Spanning Front and Back Offices

CPQ — that is, configure, price, quote — is one of the most transitional apps, because it spans front and back offices, and because its very existence has changed these functions. Another app in this category is sales compensation management. Both of their stories are about front-office processes needing back-office data. Once the data is made available, the process evolves to be far more useful to the business.

In each case, the original, fundamental application need was record keeping in the back office. Sales compensation was a back-office problem that typically surfaced at the end of a quarter when companies needed to pay sales reps.

A typical accounting department had to go through business won, products, discounts, various commission rates, splits and more. Getting it all right was a challenge, and there were various channels for appeals that could draw out the process for weeks.


For more you can check:  Product Rebranding Video

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