Quote Generation

The 4 P’s (Product, Price, Place and Promotion) are the standard Marketing Mix. This is not just “marketing fluff” the P’s are where the rubber meets the road in CRM, namely quote generation. The 5th P (Problems) still exist with quote generation today.

Product and pricing data are integrated with ERP systems. Promotions live with CRM and for the enterprise are often customer specific. Place in the CRM parlance is the here and now. Sales is looking to book revenue today. The revenue pipeline needs to flow so that the company can grow. It is amazing to me that 5th P (problems) still exist with product and pricing. These problems are identical to problems faced by CRM over a decade ago. Customer-specific pricing is everywhere and is not going away, yet the complexities of this pricing makes quote generation in CRMs nearly impossible. Too many companies have this problem and no one really solves it. Why? Likely the P (price) to fix the P (problem) is way to high and no P (product) or P (promotion) have incentives to fix it in the P (place).