and miscommunication. 

Clear communication with customers is essential to ensure accurate configurations, adherence to company guidelines, and avoidance of costly support for non-standard quotes. The process also demands close collaboration with engineers and customers across multiple checkpoints to meet all requirements. 

A key limitation of the current CPQ system is its inability to generate multiple quote versions simultaneously, which makes it difficult to compare scenarios and slows down decision-making.

Key experience

• Guided selling and configuration: With built-in intelligence and guided workflows, Oracle CPQ helps sales teams and customers choose the right product mix from complex catalogs. It enforces configuration rules to prevent invalid or impossible orders and offers suggestions for cross-sell and upsell opportunities.

• Automated, intelligent pricing: The system centralizes pricing data to ensure accuracy and consistency across all channels. It provides real-time pricing and uses AI to recommend optimal discounts and prioritize deals for higher margins.

• Proposal and contract management: Oracle CPQ automates the creation of polished, branded quotes and proposals. It also includes integrated contract management features for generating, editing, and tracking contracts, with seamless integration for e-signatures.

• AI-driven sales acceleration: Oracle CPQ uses AI to provide predictive insights, such as win probability and optimal pricing, and can automatically generate product descriptions and quote summaries. 

Rollup Data for Sales Solutions

UX IMPROVEMENT - LATE 2024  |  DESIGNER  |  1.5 MO

Oracle Sales Cloud allows users to customize and add summarized (rollup) data, enabling them to review data sets that are important to their decision-making process quickly and easily. Additionally, the rollup can be created using filtered data. The objective was to design a framework that would allow users to understand the rollup data better, making it easier for them to efficiently review their opportunities and analyze their data with minimal effort.

Use Cases

• Review customer accounts' health

• Monitor sales progress and ongoing customer relationships

• Monitor sales-related issues so the sales team can proactively address and respond to the issues.

• Identify additional sales opportunities based on the usage data  and area of service supports

LEARN MORE ABOUT ROLLUP ⥤