Why Your Sales Engineers Are Wasting Their Time on Quotes
Your most expensive talent shouldn't be checking SKU compatibility. The 'human CPQ' is a failure of leadership, not engineering.
Your Sales Engineers (SEs) are your most expensive and brilliant resources. Why are they spending four hours a day checking SKU compatibility?
The SE bottleneck
In most B2B companies, the SE is the "human CPQ." They are the only ones who know the quirks of the product well enough to ensure a quote is technically viable.
This is a failure of leadership.
The genius trap
When knowledge lives in the heads of a few geniuses, your company cannot scale. Every deal has to pass through the same narrow pipe. If that SE goes on vacation or gets sick, your revenue stops.
Software as a force multiplier
The job of an SE should be solving high-level architectural problems for customers, not acting as a human calculator. By encoding their knowledge into a CPQ system, you turn that SE into a force multiplier. They build the logic once, and the sales team executes it a thousand times.
Bottom line
If your SEs are doing data entry, you are mismanaging your talent. Automate the logic so they can get back to selling.
Ready to fix this in your business?
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