While there are innumerable reasons to suffer loss, the outdated manufacturing quoting process is the most important one. According to the 2025 Built to Sell Report, 86% manufacturers lose deals due to slow or manual quoting. The real reason behind the gradual popularity of CPQ software is quite clear.
CPQ has evolved beyond its traditional role in accelerating quote generation. It now serves as a strategic enabler for advanced manufacturing, Engineer-to-Order (ETO) processes, and digital transformation in sales.
While many manufacturers focus on tactical advantages such as speed and accuracy, the real power of CPQ lies in its ability to provide actionable insights and drive enterprise-wide strategy.
3 Core Strategic Advantages of CPQ for Advanced Manufacturing
1. Data-Driven Forecasting
Accurate sales data captured through CPQ allows for more reliable sales forecasting in manufacturing, ensuring that planning and product development decisions align with customer demand.
2. Formalized Special/Custom Order Process
With Cincom Estimating, sales teams can handle custom and special orders with confidence, assessing profitability and risk before committing resources. This is crucial for CPQ for ETO manufacturers.
3. Demand-Driven Production
By integrating CPQ with ERP and CRM systems, manufacturers can adopt a make-to-order model rather than pushing pre-built inventory. This customer-focused approach aligns perfectly with Industry 4.0 principles and digital manufacturing transformation strategies.
How CPQ Helps Manufacturers Protect Margins and Increase Sales
See how CPQ boosts sales, protects margins, and scales fast.
CPQ: Strategic vs. Tactical Benefits for Manufacturing
| Tactical Benefits | Strategic Benefits |
| Faster, accurate quotes | Data-driven decision-making |
| Reduced manual errors | Informed product development and R&D investment |
| Sales can focus on selling | Strategic insight into custom orders and profitability |
| Real-time pricing accuracy | Forecasting that informs enterprise planning |
| Streamlined quoting process | Supports Industry 4.0 initiatives and demand-driven production |
Data-Driven Decision Making: Fueling Strategic Planning with CPQ Insights
Cincom CPQ provides a strategic source of truth for the enterprise. Here’s how:
1. Accurate Sales Data for Better Planning
CPQ captures detailed data on configurations, pricing, and customer preferences, enabling:
- Identification of emerging trends and customer needs
- Adjusted production schedules based on real demand
- Informed R&D and product development decisions
2. Structured Handling of Special and Custom Orders
Custom orders are evaluated systematically, ensuring:
- Low-return or high-risk configurations are flagged early
- High-value orders are pursued strategically
- Efficient management of complex ETO projects
3. Enabling Cross-Functional Alignment
Shared CPQ data allows:
- Sales to communicate accurate timelines and pricing
- Engineering to anticipate production needs
- Operations to schedule resources efficiently
- Leadership to make decisions grounded in actual customer demand
4. Supporting Industry 4.0 and Digital Transformation
By integrating CPQ with ERP and CRM systems, manufacturers can:
- Implement predictive analytics for forecasting
- Streamline ETO workflows
- Drive digital manufacturing initiatives aligned with Industry 4.0
Cincom CPQ transforms sales data into a strategic asset, helping manufacturers respond faster, plan better, and execute with confidence.
Struggling with complex quotes? Turn quoting challenges into wins.
Is CPQ Essential for Achieving Industry 4.0 Sales Automation?
Industry 4.0 isn’t just about robotics and connected factories. It also drives digital transformation in sales. Advanced manufacturers need to integrate technology that aligns sales processes with production and customer demand.
Modern manufacturers require:
- Integration between CPQ, ERP, and CRM systems to ensure consistent, accurate data across the enterprise
- Automated, guided configuration for ETO products, reducing errors in complex orders
- Real-time visibility into customer demand and inventory, enabling faster and more informed decision-making
Cincom CPQ enables these capabilities, allowing manufacturers to:
- Respond rapidly to complex customer requests without delays or miscommunication
- Minimize errors in custom configurations, improving order accuracy and customer satisfaction
- Free up sales and engineering resources to focus on value-added activities instead of manual quoting
- Support a demand-driven production model, where manufacturing is closely aligned with actual customer needs
By leveraging CPQ, manufacturers can achieve smarter, automated sales processes that align with Industry 4.0 principles, driving both efficiency and strategic growth.
Explore how CPQ software for industrial equipment drives manufacturing digital transformation sales.
Conclusion
CPQ turns complex quoting challenges into strategic opportunities, enabling manufacturers to align operations, sales, and customer demand seamlessly. By providing accurate, real-time data, CPQ enables manufacturers to make informed decisions, align cross-functional teams, and respond quickly to complex customer demands.
From data-driven forecasting to demand-driven production, CPQ turns sales processes into a competitive advantage, supporting both operational efficiency and long-term growth. For manufacturers looking to lead in the digital era, adopting CPQ is mandatory.
Ditch outdated processes and embrace intelligent CPQ solutions that enhance efficiency and drive growth through integrated revenue management systems.
FAQs
1. What is the difference between standard CPQ and advanced CPQ capabilities?
Standard CPQ configures and sets prices for standard products, while advanced CPQ handles complex configurations and custom orders, ensuring accuracy and feasibility.
2. How does CPQ improve sales forecasting in manufacturing?
CPQ captures accurate sales data and historical order information, feeding planning and product development decisions for more reliable forecasts.
3. Can CPQ support Engineer-to-Order (ETO) processes?
Yes. Guided configuration and validation enable ETO manufacturers to handle custom specifications efficiently, reducing errors and delays.
4. Does CPQ align with Industry 4.0 initiatives?
Absolutely. CPQ integrates with ERP and CRM systems, automates configuration, and enables demand-driven production—key components of Industry 4.0.
5. What strategic advantages does CPQ provide beyond faster quotes?
It supports enterprise-wide decision-making, optimizes R&D investment, formalizes evaluation of custom orders, and aligns production with real customer demand.
