Maximizing Your CPQ & Revenue Lifecycle Management ROI

A Manufacturer’s Guide

Manufacturers are facing unprecedented pressure to streamline operations, especially within the Quote-to-Cash (QTC) process. Tools like Configure, Price, Quote (CPQ), Revenue Lifecycle Management (RLM), and Product Visualization platforms can revolutionize the way manufacturers operate. But while these tools are powerful, simply adopting them isn't enough—you need a clear strategy for success.

This blog post breaks down a practical, actionable guide for manufacturers looking to maximize the ROI of these systems, offering concrete steps to ensure seamless implementations and sustained benefits.

Step 1: Assess Your QTC Process

The foundation of any successful project lies in understanding your current systems. Before jumping into a CPQ or RLM implementation, manufacturers must evaluate their existing quote-to-cash processes to identify bottlenecks and inefficiencies.

Recommendation:

- Map out your QTC processes and pinpoint recurring pain points. For example, how long does it take for your team to configure a product and generate a quote? How often are errors reported in pricing or product configurations? By identifying these issues, you can develop targeted strategies for improvement and avoid replicating mistakes in your new system.

Step 2: Clean Your Product Data

A CPQ system is only as good as the data feeding it. Ensuring accurate, clean, and up-to-date product information is crucial for delivering precise configurations and quotes to your customers.

Recommendation:

- Conduct a data audit. Are product configurations and pricing standardized across teams? If you're still operating on spreadsheets with conflicting versions, this will result in errors during automation. Clean and structure your data before moving it into the CPQ system, which will enable real-time updates and seamless integrations.

Step 3: Build a Cross-Functional Team

QTC transformations impact more than just sales—they affect IT, finance, and operations. Involve stakeholders from every department early to ensure that the new system aligns with the broader business goals.

Recommendation:

- Establish a cross-functional implementation team that includes decision-makers from sales, IT, finance, and operations. Define clear roles and timelines for the project and keep all stakeholders aligned with regular progress updates.

Step 4: Define Your Success Metrics

It’s essential to measure success, and the best way to do this is by defining clear metrics that reflect the value of your CPQ and RLM implementations. Consider metrics like reduction in quote generation time, increased deal closure rates, or improvement in customer satisfaction.

Recommendation:

- Set KPIs such as reducing the quote approval process by a specific percentage or cutting manual data entry errors in half. These metrics will not only track project success but will also demonstrate ROI to leadership.

Step 5: Leverage Product Visualization

Product visualization isn’t just a gimmick—it's a proven way to engage buyers, reduce errors, and shorten the sales cycle. By letting customers visualize their configurations in real-time, you give them confidence in their purchases and speed up decision-making.

Recommendation:

- Use configuration and visualization tools like Logik.io or kBridge that integrate with CPQ to provide real-time product updates and 3D views. Manufacturers with highly configurable products will find that visualizations significantly boost conversion rates by offering a “try-before-you-buy” experience.

Step 6: Automate Post-Sale Processes with RLM

The quote-to-cash process doesn’t end when the sale is made. Post-sale processes like contract renewals and subscription billing are critical for maintaining revenue flow. Automating these processes through RLM ensures accurate billing, on-time renewals, and consistent revenue streams.

Recommendation:

- Implement RLM tools like Salesforce’s RLM to automate billing cycles, manage recurring revenue, and streamline contract renewals. This automation frees up time for your team and reduces the risk of manual billing errors, ensuring a smooth post-sale process.

Step 7: Monitor and Optimize Continuously

Once your systems are up and running, don’t assume the work is over. Regularly review performance, identify areas of improvement, and iterate on your processes to ensure you're getting the most value from your investment.

Recommendation:

- Set up quarterly reviews to evaluate system performance, ensure metrics are being met, and refine configurations as needed. Additionally, provide ongoing training for your team to ensure they are leveraging the tools fully.

Maximizing ROI: Real-World Example

“The StormTrap team is enthusiastic about maintaining accuracy across systems through the automated data synchronization in Logik.io. The maintenance team has been able to eliminate duplicative data processes and they are pleased to operate off a single data model for all of their systems. By implementing Logik.io the StormTrap team is developing a scalable solution for all of their product offerings and they are able to serve more customers while minimizing administration.”

https://www.logik.io/customers/stormtrap