Advertiser Platforms
Article | March 12, 2024
Discover the importance of quote management in business success. Learn the creation, handling, and tracking of quotes, facing common challenges, and embracing innovations in quote management.
Contents
1. Understanding Quote Management
2. Probable Challenges in Quote Management
2.1. Inaccurate Data Entry
2.2. Complex Pricing Structures
2.3. Customization Demands
2.4. Long Turnaround Times
2.5. Integration with Other Systems
2.6. Globalization Challenges
2.7. Lack of Visibility
2.8. Maintaining Profit Margins
2.9. Identifying Risks
2.10. Resource Allocation
3. The Next Frontier in Quote Management
1. Understanding Quote Management
Quote management is a nuanced and systematic process that involves the creation, handling, and tracking of quotes or estimates offered to clients. In business, especially within sectors like sales, services, and manufacturing, quote management and estimate management is a critical aspect that bridges customer interest and actual sales.
Quote management, also known as quotation management, is a strategic function that governs the development and issuance of quotes to customers. This process includes compiling service or product costs, terms and conditions, and detailed descriptions informing potential buyers about what they're purchasing and at what price.
Indeed, it encompasses understanding market trends, customer behaviour, cost optimization, and risk management.
Quote management entails a deliberate approach to fostering client relationships. The quotes' promptness, accuracy, and quality reflect a company's professionalism and willingness to meet customer needs. Sales teams, guided by quote management principles, tend to structure quotes that reflect a deep understanding of customer requirements, leading to increased chances of conversion. They also incorporate upselling and cross-selling techniques into the quote whenever appropriate. Below is the guide to quotation management for businesses, both budding and established businesses to solve the cost estimation problems through strategic solutions.
2. Addressing Probable Challenges in Quote Management
2.1. Inaccurate Data Entry
Maintaining data integrity is paramount, but human error can lead to inaccuracies that affect the efficiency and reliability of processes such as generating accurate quotes. Typically, manual data entry practices contribute to these errors because they rely heavily on human attention to detail, which can waver due to fatigue, high workloads, or simply inadvertence.
Quotation management and implementing techniques like using automated data capture tools and deploying robust validation checks can solve this. Here is how the solution unfolds:
Leverage Automated Data Capture Tools
OCR Technology: Utilize optical character recognition (OCR) technology to convert different types of documents, such as scanned paper documents or images, into editable and searchable data.
Barcode Scanners: Implement barcode scanning for quick data entry of product information, reducing manual input.
Electronic Forms: Use e-forms with predefined formats to ensure that all necessary data fields are captured accurately.
Voice-to-Text Solutions: Employ voice recognition software for hands-free data entry, particularly useful in logistically challenging environments.
Offer validation checks like cross-database validation data entries against other databases to validate accuracy and highlight inconsistencies.
Support business objectives with data management rather than undermining them with inaccuracies.
2.2. Complex Pricing Structures
Tired of grappling with the intricacies of product's complex pricing? Calculating accurate quotes should not be a puzzle, nor should it drain the valuable time and resources.
Differentiation in customer segments, purchase volumes, geographical areas, and promotional offers can create a tangled web of pricing combinations.
Features That Make a Difference
Rule-Based Calculations: Set complex rules based on any combination of factors—product combinations, market conditions, and customer categories. The software does the arithmetic instantaneously.
Real-Time Updates: Market changes? No problem, update rules or promotions globally in real-time, reflecting immediately in every quote.
Detailed Analytics: Gain insights into how different pricing strategies perform, identify patterns, and make data-driven decisions to optimize profits.
Error Reduction: Eliminate undercharging or overcharging, and safeguard businesses from costly pricing errors.
Faster Quote Turnaround: Rapid, accurate calculations significantly reduce the time from quote to cash.
Adapt, compete, and win with pricing software that's as dynamic as the market itself.
2.3. Customization Demands
Today, personalization is the name of the game. Customers yearn for products or services catering to their needs and preferences. This growing demand for customization does present a challenge for businesses aiming to maintain standardization while still satisfying their clients' unique requirements. An effective strategy to address these obstacles in quotation management is the development of a flexible quote management system.
Customization can often lead to complex pricing models, longer sales cycles, and a greater potential for errors in quoting. A dynamic quote management system, or an estimation management system can streamline this process and ensure accurate pricing, irrespective of product or service personalization level. It must include:
Dynamic Pricing Engine
Allows for real-time pricing calculations based on the custom specifications requested by the client.
Can accommodate discounts, promotions, and other variables that might affect pricing.
Product Configuration Tools
Provides a user-friendly interface for customizing the product or service features.
Automatically update the quote with any changes made to the configuration.
Approval Workflows
Establishes a clear approval process for custom quotes that may fall outside standard pricing guidelines.
Ensures quotes are reviewed by the necessary personnel for pricing integrity.
Integrations with CRM and ERP Systems
Ensures all customer data is up-to-date and relevant discounts or terms are applied.
Facilitates a seamless flow of information across different business systems.
Audit Trails
Keeps a record of all changes made to a quote for transparency and accountability.
Facilitates compliance and enables businesses to review past quotes for improvements.
The software segment held the largest share of the global risk management market by component in 2022, and this trend is anticipated to continue in the coming years. Given that the demand for a greater level of customization is a significant factor driving companies to increase their investment in the gamble executives market.
Customization is not only desired but expected by clients!
2.4. Long Turnaround Times
Businesses cannot afford to have prolonged turnaround times when generating quotes for their clients. The time it takes from customer inquiry to quote delivery is critical, and efficiency here could be the deciding factor in winning or losing a deal.
Configure Price and Quote (CPQ) Software Market Size is projected to reach multimillion USD by 2031, In comparison to 2024, at unexpected CAGR during the forecast period 2024-2031.
To address this issue, companies should opt for implementing CPQ (Configure, Price, Quote) software to streamline and expedite the quote generation process. The benefits it provides are:
Accelerated Quote Generation: CPQ software dramatically reduces the time it takes to generate quotes, often from days to hours or even minutes, ensuring prompt customer responses.
Error Reduction: By automating configurations and pricing, CPQ software minimizes errors with manual quote processes, ensuring quotes are accurate and professional.
Dynamic Pricing Structures: CPQ allows for easy customization of quotes, considering various customer needs including volume discounts, customizations, and promotions, automatically applying the best pricing rules and discounts based on customer engagement.
Scalability: Whether dealing with a handful of complex quotes or thousands of simpler ones, CPQ software scales to the business volume without compromising speed or quality.
Integration: CPQ solutions can integrate with other enterprise systems, such as CRM and ERP, providing a seamless flow of information across the business.
Workflow Optimization: Approval processes can often slow down quote generation, but with CPQ software, workflows can be customized and automated for each unique product or customer.
Invest in CPQ software to keep pace with the demands of modern commerce.
2.5. Integration with Other Systems
To address the challenge integration, it's crucial to choose quote management software that is designed for compatibility and seamless integration with businesses' current systems. Features to look for in quote management software integration include:
API Accessibility to ensure the quote management software provides robust application programming interfaces (APIs) that facilitate easy data exchange between systems.
Pre-built Connectors to drastically reduce the time and effort required for integration.
Customizable Workflow to adapt to businesses' existing workflows and help maintain consistency across different systems.
Real-time Data Sync to ensure that any change in the quote management system is automatically updated across all integrated platforms.
Data Mapping and Migration Tools for a smooth transition of data from existing systems to the new quotation management software.
Security Protocols, since they involve data transfer, require high-level security features that are non-negotiable to protect sensitive information.
Support and Training for comprehensive support to troubleshoot quote management issues like integration issues.
Flexible Customization to meet specific business needs without compromising the integration with other systems.
Be well on the way to harnessing the full potential of the business technology stack.
2.6. Globalization Challenges
Businesses often face the intricate task of dealing with multiple currencies and languages. This complicates various aspects of operations, particularly in managing quotes and financial transactions. Issues may arise from currency conversion rates, which fluctuate and can impact profitability, to language barriers that impede clear communication and documentation consistency.
To effectively overcome these globalization hurdles, companies should implement software solutions equipped with multi-currency and multi-language capabilities, providing:
Real-Time Currency Conversion
Currency Display Customization
Multi-Currency Reporting
Localized Interfaces
Translation Tools
Language-Specific Documentation
2.7. Lack of Visibility
Sales teams often face the challenge of having insufficient visibility into the status of quotes and approvals, causing delays and inefficiencies in presenting propositions to clients. Without a clear view of where each quote stands in the process, sales reps might struggle to provide timely updates to clients, potentially harming the customer experience and impacting the closing of deals.
To combat this, the implementation of comprehensive dashboards and tracking features is essential. These tools provide sales teams with:
Real-time visibility into every stage of the quoting process, allowing for more effective management and communication.
They also offer instant overview and data-driven decisions.
By equipping sales teams with these enhanced visibility tools, companies can expect to see improved coordination, faster response times, and, ultimately, a more streamlined path from quote to sale.
The increased transparency will empower sales teams and contribute to a more positive and trustworthy relationship with their clients.
In an interview with Machintel Media (previously Media7), Olivia (Ross) Taylor, Director of CRO rightfully said that, “One thing to consider is backing up your clients with data. If you are offering some sort of platform that will save me time on the implementation of a process, then tell me how much time I’m going to save. If you say, ‘Cut down your execution time by 90% with our platform’, that’s a unique value proposition.”
2.8. Maintaining Profit Margins
Maintaining profitable margins while offering competitive pricing is one of the common B2B quoting challenges faced by businesses across various industries. Achieving this balance requires strategic planning, thorough market understanding, and diligent cost control. By understanding the impact of different pricing strategies on margins, businesses can make informed decisions to optimize their financial outcomes, through the following steps:
Collect Data
Gather detailed historical sales data, production costs, marketing expenses, and any other relevant financial information. This data provides the foundation for margin analysis.
Analyze Cost Structure
Break down costs into fixed and variable categories. Understand how each cost contributes to the overall price of the product or service, and identify opportunities for reduction or efficiencies.
Monitor Competitor Pricing
Maintain a current understanding of competitor pricing strategies through market research. This information is vital in setting prices that are attractive to customers yet sustainable for the business.
Pricing Strategy Development
Use analytics to simulate how different pricing models affect margins of businesses. Consider implementing pricing strategies such as value-based pricing, tiered pricing, or dynamic pricing where appropriate.
Implement Reporting Tools
Deploy reporting tools that provide real-time visibility into sales performance and margin health. Dashboards should be user-friendly and present key metrics succinctly.
90% of pricing and demand forecasting still depends on spreadsheets, excel and gut-feeling decisions. This comes with challenges as these methods are not flawless and could potentially hurt pricing strategy, resulting in leaving money on the table.
2.9. Identifying Risks
Identifying probable risks in any project or operation is crucial for preventive planning and managing unforeseen sales quoting challenges. To counter this, regular and thorough risk assessments are essential, coupled with horizon scanning to stay ahead of the common quoting process issues.
Risk assessment is a critical process in project management that involves the identification, analysis, and mitigation of risks that could potentially affect a project's objectives. Conducting regular risk assessments allows project managers and their teams to:
Prepare for and reduce the impact of risks
Allocate resources more efficiently
Increase likelihood of successful project completion
Build confidence among stakeholders
Strategies for identifying hidden risks
Conduct regular risk assessment sessions
Engage in horizon scanning
Utilize risk assessment tools and frameworks
Involve a diverse team in the risk assessment process
Encourage open communication and reporting
Consider historical data and lessons learned
Carry out 'what-if' scenarios
The global risk management market size is projected to reach Multimillion USD by 2028, in comparison to 2021, at an unexpected CAGR during 2022-28.
2.10. Resource Allocation
Effective risk mitigation is a critical component of managing any project or operation. However, organizations often need more resources, which can impede their ability to implement strategies to address potential risks. This underscores the importance of allocating a portion of the budget toward purchasing or subscribing to a comprehensive quote management system. It is necessary for automating repetitive tasks, reducing human error, and speeding up the quoting process.
Factors to be considered include:
Financial Resources
Ensure QMS integrates seamlessly with customer relationship management (CRM) system for streamlined operations.
Consider cloud-based platforms for real-time quote updates and accessibility from anywhere, enhancing collaboration among sales teams.
Human Resources
Conduct workshops that highlight best practices for creating and managing quotes.
Develop certification programs for teams to become experts in using the quoting tools at their disposal.
Optimal selection for resources and their management is required to provide:
Improve Data Analytics
Regularly track and analyse conversion rates, average sales cycles, and quote-to-close ratios.
Use predictive analytics to forecast future quoting trends and prepare the inventory and resources accordingly.
Optimize Human Capital
Create specialized roles for quote analysis, negotiation, revision to quotation process streamlining and improving response times.
Establish cross-functional teams that work together to address complex quoting scenarios for large deals or strategic accounts.
Marketing-Sales Alignment
Marketing campaigns should be aligned with sales goals to generate qualified leads that require quotes.
Marketing should develop customizable templates and content that sales teams can easily incorporate into their quotes.
3. The Next Frontier in Quote Management
The efficiency of quote management processes can distinguish between winning and losing valuable opportunities. Quote management is crucial for businesses that rely on accurate and timely quotes to close deals. However, many challenges can complicate the B2B sales quoting process, impacting a company's profitability and customer satisfaction. Innovations in quote management include intelligent solutions and data analytics that can predict and shape complex pricing strategies while minimizing errors. Advanced software facilitates global scalability while maintaining compliance with varying tax laws. To improve visibility and control, quote management systems now offer real-time dashboards and reporting tools that provide insights into performance, margins, and quote status.
Optimizing resource allocation is made simpler through predictive analytics and workflow automation, ensuring that the right people and tools are dedicated to each step of the process. As businesses continue to evolve, so must quote management systems. By adopting advanced solutions for quotation management and quoting processes’ best practices, companies can pave the way for more profitable, efficient, and customer-centric operations. The future of quote management is about agility, precision, and integration, attributes that must be embraced to stay competitive in the modern marketplace.
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Advertiser Platforms
Article | March 4, 2024
The coronavirus epidemic has so ravaged travel, live entertainment and physical retail that companies across those industries have frozen their marketing, causing ad prices to plunge. Meanwhile, online beauty brand Insert Name Here is generating so much business that it’s snapping up ad space at a discount. Based in Los Angeles, Insert Name Here sells hair extensions and wigs, which are in high demand now that women are unable to visit their hairstylists. To reach all those consumers who are stuck at home, Insert Name Here is working with social media influencers to create do-it-yourself styling videos for Instagram as well as Facebook, Tik Tok, Snapchat and YouTube.
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Advertiser Platforms
Article | February 22, 2024
Just like adtech (advertising tech) revolutionized digital marketing, artificial intelligence (AI) is now revolutionizing ad tech. Many digital marketers believe that AI is the next big thing when it comes to digital marketing. This is easy to believe since AI has made automating tasks for proper targeting and positioning of ads, extremely easy and highly effective.
AI is very effective at making ads both lucrative for advertisers and relevant to consumers. Many experts predict that AI will continue to grow significantly throughout the remainder of the decade. AI is being utilized to target ultra-specific niches in order to get the right ads in front of the largest number of highly targeted people.
I has fully proven to be highly valuable in maximizing ad spend. With AI, advertisers are able to establish better quality leads than ever before. Adtech will continue evolving as AI technology continues to improve. This will create an ever-increasing number of adtech software development opportunities advertisers can take advantage of. We’ll take a deeper look at how artificial intelligence is changing adtech.
1. Consumer-focused advertising
Each consumer is relatively different when it comes to their online behavior. This means that the ads for each consumer should be unique too. However, before AI, it wasn’t possible to make content that’s customer-centric for each individual consumer. AI has made it possible for advertisers to create consumer-driven content, which makes ads perform better now, more than they ever have before. There’s an increase in consumer data and that makes it easy for AI to predict the ads that will perform best with different types of consumers.
2. Advanced audience targeting
Adtech has become more relevant with AI. The reason why ads are performing substantially better now than they were before, is because they’ve become more personalized. People get to see the ads that they are actually interested in. Several years ago, it was so hard to find the perfect audience to show an ad to. It was almost impossible. Now, the right audience is selected and targeted with AI-managed ad campaigns through the use of consumer data. Gigabytes of data are analyzed by artificial intelligence in a matter of seconds. It then is able to suggest an ideal audience for each ad campaign. It reduces the work that would have been done by humans in weeks. AI takes only a few minutes and the results are much better.
3. Sentiment analysis based on AI
One of the most recent adaptations of AI is sentiment analysis. Through the use of different techniques, such as computational linguistics and natural language processing (NLP), artificial intelligence can now judge what emotional state a consumer is in. Being able to understand consumer sentiment, allows AI to better understand the preferences and opinions of consumers. Consumer opinions are very important sources of consumer data. As a consumer, you’ll only see ads that are relevant to you. A business experiences an increase in ad clicks, conversions, and revenue through the use of sentiment analysis.
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Social Media Advertising
Article | July 14, 2022
On July 13, Netflix’s COO, Greg Peters, officially named Microsoft as Netflix’s “global advertising technology and sales partner”. This partnership will help Netflix kick-start its advertising business.
Industry watchers were waiting to see who Netflix would choose as its advertising platform to build its ad-supported tier of service after the streaming giant’s April announcement to bring ads to the platform.
In April, we announced that we would introduce a new lower priced ad-supported subscription plan for consumers, in addition to our existing ad-free basic, standard, and premium plans. Today we are pleased to announce that we have selected Microsoft as our global advertising technology and sales partner.
“Microsoft has the proven ability to support all our advertising needs as we together build a new ad-supported offering, More importantly, Microsoft offered the flexibility to innovate over time on both the technology and sales side, as well as strong privacy protections for our members.”
-Greg Peters,COONetflix.
It’s very early days and we have much to work through. But our long-term goal is clear: More choice for consumers and a premium, better-than-linear TV brand experience for advertisers. We’re excited to work with Microsoft as we bring this new service to life.
Microsoft recently acquired Xandr, an ad marketplace that ties into connected TV. It has been developing its ad platform while endorsing its approach to protecting customers’ information. Marketers looking to Microsoft for their advertising needs will have access to the Netflix audience and premium connected TV inventory, said Mikhail Parakhin, Microsoft’s president of web experiences.
While assisting Netflix in delivering more choices to its customers, Microsoft will offer new premium value to its ecosystem of marketers and partners.
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