When it comes to technically sophisticated industrial products, classic configuration alone is often not enough. Numerous attributes interact with operating parameters such as power, temperature, or capacity. For sales teams, this means that a technically accurate configuration is only possible if sizing and technical calculation are integrated into the CPQ process.
Modern CPQ systems therefore combine sizing, technical calculation, and configuration in a single workflow. This empowers sales teams to configure complex products quickly and accurately, based on customer-specific parameters – without having to wait for engineering.
Today’s product configuration often relies on relationship-based knowledge and attribute rules. However, where numerous attributes meet variable performance parameters, this approach quickly hits its limits.
An extended quote configurator enables sales teams to combine technical variant logic with custom calculations. This allows products to be accurately identified and sized based on real customer performance requirements.
Sizing is an automated process within a CPQ system that calculates the optimum product configuration based on real customer use cases.
Among other things, the following are taken into account:
The result: a feasible, technically accurate, and cost-efficient configuration – complete with pricing and availability.
The design is the first of three steps in which technical calculation and product configuration are interlinked.
The process in 3 steps:
This approach ensures that only technically feasible variants are offered – while also enabling cost-effective configurations by avoiding over- or under-engineering.
Without technical calculation, sales teams can struggle to accurately reflect a customer’s individual requirements. This often results in safety margins, uncertain pricing, or technically flawed variants – especially with highly customized products.
With integrated sizing, reliable data for price, feasibility, and configuration is readily available. Sales can calculate more precisely, avoid unnecessary buffers, and compare multiple technically valid configurations to enhance quote quality.
Key benefits at a glance:
By embedding sizing logic into the CPQ system, companies build a bridge between customer-specific use cases and engineering. Standardized interfaces to ERP, CRM, PIM, and CAD systems enable end-to-end processes – from the customer’s first parameter input to production.
Sizing ensures that all downstream processes – engineering, procurement, and manufacturing – receive correct, complete, and consistent data. Media disruptions and manual data entry are eliminated, while data quality improves across the board.
By integrating sizing and calculation into the configuration process, every product selection is tailored to actual customer needs. Sales staff can create technically sound quotes more quickly, and companies improve profitability through optimized configurations, lower production costs, and fewer errors.
At the same time, sales staff are empowered to work confidently – even without deep technical knowledge. This leads to a consistent, efficient, and scalable sales process, even with complex product portfolios.
BYRON WELLS
Solution Manager
LENA SCHÖNLEBEN
Head of Online Marketing & Communications
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