I NEED
Guided Selling
When your products have hundreds of options and your sales team can't be experts on all of them, guided selling closes the gap. Our manufacturing CPQ solutions walk reps and customers through product configuration step by step, enforcing valid combinations, surfacing the right options at the right time, and eliminating the back-and-forth that slows quotes down.
What Guided Selling Does for Your Sales Team
Guided selling isn't just a product filter. It's a structured configuration experience that leads the user from initial product selection through every option, application and decision point. Product and pricing rules prevent invalid combinations before they become quoting errors.
The Impact
THE PROBLEM
Product Knowledge Shouldn't Be a Bottleneck
When only a few people on your team truly understand how your products configure, every quote that requires them becomes a bottleneck. Training new reps takes months. Dealer networks make configuration mistakes. Customers ask questions your sales team has to escalate. The knowledge exists, it's just locked in the wrong place.
Who We Help
THE SOLUTION
Manufacturing CPQ Puts the Right Options in Front of the Right People
Our CPQ's guided selling capability structures the configuration experience so users only see what's valid for the choices they've already made. Rules built into the system enforce compatibility automatically. Whether it's an internal sales rep, a dealer, or a customer on your website, everyone moves through the same accurate, consistent process.
Who We Help
How Guided Selling Works in CPQ
The guided selling experience is built on the configuration rules and product logic your team defines during implementation. Once live, it runs automatically for every user on every quote.
Define Your Configuration Logic
RenaissanceTech works with your engineering and sales teams to translate your existing product rules, options, combinations and dependencies into the CPQ system. This is the foundation the guided experience runs on.
Users Follow a Structured Path
When a rep, dealer, or customer starts a configuration, the system presents options in a logical sequence. Invalid combinations are hidden or flagged automatically. No product expertise required to get it right.
Quote Generated
Once configuration is complete, pricing calculates automatically and a quote is generated. For standard configurations, no engineering review is needed. For custom configurations, workflows allow engineering review before generation.
Step-by-Step Configuration
Users move through a structured configuration flow that presents only valid options at each step. The system handles the rules so the user doesn't have to.
Automatic Rules Enforcement
Incompatible options are hidden or flagged before they become errors. Configuration mistakes are caught in the process, not discovered after the quote goes out.
Quote Ready at Completion
When configuration is complete, pricing rolls up automatically and a professional quote is ready to deliver. No manual assembly, no engineering sign-off for standard configurations.
30+ CPQ Specialists. Every Implementation In-House.
RenaissanceTech has more than 30 in-house CPQ specialists and has completed 200+ go-lives for manufacturers. When we build your guided selling configuration, it's our own team doing the work, not subcontractors. That means the people who built your system are the same people who support it.
Everything That Makes Guided Selling Work
CPQ’s guided selling capability is built on a set of interconnected features that work together to make every configuration accurate, every time.
Rules-Based Configuration Engine
Product rules define what can and cannot be combined. The guided experience enforces those rules automatically so incorrect configurations are never available to the customer.
Dynamic Option Filtering
As users make selections, the available options update in real time to reflect only what's valid for the current configuration. No manual cross-referencing required.
Guided Selling for Dealers and Customers
The same guided experience that works for your internal sales team can be deployed through for dealer networks and direct customers, with the same accuracy and rules enforcement.
Configurable Workflows
The sequence, logic, and presentation of the guided selling experience can be configured to match your products and the way your customers make decisions.
Automated Pricing at Completion
Once configuration is complete, pricing calculates automatically from the rules and formulas defined during implementation. No lookups, no manual entry.
Full Audit Trail
Every configuration choice is recorded, so there's a complete record of what was selected, when, and by whom. Useful for order management, warranty claims, and customer service.
Frequently Asked Questions
Common questions about guided selling and rules-based configuration for manufacturers.
What is guided selling in the context of CPQ?
Guided selling is a structured configuration experience that walks users through product options step by step, presenting only valid choices at each stage based on rules built into the system. It's designed to make any user, regardless of product expertise, able to configure products accurately without needing to understand the engineering logic behind the options.
How is guided selling different from a product catalog or a standard order form?
A product catalog shows what's available. An order form captures what was chosen. Guided selling actively leads the user through the configuration, enforces compatibility rules in real time, and prevents invalid combinations before they happen. It's an intelligent, interactive experience, not a static list.
Can guided selling be used by dealers and customers, not just internal sales reps?
Yes. We offer multiple solutions with a guided selling experience for dealer networks and direct customers. The same configuration rules and logic that govern the internal sales experience apply to every user, regardless of where they're accessing it.
How long does it take to build out the guided selling configuration?
It depends on the number of products, the complexity of your option combinations, and the depth of the rules required. RenaissanceTech's implementation team works with your engineering and sales teams to map the logic and build it into the system accurately. We scope the effort before the engagement begins.
What happens when a product falls outside the standard guided configuration?
For configurations that fall outside the rules, the system can be set up to flag the situation, route to an engineer, or trigger a custom quote workflow. Guided selling handles the standard cases automatically. The exceptions get routed to the right people without slowing down the rest of the queue.
Ready to Put Guided Selling to Work?
Talk to a RenaissanceTech specialist about your products and your sales process. We'll show you how guided selling in Infor CPQ can reduce training time, cut configuration errors, and get your team quoting accurately from day one.