What Growing Machinery Manufacturers Get Wrong

by RenaissanceTech | Mar 5, 2026 | CPQ Software, Machinery Manufacturing

Quoting Software for Manufacturing: What Growing Machinery Manufacturers Get Wrong

For growing companies machinery manufacturers, Q1 often brings the same conversations: new budgets, system evaluations, and internal process reviews. Leadership teams know something needs to improve, but they are not always aligned on where to start.

Too often, manufacturers invest in technology reactively. They buy what a peer company bought. They default to the CPQ bundled with their ERP. Or they overcomplicate the decision and stall entirely.

When it comes to CPQ, those missteps are expensive.

If you want to beat the odds, the key is not just selecting a CPQ platform. It is selecting the right CPQ and pairing it properly within your broader enterprise technology stack.

Where Growing Manufacturers Go Wrong

Treating CPQ as Just a Sales Tool

CPQ is not simply a quoting interface. In complex machinery environments, it becomes a rules engine, a pricing governance system, and a digital representation of your product architecture.

When CPQ is scoped too narrowly, companies underinvest in data structure, integration planning, and long-term scalability. The result is another silo.

Over-Customizing Too Early

Machinery manufacturers often have highly configurable products. That does not mean every nuance must be hard-coded on day one. A strong CPQ strategy balances standardization with flexibility and phases complexity strategically.

Ignoring Integration Strategy

The real power of quoting software for manufacturing is unlocked when it connects cleanly to ERP and CRM. Without that integration discipline, CPQ becomes a manual data relay instead of an automation engine.

Choosing Software Before Defining Process

Technology cannot fix unclear workflows. Companies that invest time mapping pricing logic, approval chains, product rules, and channel needs consistently outperform those that let the software dictate process.

What Winning Manufacturers Do Differently

Manufacturers who scale successfully approach CPQ as part of a broader continuous improvement initiative.

They:

Evaluate their entire sales-to-production workflow
Align IT and operations early in the process
Prioritize long-term scalability over short-term convenience
Select CPQ based on business fit, not brand familiarity

And most importantly, they work with a partner who understands both software and machinery operations.

That is where RenaissanceTech comes in.

Why CPQ Fit Matters in Machinery Manufacturing

Not all CPQ platforms are created equal. Some are ideal for engineer-to-order complexity. Others excel in high-volume configuration with strong dealer networks. Some integrate best within specific ERP ecosystems.

RenaissanceTech does not push a one-size-fits-all solution. Instead, we evaluate:

Product complexity
Channel strategy, including dealer and direct sales
ERP environment
eCommerce or portal ambitions
Internal IT capacity
Long-term growth plans

Then we match manufacturers with the CPQ platform and supporting architecture that best aligns with those realities.

Because in machinery manufacturing, a misaligned system slows quoting, frustrates dealers, and creates downstream production errors.

Customer Spotlight: Bourgault’s Digital Evolution

Bourgault Industries Ltd. is a leading agricultural machinery manufacturer with a strong dealer network and complex product configurations.

They faced a familiar challenge. They needed to bring configuration and quoting online in a way that supported both customers and dealers. But this was not just about implementing CPQ internally. They wanted a full-scale portal experience.

Working together, RenaissanceTech guided Bourgault through:

Evaluating how CPQ should connect to their ERP
Designing a scalable dealer and customer portal strategy
Structuring configuration logic for online use
Testing thoroughly before rollout
Ensuring adoption across their organization

The result was the implementation of SWIFTSELL to bring Infor CPQ to their website and create a robust customer and dealer portal experience.

More importantly, it was not just a technology deployment. It was a partnership. We worked alongside their team through planning, implementation, testing, and optimization to ensure the solution truly fit their business model.

Bourgault’s experience highlights an important truth: success comes from selecting the right combination of tools and having a partner who understands the operational realities of machinery manufacturing.

Beating the Odds in 2026

As new budgets open and internal system reviews begin, this is the moment to step back and evaluate whether your quoting process supports your growth trajectory.

Ask yourself:

Can your sales team generate accurate quotes without engineering involvement every time?
Do your dealers have real-time access to configuration and pricing?
Is your CPQ tightly integrated with your ERP and digital channels?
Does your technology roadmap support long-term continuous improvement?

If the answer is unclear, it may be time to rethink your approach.

RenaissanceTech specializes in helping manufacturers cut through the noise. We do not just implement CPQ. We assess your entire enterprise technology ecosystem and align the right quoting software to your operational strategy.

In a market where margins are tight and complexity is high, the right CPQ pairing is not a luxury; it’s a competitive advantage.

If you are reviewing systems this year, let’s make sure you choose a solution designed to scale with your machinery business, not hold it back.

Talk to our team!

Sales Quoting for Specialty Vehicle Manufacturers: Hidden Cost of Manual Quoting

by RenaissanceTech | Feb 2, 2026 | Machinery Manufacturing, Uncategorized

Sales Quoting for Specialty Vehicle Manufacturers

For specialty vehicle manufacturers, the start of the year is a critical sales period. Dealers push pipeline early, fleet buyers plan capital purchases, and internal teams face pressure to deliver fast, accurate quotes that win business. That pressure quickly exposes the limits of manual quoting and highlights the need for something stronger.

Specialty and commercial vehicles are not standardized products. Fire trucks, ambulances, utility vehicles, trailers, and other custom builds require precise configuration across chassis, bodies, options, compliance standards, and regional regulations. Without a structured product configurator, managing this complexity at scale becomes increasingly difficult.

During early-year quoting spikes, manufacturers often face:

A surge in dealer quote requests
Tight delivery timelines tied to budget cycles
Pressure to lock pricing before labor or material changes
Greater risk to margins if pricing errors occur

Manual quoting methods struggle under this volume and complexity. What works for a small number of quotes quickly breaks down when demand increases, making automated quoting a necessity rather than a nice-to-have.

The Hidden Costs of Manual Quoting

Manual quoting is rarely a single tool. It is typically a mix of spreadsheets, emails, legacy systems, and tribal knowledge, creating friction and risk as quoting volume increases. These challenges are exactly what a modern product configurator and automated quoting platform are designed to eliminate.

Common challenges include:

Inconsistent configurations
Rules managed outside a product configurator lead to invalid combinations, missing options, and outdated specs. Automated quoting enforces configuration logic upfront, ensuring every quote is buildable.

Slow dealer response times
Manual workflows delay turnaround from hours to days. Automated quoting enables faster, more consistent dealer responses without sacrificing accuracy.

Margin erosion
Limited pricing visibility and discount controls allow small errors to compound at scale. Automated quoting applies real-time pricing rules that help protect margins.

Sales and engineering burnout
Teams spend too much time validating and fixing quotes instead of driving growth. A product configurator reduces rework by getting quotes right the first time.

Dealer Engagement Suffers When Quoting Is Hard

Dealers represent the manufacturer’s brand in the market. When quoting is slow or confusing, it directly impacts how that brand is perceived.

Manual quoting limits a manufacturer’s ability to provide dealers with:

Clear, professional proposals
Visual representations of configured vehicles
Confidence in pricing and specifications
The ability to revise quotes quickly during negotiations

With a product configurator in place, dealers can move faster, explore options confidently, and collaborate more effectively with manufacturers. RenaissanceTech helps manufacturers design dealer experiences that balance ease of use with governance and control.

Moving From Manual Quoting to Scalable Sales Enablement

Modern enterprise technology platforms such as Infor CPQ, Infor’s product configurator, are designed specifically for complex manufacturing environments and automated quoting at scale.

By embedding configuration rules, pricing logic, and compliance requirements into a guided quoting experience, manufacturers can:

Ensure every quote is buildable and compliant
Respond to dealer requests faster without sacrificing accuracy
Protect margins with real-time pricing and discount controls
Reduce internal approvals and back-and-forth during high-volume periods

A product configurator transforms quoting from a reactive, manual process into a scalable sales enablement strategy. RenaissanceTech helps manufacturers select, implement, and optimize these platforms to fit their unique operational needs.

Supporting Dealers Without Losing Control

Manufacturers often worry that empowering dealers means losing governance. The right automated quoting platform removes that risk.

With a structured CPQ solution and product configurator, manufacturers can:

Enforce approved configurations and pricing rules
Control discount thresholds and approval workflows
Provide dealers with an intuitive guided selling experience
Maintain consistency across every quote and order

Dealers gain speed and confidence, while manufacturers retain control, compliance, and profitability. RenaissanceTech acts as a strategic partner, ensuring the solution supports both sides of the relationship.

Turning Early-Year Pressure Into Competitive Advantage

The early months of the year should be an opportunity, not a stress test. When automated quoting and a product configurator are in place, vehicle manufacturers can respond faster, support dealers more effectively, and convert pipeline momentum into orders.

At RenaissanceTech, we help manufacturers identify and implement the right quoting and configuration solution for their unique environment. We come alongside your team as a trusted partner, and turn early-year pressure into a lasting competitive advantage.

The Power of CPQ: Transforming the Equipment Industry’s Buyer Experience

by RenaissanceTech | Nov 29, 2023 | Machinery Manufacturing, Sales Quoting Process

In the dynamic landscape of the equipment manufacturing industry, the way buyers navigate their journey has evolved significantly. Today, customers demand more than just products; they seek a seamless, personalized, and transparent experience. The answer to meeting these heightened expectations lies in the power of CPQ, which have become the industry’s not-so-secret weapon, reshaping the interactions between businesses and buyers.

Unveiling the CPQ Advantage

Modern CPQ solutions seamlessly integrate into your operations, streamlining the selling and quoting process. But that’s just the tip of the iceberg. CPQ transcends the ordinary, offering a tailored buying and selling experience that benefits both you and your customers.*

The Highlights of CPQ’s Impact:

Tailored Solutions: With CPQ, equipment manufacturers have the capability to quote custom solutions. Dealers and representatives can configure products precisely to meet their requirements, ensuring they receive equipment that perfectly aligns with their needs.

Transparency and Accuracy: CPQ guarantees transparency throughout the quoting process. Buyers can access detailed, error-free quotes, reducing misunderstandings and disputes. This precision nurtures trust and streamlines negotiations.

Speed and Efficiency: CPQ optimizes the sales process, providing buyers with quick access to quotes. This efficiency is paramount in an industry where minimizing downtime is of utmost importance.

Visual Configuration: Many CPQ solutions provide a visual product configuration feature. It empowers buyers to visualize how the equipment will look and function in real-time, facilitating decision-making and enhancing understanding.

Mobile Accessibility: CPQ is readily accessible on mobile devices, allowing buyers to explore options and request quotes on-site or in the field. This mobile accessibility is a boon for industries reliant on field equipment.

Upselling and Cross-Selling: CPQ systems excel in suggesting complementary products or upgrades, creating more sales opportunities and aiding buyers in making informed choices.

Self-Service Options: Certain CPQ platforms offer self-service capabilities, allowing buyers to independently explore equipment options. This empowers buyers and saves them time.

Streamlined Documentation: CPQ automates the generation of contracts, invoices, and other documentation, reducing administrative overhead for both buyers and sellers.

Data-Driven Insights: CPQ equips you with valuable data and analytics that inform future product development and pricing strategies. This data-driven approach nurtures long-term customer relationships.

After-Sales Support: CPQ’s benefits extend well beyond the initial sale. Post-purchase, customers can utilize CPQ to order spare parts or request support, further enhancing the overall experience.

In the equipment industry, CPQ is not just another tool; it’s a bona fide game-changer. It’s reshaping the buyer experience by offering tailor-made solutions, enhancing transparency, and expediting the sales process. As customer expectations continue to soar, implementing CPQ is no longer a choice; it’s a necessity to remain competitive and provide a buyer experience that sets your equipment business apart.

5 Things Manufacturers Need to Know About Product Configurators

by RenaissanceTech | Mar 27, 2023 | Ag Machinery, Machinery Manufacturing, Manufacturing

Product configurator
Dealer portal software
Sales efficiency
Onboarding new employees
Automated workflows
Centralized database
CPQ for manufacturing
Catalog management
Pricing and discount management
Customer experience
Quote generation
Configure parts
Sales tools
System agnostic configurator
ERP integration
CRM integration
Customizable documents
Sales cycle improvement
Boosting productivity
Productivity tools for manufacturers

1. Everyone is a Sales Expert

Using a Product Configurator and Dealer Portal software as a manufacturer can support the onboarding of new employees in several ways:

Standardization: Using a product configurator provides a standardized process for creating quotes and proposals, which helps new employees learn the process quickly and easily. It ensures that all quotes and proposals are consistent, accurate, and comply with company policies and procedures.

Centralized Database: A product configurator also stores all product information, pricing, and configurations in a centralized database, making it easy for new employees to access and understand the information. This eliminates the need for manual data entry, reducing the chances of errors and improving the overall efficiency of the onboarding process.

Automated Workflows: A configurator software streamlines the quoting and proposal process by automating workflows. This eliminates the need for new employees to manually create quotes and proposals, reducing the learning curve and improving productivity.

Training Materials: Many Configurator Sales Portals provide a place to store training materials, such as video tutorials and user guides, which can be used to onboard new employees quickly and efficiently. This allows them to learn the software, products, and features at their own pace.

In short, using a configuration software as a manufacturer can help new employees onboard faster, reduce errors, and improve productivity. It provides a standardized process for creating quotes and proposals, a centralized database for product information, pricing, and configurations, automated workflows, and training materials virtually stored to help employees learn the products quickly and easily.

2. You Can Configure Anything

Whether it be semi-configurable parts, assemble-to-order, or fully custom, any product can be added to the system. Product lines and parts are not the only thing to add; users can configure anything with the right setup.

Manufacturers can add contracts and items to create customized documents based on customer needs. And users can add and configure different service requests to quotes. This allows the sales team to include all necessary information and requests in one location.

CPQ For Manufacturing
Product configurator
Dealer portal software
Sales efficiency
Onboarding new employees
Automated workflows
Centralized database
CPQ for manufacturing
Catalog management
Pricing and discount management
Customer experience
Quote generation
Configure parts
Sales tools
System agnostic configurator
ERP integration
CRM integration
Customizable documents
Sales cycle improvement
Boosting productivity
Productivity tools for manufacturers

3. Part Sales Are Always Managed

Catalog management: Manufacturers can use a configurator with a dealer portal to manage their product catalogs and configure them based on specific customer needs. They can define product attributes such as size, color, material, pricing options, and configure the parts accordingly or select non-configurable and spare parts additions.

Pricing and discount management: Manufacturers can use configurator software to manage their pricing and discounts for parts. They can define pricing rules based on different customer segments, geographic regions, or volume discounts. They can also define discounts for specific parts based on promotions or customer-specific pricing agreements.

Overall, a robust product configurator provides manufacturers with a powerful tool to manage part sales. It enables them to configure parts based on customer needs, manage pricing and discounts, and generate full quotes and proposals quickly. This can help manufacturers improve their sales processes, increase efficiency, and provide a better customer experience.

4. A Product Configurator Supports the Customer's Experience

In fact, If you don’t provide a customer experience that they expect, 89% of consumers will switch to a competitor. Now what does the modern day consumer expect? Customer’s expect a fast quote and ordering experience. If a dealer or sales rep does not provide a quote in a timely manner or doesn’t provide accurate information they will find a competitor that will. Consumers expect organized documentation and delivery of those items. If the proposal and ordering process is too confusing you will lose them to someone with a seamless workflow.

This is why it is so important to enable your sales and dealer team to quickly create quotes and proposals that are tailored to the customer's needs. They need to be able to quickly generate accurate quotes for parts based on the customer's configuration. When given a configurator and sales tools users can automatically calculate pricing based on the configured parts and apply any relevant discounts. This allows the sales team to create quotes and proposals quickly, improving the overall sales cycle.

5. Pulling Outside Data is Simpler Than You Thought

Not all product configurators are system agnostic – meaning that the technology can work independently of any specific system. This is a key benefit to systems compatibility and can be found with configurators like, Infor CPQ for example. When using an agnostic product configurator manufacturers can be confident in the ability to integrate any system. Pull customer, part, pricing, routing information and more into your configurator from your other enterprise systems like a CRM or ERP. Overall, a system-agnostic approach can provide greater flexibility, compatibility, and scalability, as it allows technology solutions to work seamlessly across various platforms and devices.

Product configurators and dealer portals are growing in popularity due to the rising need for higher productivity. These tools eliminate bottlenecks in the sales cycle, allowing customers to see the right product, at the right time and at the right cost.

Thanks for reading. Need some support in your product configurator research? With over 15 years of experience in the manufacturing industry, RenaissanceTech will answer any additional configurator questions you have. Talk to us today!

Cloud vs. On-Premise Infor CPQ: Key Differences, Risks, and Benefits

by RenaissanceTech | Nov 25, 2019 | Ag Machinery, Construction, Machinery Manufacturing

Cloud CPQ, On-premise CPQ, Infor CPQ, CPQ deployment, CPQ hosting options, Cloud vs on-premise CPQ, CPQ integration, Infor CloudSuite CPQ, CPQ security, CPQ cost comparison

What's the difference between On-Premise and Cloud?

There are many factors that drive whether companies choose to use a cloud infrastructure or to stick with their trusted on-premise solution, and every company is different.

Before comparing which platform to consider hosting your Infor configure price quote (CPQ) solution on, lets define what Cloud and On-Premise specifically mean for CPQ.

On-Premise CPQ solution:

An Infor CPQ solution, or any solution that is hosted on-premise will reside on a single tenant, in-house server. Companies must purchase a license and are responsible for maintaining and managing the solution. Organizations with this type of solution will see a high initial cost, but, receive sole ownership of the software and data collected.

The deployment of on-premise CPQ software is internal to an enterprise’s IT infrastructure, giving the owner full responsibility over the security of the software. Sufficient expertise and staffing is required to maintain operation and security.

Cloud CPQ Solution:

Infor Cloud CPQ is hosted by Infor on the Amazon Web Services (AWS) Server. A cloud-based server is multi-tenant, meaning there are multiple companies’ software and data currently hosted on that virtual server.

Organizations with cloud environments are provided regular updates but have minimal ability to modify the environment. Although cloud CPQ has limited customization available, organizations can change account access and permissions for users based on their status within the company.

Additionally, cloud CPQ data is collected on the server which the provider has access to. Even if the host has no intention of looking at the data, this can pose a security risk to companies with highly sensitive information. Like the medical and finance industry, for example.

On the other hand, an organization may find more security from being hosted in a cloud environment because they trust the provider and do not have the resources to manage and run security.

Which is best for you?

There are numerous fundamental differences between an on-premise and cloud hosted environment. In your case, security, deployment, cost, and control are the key differences that should drive your decision between on-premise and cloud. Which environment is the correct one for you depends entirely on what you need from your CPQ software.

Security

On-Premise: With an Infor CPQ on-premise solution security is solely up to you. Hosting environments in-house does not mean you’re safer from attacks. Attempted targeted ransomware attacks still happen often, making it crucial that you always have security measures in place and preform regular backups. If you don’t have the resources to do this, cloud may be a better option for you.

Cloud: With an Infor CloudSuite Configure Price Quote Solution, Amazon and Infor will be responsible for security on the server. While cloud breaches remain a large concern for IT departments across the planet, it’s important to note that Amazon's severs are focused on the security of user’s information.

Deployment

On-Premise: Infor CPQ is deployed in-house, on a single tenant server, within your enterprise’s IT infrastructure. This method could be better for you if you want direct access to your Infor Configure Price Quote solution.

Cloud: CloudSuite Infor CPQ is hosted on a multi-tenant Infor Server, that users can access at any point. This deployment method would be ideal if you do not have resources to maintain the environment. Also, hosting Infor CPQ from a virtual server can be useful for companies with external dealers and salespeople because cloud has limited views. Meaning, users that have access to your CPQ solution will not have direct access to your ERP.

Control

On-Premise: You will maintain full control of the solution. On-premise relies on direct data via SQL and interfaces for local applications. On-Premise may be the right choice if you want to stay highly involved with the software and add customization, well outside of CPQ’s usual functionality.

Cloud: You still design your configurations in design-studio, but have limited control. The cloud version of Infor CPQ provides built in webservice rules that connect to other cloud APIs.

Cost

On-Premise: Users expect a high initial cost with this method with lower reoccurring costs. On-premise Infor CPQ might be better if your organization is dedicated to using the solution for a long time and has the necessary resources to implement and support it.

Cloud: There is a lower barrier to entry, with a much smaller initial cost. Instead, you would be a subscription fee to Infor each month you want to use the software.

Infor CPQ Integration Options

There are three options for integrating Infor CPQ into your ERP system. Currently, the most popular is an on-premise CPQ solution, integrated with an on-premise ERP. For Example, a manufacturer who is already using on-premise Infor CSI (Syteline) ERP can seamlessly implement an on-premise Infor Configure Price Quote solution.

The second most popular option is the integration of cloud CPQ with a cloud ERP. As a result, infrastructure is easily scaled up or down and systems are seamlessly updated.

Lastly, there is an emerging Hybrid option. You do not need to have a Cloud ERP system to integrate Cloud CPQ. Instead, a hybrid solution is one where cloud CPQ integrates with an on-premise ERP. This is useful because you get the benefits of a Cloud CPQ solution, while keeping your ERP system in-house.

Infor CloudSuite CPQ at RenaissanceTech

Regardless of whether you're new to the configure price quote world or a seasoned professional, it's important that you get the most value from your solution. You need a CPQ solution that is designed for you.

RenaissanceTech has over 200 successful CPQ implementations and is the only Infor CPQ specific channel partner. The founders of RenaissanceTech worked on the initial development of the infor CPQ solution. If you want to work with the experts in CPQ implementation, servicing, and support, contact RenaissanceTech today.

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