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CPQ (Configure, Price, Quote) is a "guided selling" tool, used by companies to quickly and accurately generate quotes for orders, especially when dealing with complex products and services.
Traditionally, when salespeople create quotes, they use spreadsheets, look up paper catalogues, and consult a host of other documents. Such “source overload” may lead to salespeople forgetting discounts, using outdated prices, or making calculation errors.
But there is a solution. CPQ can handle these complexities automatically, minimize errors, and even shorten the sales cycle, boosting the overall sales efficiently as a result.
Put simply, CPQ knows all your company's products, prices, and rules, and does all the complex calculations for you – a process that otherwise may take too long and contain errors.
One of the most widely used CPQs is Salesforce.
There are many ways how businesses benefit from Salesforce CPQ:
In this article, we will examine why Salesforce CPQ integration with an ERP system is a great idea for businesses, as well go through a step by step integration process.
💡 Find out more about the top benefits of Salesforce CPQ for salespeople.
It’s a common practice to integrate Salesforce CPQ and ERP systems. Not only do they complement each other in optimizing sales and operational processes, but they also create a frictionless data flow – from quote generation to order processing and fulfillment.
In general, integrating CPQ and ERP helps a business to create a centralized platform for capturing customer order details, managing product and pricing information, and fulfilling accurate orders.
Let’s sum up the key business benefits of integrating Salesforce CPQ with an ERP system:
To illustrate how Salesforce CPQ can integrate with an ERP system, let’s use Microsoft Dynamics 365 ERP as an example.
But first, let’s clarify. The current Microsoft Dynamics 365 products are:
Some companies still use the legacy Microsoft Dynamics products such as Dynamics NAV – predecessor to Business Central; Dynamics AX; Dynamics GP; and Dynamics SL.
The main difference is that the newer Microsoft Dynamics 365 products are cloud-based and offer more modern features and integrations, while the legacy versions were primarily on-premise solutions.
💡 Learn more about how Rapidi can help you integrate Salesforce with Microsoft Dynamics 365 products.
Here are the main Salesforce CPQ – Microsoft Dynamics 365 ERP integration steps:
First, you need to decide on the integration method that is right for you – it determines the overall data integration project’s success. Here are the main options:
To prepare for the smooth integration of systems, you need to make sure your data is tidy and synchronized.
For that, you will need to align Salesforce CPQ fields with corresponding fields in Microsoft Dynamics ERP. Then, determine how often data should sync (real-time, batch processing, or scheduled syncs), and set up unique identifiers to avoid duplicate records.
Salesforce CPQ - Microsoft Dynamics ERP integration typically includes the synchronization of:
At this step you need to double-check that new products and basic pricing are loaded and updated in Microsoft Dynamics 365. This is important because this data will be fed into Salesforce CPQ. And if product and pricing data are accurate in both systems, the sales process is going to be easy and quick.
This stage is more technical. You need to configure API endpoints or middleware connections and develop and implement data transformation rules to ensure consistency across both systems.
For that to work, it’s advisable to run comprehensive test cases, including edge scenarios, to validate data flow accuracy. You can also conduct load testing to ensure the integration can handle high transaction volumes without issues.
Finally, ensure security compliance and access controls, implementing role-based access where necessary.
Finally, it’s time to deploy the integration. Do it in phases to minimize disruptions and be able to add improvements.
To get your finger on the pulse of the Salesforce CPQ integration project, set up automated monitoring tools to track data flow, sync failures, and system performance, and implement logging and alerting mechanisms to quickly detect and resolve issues.
After the launch, monitor the project by gathering feedback from sales and operations teams about the integration’s performance – this will help you timely refine processes and address usability concerns.
Integrating Salesforce CPQ and ERP systems can be complex. In order to avoid potential pitfalls, you need to be aware of what may go wrong.
CHALLENGE |
SOLUTION |
Data silos: Salesforce CPQ and ERP systems often operate separately, leading to data silos. |
Ensure that the integration creates a single source of truth – it needs to become your single platform for capturing all customer order details and managing both product and pricing information. |
Mapping complex data: The data structures and formats used by the two systems may differ, which affects data accuracy. |
It's paramount to choose the right integration approach, such as middleware or API-based integration. |
Data inconsistency |
Double-check if data mapping is accurate and both systems use standardized formats. |
System downtime |
Test the integration in a sandbox environment before full deployment. |
Security risks |
Use encryption and authentication protocols to protect sensitive business data. |
Low user adoption rates |
Provide proper training to employees to maximize the benefits of integration. |
Future scalability concerns |
Make sure the integration is designed to accommodate business growth and system updates. |
Rapidi can help you integrate Salesforce CPQ and Microsoft Dynamics 365 stress-free.
By using Microsoft Dynamics 365 Web Services or OData, we simplify the integration. Rapidi can also read data directly from the Microsoft Dynamics 365 SQL database – a faster solution when working with an on-site database or Microsoft Azure.
With Rapidi, you will:
💡 Read also: Should data integration be complex?
The synergy between Salesforce CPQ and an ERP system helps businesses to benefit from a more efficient, data-driven sales-to-order process.
When your sales and financial systems talk to each other without interruptions, sales can create quotes that automatically sync with your financial records, pricing stays up-to-date, and everyone has access to the same, accurate information.
All this means – fewer errors, quicker response times to customers, shorter sales cycles, and ultimately more closed deals.
Sure, setting up Salesforce CPQ integration isn't always simple. You'll need to plan carefully and choose the right approach. But the payoff is worth it!
➡️ Contact Rapidi today and learn how we can connect your Salesforce with your Microsoft Dynamics ERP.
While each project is unique, a typical integration usually takes 2-3 months depending on the complexity of your systems, data volume, and customization requirements. This includes planning, implementation, testing, and employee training phases.
Most companies can maintain the integrated system with their existing IT team, though it's recommended to have at least one specialist trained specifically in both Salesforce CPQ and your ERP system. Regular maintenance is minimal as most processes are automated.
Your existing data remains safe during the integration process. Before the full implementation, a backup of all data is created, and the integration is first tested in a sandbox environment to ensure data integrity and proper synchronization.
Most of the integration work can be done without disrupting daily operations. Any necessary system downtime is typically scheduled during off-peak hours or weekends, and users are notified well in advance to minimize business impact.
Beate Thomsen, Co-founder & Product Design
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