Bundled-product CPQ for a global fire, HVAC and security leader
A US$24bn global leader in fire, HVAC and security systems, with operations across more than 150 countries.
The challenge
Quoting bundled product, service and recurring offerings across business units took days. Sellers worked around the system in spreadsheets. Errors slipped into quotes and into orders. Margin discipline was hard to enforce because the rules lived in people's heads.
What was delivered
Designed a guided selling and configuration model that codified bundling, dependency and pricing rules across product families.
Stood up CPQ on top of the existing CRM with deal desk, approvals and discount governance.
Connected quote, order and contract data so renewals and amendments stopped being a manual rebuild.
Embedded enablement and adoption tracking into the rollout so the platform stuck.
Outcomes
Quoting cycle for complex bundled deals reduced from days to under an hour for the majority of configurations.
Quote accuracy lifted materially. Revisions caused by configuration errors fell to a fraction of pre-launch volumes.
Discount and approval governance moved from email to workflow, with a clear audit trail.
Sales adoption stayed high beyond go-live because the experience was faster than the workaround.
Delivered by Impactron team members in prior roles at global system integrators and product companies.
Meet the people who deliver outcomes like this.
Senior practitioners. Decades of hard-won expertise. Ready to talk.
Akhil Sachan
CPQ Consultant
Vinod Kumar Vattikuti
CPQ Technical Architect
Suhasini K V
CPQ Specialist
More outcomes in Industrial Manufacturing
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