Revenue-Generating Quote-to-Order Process Vs. Deal Killers | CSG
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Revenue-Generating Quote-to-Order Process Vs. Deal Killers
CSG Insights TeamAuthor
2025-11-21
Key takeaways
Catalog-driven architecture enables One NZ to launch products in days instead of months
VicTrack achieved 30% improvement in process efficiency by eliminating quote-to-order disconnects
Real-time pricing adjustments prevent revenue leakage during complex B2B negotiations
Unified quote-to-order systems reduce operational costs by 20-30% compared to fragmented tools
Most telecommunications providers are losing deals they should win. The culprit isn't your sales team or your product portfolio. It's the quote-to-order process that sits between opportunity and revenue.
Generic CPQ systems weren't built for telecommunications complexity. They struggle with multi-site configurations, dynamic partner arrangements and service bundles that span fixed, mobile and digital offerings. Your sales teams spend hours manually configuring quotes. Your operations teams chase down fulfillment errors. Your finance teams discover margin erosion after deals close.
In this article, we’ll talk through the key features that make a quote-to-order system a powerful revenue generator, using One NZ as an example.
Related Post: One NZ Doubles NPS and Launches New Products in Days
1. Catalog-driven architecture that adapts in real-time
Your product catalog should control every aspect of quoting and ordering behavior. When One NZ moved to catalog-driven architecture, product launches that previously took months now happen in days. The system dynamically pulls products, services, rules and pricing without custom coding.
Revenue impact: Operators using catalog-driven systems reduce time-to-market by 85% compared to hard-coded alternatives. VicTrack consolidated hundreds of products down to 26 core offerings, improving design and deployment efficiency by 30%.
Traditional CPQ systems run quoting from one catalog and ordering from another. This disconnect creates version conflicts, pricing errors and fulfillment delays. A unified catalog eliminates these handoffs while enabling rapid scenario simulation and testing.
2. Zero-code configurability for complex offerings
Your business teams shouldn't need developers to launch new products. Progressive telecommunications providers configure multi-site, multi-partner offerings through intuitive interfaces. Sales teams add services as customer requirements evolve without triggering IT tickets.
Telco-specific configurability handles the nuances generic systems miss. Think hierarchical billing structures, multi-jurisdiction taxation and partner revenue sharing. When VicTrack implemented zero-code configuration, 30% of transactions moved to digital channels within the first year.
3. Financial visibility from quote through fulfillment
Revenue leakage happens during the quote-to-order transition. Pricing changes, discount approvals and fulfillment modifications get lost between systems. Purpose-built solutions maintain financial consistency across every stage.
One NZ doubled its Net Promoter Score from 30 to 63 by eliminating quote-to-order disconnects. Their sales teams now see real-time margin impact as they build quotes. Operations teams track cost changes during fulfillment. Finance teams know exact profitability before billing runs.
4. Progressive order capture for evolving deals
B2B telecommunications deals rarely close in one conversation. Requirements change. Sites get added. Services get swapped. Your quote-to-order process needs to handle these modifications without starting over.
Progressive order capture allows staged addition of services as customer needs develop. Changes flow seamlessly from quoting through fulfillment and billing. The system tracks individual component pricing even as bundles evolve.
Time to value: Organizations implementing progressive order capture reduce deal cycle times by 40% while maintaining pricing accuracy.
5. Automated product configuration for speed
Manual configuration kills deals. Competitors respond faster, customers lose confidence and errors creep in. Purpose-built systems solve this by automating complex multi-line products, including bundled offerings that span connectivity, digital services and managed solutions.
Dynamic pricing adjustments happen in real-time based on volume commitments, contract length and competitive positioning. Sales teams spend less time building quotes and more time closing deals.
6. Proactive issue resolution during fulfillment
The sale isn't complete until services activate. Telecommunications operators only realize revenue when customers start using services. Legacy quote-to-order processes break down during fulfillment, creating delays that frustrate customers and postpone revenue recognition.
Advanced systems identify discrepancies, fulfillment delays and pricing inconsistencies before they become problems. Operations teams resolve issues proactively rather than reacting to customer complaints. Order fallout rates drop by 50% or more.
7. Industry-leading interoperability with existing systems
Your quote-to-order solution must connect with billing, network orchestration, customer experience platforms and partner systems. TM Forum Open API compliance and Open Digital Architecture standards ensure reliable integration.
CSG Quote & Order connects seamlessly with existing OSS/BSS infrastructure . The platform supports complex partner arrangements where multiple providers contribute to bundled offerings. Integration happens in weeks, not quarters.
Why generic CPQ systems fail telecommunications
Generic CPQ platforms were designed for simple product sales. Add a laptop, choose memory, pick a warranty. Done. Telecommunications deals involve site surveys, network assessments, partner coordination, regulatory compliance and custom SLAs. Generic systems require extensive customization that increases costs and extends deployment timelines.
Slow quote turnaround, operational inefficiency and critical errors jeopardize deals and delay revenue.
Building revenue-generating Quote-to-Order processes
Quote-to-order excellence requires purpose-built capabilities that understand the complexities of telecommunications. The seven elements above work together as an integrated system, not individual features.
Organizations that embrace a purpose-built CPQ system see real, measurable impact. One NZ now handles 95% of customer interactions digitally. VicTrack improved process times by 30%. These outcomes happen because quote-to-order processes generate revenue instead of blocking it.
Your next deal shouldn't fail because your systems can't keep pace with your sales team's ambitions. Purpose-built quote-to-order processes turn complexity into competitive advantage.
