If you’re in sales, operations, or product management in a complex manufacturing company, you know one truth: quoting isn’t simple. Every product is different. Customers expect customization. And what looks like a “simple request” often turns into a week-long chase between sales, engineering, and pricing.
The result? Delays. Errors. Frustrated teams. Lost deals.
Too many manufacturers still rely on spreadsheets, email threads, and manual processes to get quotes out the door. And it’s costing them time, margin, and credibility.
That’s why more manufacturers are turning to Configure-Price-Quote (CPQ) software. But not just any CPQ – a solution that’s designed specifically for the complexity of engineered products, global operations, and build-to-order manufacturing.
What’s Making Quoting So Difficult?
Let’s break it down.
1- Complex Products That Don’t Fit in a Catalog
From industrial cranes to packaging lines, most complex manufacturing products aren’t “off the shelf.” Each order may involve:
- Dozens or hundreds of configurable options.
- Dependencies between components (e.g., a larger motor needs a stronger frame).
- Regional regulations or safety requirements.
- Engineering input to confirm feasibility.
Managing all of that with disconnected tools invites errors and makes scaling nearly impossible.
2- Sales Reps Depend Too Much on Engineering
When a sales team can’t confidently configure a product, they pull in engineering to validate every quote. That adds days (or weeks) to the process, slows down responses, and increases workload for teams who should be focused on innovation – not quote support.
3- Pricing Is Inconsistent
Without automation, pricing becomes a guessing game:
- Discounts are applied inconsistently.
- Cost-based pricing doesn’t account for margin targets.
- Customer-specific terms are buried in old emails.
This hurts profitability and trust.
4- Global Complexity Adds More Friction
If you’re quoting across countries, currencies, or product lines, the challenges multiply:
- Region-specific rules and standards.
- Language and currency conversions.
- Local product variations or restrictions.
Without a unified system, sales teams struggle to deliver accurate, timely quotes.
What CPQ Does (That Spreadsheets Never Will)
A modern CPQ platform takes the chaos out of quoting by guiding users through a clean, rules-driven process that ensures every quote is:
- Technically correct
- Commercially sound
- Delivered fast
Here’s how CPQ transforms the quoting experience for complex manufacturers:
1- Rule-based Product Configuration
Instead of relying on tribal knowledge or engineering support, CPQ applies built-in rules that reflect real product constraints.
- Choose a larger chassis? The system updates compatible components.
- Add a safety option? It automatically includes supporting parts or certifications.
- Sell into a new country? The right compliance options are added.
It’s smart, automated, and aligned with how your products are built.
2- Faster, More Confident Quoting
Sales reps or dealers can generate quotes in minutes – even for highly complex products. This means:
- Less back-and-forth with engineering
- More deals closed before competitors respond
- Clear, professional quotes that build buyer confidence
“Customers using CPQ reduce quote turnaround time by up to 80%.”
3- Accurate Pricing and Margin Control
CPQ connects product configuration to pricing logic, so your team never has to guess.
- Volume pricing, regional markups, or customer-specific discounts? Automatically applied.
- Multi-currency support? Built in.
- Approval workflows for deals below margin thresholds? Handled with a click.
Finance and leadership get full visibility. Sales gets speed. Everyone wins.
4- Seamless Integration with Core Systems
CPQ doesn’t live in isolation. The best solutions connect with your existing platforms:
- ERP: For product availability, cost, and BOM validation
- CRM: For customer data, opportunity tracking, and hand-off
- CAD/PLM: To tie product design directly into quoting logic
With Cincom CPQ, for example, integrations with Microsoft Dynamics, Salesforce, and other tools create a streamlined, connected quoting ecosystem.
5- Built for Global and Dealer-Driven Sales
Whether you sell through internal teams or third-party dealers, CPQ gives everyone the tools to build valid, profitable quotes:
- Multilingual and multi-currency quoting
- Dealer portals with self-service configuration
- Localized templates and compliance options
One global manufacturer using Cincom CPQ now supports quoting across 20+ countries and 100+ reps and dealers, all from a single platform.
Business Impact: What CPQ Delivers for Complex Manufacturers
| Benefit | Result |
|---|---|
| Faster quotes | Shorter sales cycles, more wins |
| Reduced errors | Fewer reworks, better margins |
| Less engineering involvement | More time for innovation |
| Standardized processes | Easier training, consistent output |
| Data-driven insights | Better forecasting and planning |
| Scalability | Grow without growing headcount |
Winning Business in a Slowing Economy: How CPQ Helps Manufacturers Protect Margins and Increase Sales
Download the whitepaper to learn how CPQ transforms sales—helping manufacturers boost profitability, adapt quickly, and scale a customer-first process.
How Cincom CPQ Stands Out
There are many CPQ tools out there, but few are purpose-built for the challenges of complex manufacturing. Cincom CPQ is.
What makes it different?
- Advanced rules engine: Configure even the most complex products with logic that reflects your real-world constraints.
- Visual configuration: Show customers what they’re getting with interactive models and 3D visualization tools.
- Document automation: Generate proposals, contracts, and technical specs automatically branded and accurate.
- Flexible deployment: Cloud-based, on-premise, or hybrid – based on what fits your IT and business strategy.
And perhaps most importantly, Cincom CPQ is built by people who understand manufacturing – not just software.
“Cincom CPQ is trusted by some of the world’s most demanding manufacturing brands to streamline and scale their global quoting operations.”
You Might Be Ready for CPQ If…
- Your sales reps wait days for engineering sign-off.
- Quotes are built in Excel and vary by region or rep.
- Product knowledge lives in one or two experts.
- Pricing is inconsistent – or worse, outdated.
- You lose deals because of slow responses or quoting errors.
If this sounds familiar, then CPQ is a must-have for complex manufacturing.
Your customers in the manufacturing industry expect precision, fast responses, and competitive pricing – so your quoting process must not become the bottleneck.
CPQ is how you modernize quoting, protect margins, and win more deals. And if you build complex products, serve global markets, or sell through dealers, Cincom CPQ is built for your world.
FAQs
1- What is CPQ software, and why is it important for complex manufacturing?
CPQ (Configure-Price-Quote) software helps manufacturers quickly and accurately create quotes for configurable products. For complex manufacturing, it eliminates manual processes, reduces errors, and streamlines the sales cycle—especially when products have hundreds of variables, dependencies, and compliance requirements.
2- How does heavy manufacturing CPQ improve the quoting process for custom products?
Heavy manufacturing CPQ solutions use rule-based configuration and automated pricing to handle complex product quoting. This means sales teams can confidently build valid quotes without engineering support, even for build-to-order or highly customized equipment.
3- What are the main benefits of CPQ for manufacturers?
The key benefits of CPQ for manufacturing include faster quote turnaround, reduced reliance on engineering, consistent pricing, higher quote accuracy, and the ability to scale sales processes globally. It also enhances visibility across teams and improves the customer experience.
4- How does CPQ software support global and dealer-based heavy equipment sales?
A robust CPQ platform supports multilingual, multi-currency quoting and includes localized templates, region-specific rules, and self-service dealer portals—making it ideal for heavy equipment sales across different countries and channels.
5- Can CPQ integrate with ERP and CRM systems used in manufacturing sales?
Yes, most modern CPQ platforms for manufacturing integrate seamlessly with ERP (for real-time cost, BOM, and availability) and CRM systems (for customer and opportunity management), ensuring a unified and efficient sales workflow.
6- How do I know if my manufacturing company needs a CPQ solution?
If your sales team relies on spreadsheets, frequently involves engineering for quotes, struggles with pricing accuracy, or loses deals due to quoting delays, it’s time to consider CPQ. Especially in heavy manufacturing, CPQ is essential for staying competitive and scaling operations.
