Wired Ready’s CPQ Implementation Accelerates Quoting for Australia’s Fastest ISP
“A good system shortens the road to the goal.” - Ralph Waldo Emerson
Introduction:
In the fast-paced telecommunications industry, sales teams need tools that allow them to quickly and accurately configure, price, and quote complex services. This is where Configure, Price, Quote (CPQ) software proves invaluable. CPQ streamlines the sales process, reduces errors, and enhances the customer experience by delivering tailored solutions faster. A recent project I worked on with Fibrenet highlights the profound impact CPQ can have on telecom businesses.
Who is Fibrenet?
Fibrenet is a leader in providing converged network solutions for Multi-Dwelling Units (MDUs). The company offers a high-performance fibre optic backbone that ensures seamless, scalable connectivity for apartment complexes and lifestyle villages. Their advanced network designs integrate access control, building services, intercom systems, CCTV, and common area Wi-Fi, offering an energy-efficient, space-saving solution that is more cost-effective than legacy systems.
Fibrenet is part of Interphone, a Statutory Infrastructure Provider (SIP) which acts as the ISP. Interphone delivers high-speed internet and MATV solutions by deploying a fibre backbone within buildings, enabling the converged network. This solution offers symmetrical internet speeds of up to 10Gbps to residents, commercial tenancies, and building managers.
The Challenge
Fibrenet was facing challenges with its sales process. Traditional quoting methods were manual, time-consuming, and dependent on technical resources, creating additional downstream effort. Sales teams relied on spreadsheets, email chains, and constant back-and-forth communication to deliver customised proposals. As Fibrenet grew and technology advanced, the complexity of their offerings made providing accurate, detailed pricing quickly more difficult.
The main issue was that Fibrenet lacked a streamlined, automated system to manage the complexities of their pricing models.
The Solution: Implementing CPQ
To solve these challenges, we partnered with Fibrenet to implement a CPQ solution that would automate sales workflows, enhance accuracy, and speed up the quoting process. The goal was to provide Fibrenet’s team with a tool to quickly configure deployments, apply accurate pricing, and generate professional proposals without the need for spreadsheets or interpretation.
We began by analysing Fibrenet’s past projects and pricing models, working closely with their sales and project teams to map out their service offerings. This ensured the CPQ system could handle all the unique configurations and scenarios regularly encountered.
Once the system was tailored to their needs, we integrated it with a suite of tools that would support future growth, enabling extension beyond CPQ and into the delivery lifecycle. This groundwork enables Fibrenet to scale into the future, eliminating the immediate need for additional resources.
Key Features of the CPQ Solution
Product Configuration: Project teams can quickly configure complex solutions with an intuitive interface that includes multiple service options and specifications.
Automated Pricing: The CPQ system applies pre-configured pricing rules to ensure accurate quotes based on volume, contract terms, and customer-specific requirements.
Quote Generation: Sales teams can generate professional, branded quotes with a few clicks, including a solution overview, terms, pricing breakdowns, and the ability for customers to accept proposals digitally.
Results and Benefits
The implementation of CPQ at Fibrenet delivered immediate results:
Improved Efficiency: Project teams no longer had to manually create quotes or worry about pricing errors. The automated pricing and configuration enabled a reduction is proposal generation from 3 weeks to 4 hours, allowing teams to spend more time onsite and less on administrative tasks.
Reduced Errors: By eliminating manual calculations and reliance on spreadsheets, the risk of human error was minimised, ensuring customers received accurate quotes the first time, improving trust and satisfaction.
Better Customer Experience: The CPQ system allowed Fibrenet to offer quicker response times and personalized quotes. Customers appreciated the streamlined process, leading to higher conversion rates.
Scalability: As Fibrenet grows, the CPQ system can easily scale to accommodate project delivery, inventory, invoicing, and maintenance. The flexibility of the solution ensures Fibrenet can continuously adapt to changing market demands.
Looking Ahead
The success of the CPQ project for Fibrenet demonstrates the power of automation in transforming telecommunications sales processes. With CPQ in place, Fibrenet streamlined operations, reduced errors, and delivered a more efficient, professional experience to their customers. As the telecom industry evolves, having the right systems in place is essential to staying competitive. CPQ is becoming an indispensable tool for businesses looking to optimise their initial interaction with customers.
At Wired Ready, we understand the importance of effective technology solutions for carriers. CPQ is just one example of how strategic investments in the right tools can help businesses grow, scale, and remain competitive in today’s fast-paced market. Contact us today to learn how our solutions can benefit your business..
