For industrial equipment manufacturers, quoting is never just about price — it's about precision. Every deal is a custom build, balancing technical feasibility, compliance requirements, customer expectations, and profitability.
As product catalogs grows and buyer demands increase, quoting becomes a bottleneck.
And for many sales teams, they’re doing it with disconnected tools — spreadsheets, static price lists, email chains, and outdated quoting systems.
The result?
That’s where a modern Configure Price Quote (CPQ) platform, purpose-built for industrial equipment manufacturing, makes the difference. It enables your team to quote faster, price smarter, and deliver the accuracy your operations demand — without compromising control or profitability, ultimately allowing you to scale without constraint.
You’re not just selling equipment — you’re engineering solutions. And that makes quoting one of the most complex and risk-prone parts of your sales process.
Here’s where it typically goes wrong:
Quoting a pump system, conveyor line, or control panel often involves hundreds of interdependent options. Without a rules-based product configurator, reps waste time chasing engineering, or worse — they quote something that can’t be built.
Manual pricing introduces risk. When costs, discounts, and markups are handled in spreadsheets or based on tribal knowledge, even small errors can turn a profitable job into a margin leak.
Quotes that need signoff from engineering, compliance, or finance can sit for days. In a market where speed is a competitive advantage, that delay can cost you the deal.
A misconfigured quote doesn’t just impact the sale — it impacts production, delivery, and customer satisfaction. One error upstream can ripple through BOMs, schedules, and expectations — driving up costs and damaging trust.
A modern CPQ solution automates and streamlines complex quoting — without compromising on accuracy or control. Here's what it delivers:
With rules-based configuration logic, reps can build accurate solutions in real time — without waiting on engineering. CPQ makes it easy to:
Pricing strategies vary, but CPQ handles them all:
Built-in compliance logic ensures quotes adhere to internal and external standards:
Modern CPQ connects to the rest of your ecosystem:
The impact of CPQ isn’t just operational — it’s strategic:
Your sales reps spend more time selling — not chasing specs, prices, and approvals.
According to research:
Customer Perspective
“XaitCPQ has reduced our time to quote by up to 50%. This significant improvement has enabled us to spend more time improving the customer experience and increasing customer satisfaction.” — Mike Chesnutt, President, Fabtek
Penlon, a global manufacturer of highly customized medical devices, faced quoting delays, manual errors, and duplicated effort due to reliance on spreadsheets and VPN access. Their sales reps couldn't quote independently, and approvals were slow and inconsistent.
By implementing XaitCPQ, they modernized their process as part of a broader digital transformation initiative. The result?
Having the CPQ system has revolutionized our quoting process. More quotes, better accuracy, no loss of quality.” — Tony Serratore, Head of IT, Penlon
XaitCPQ gave Penlon the confidence to scale quoting — without compromising control or profitability.
The future of quoting isn’t about working harder — it’s about working smarter. With CPQ:
CPQ for equipment manufacturers is your competitive edge — and your path to scalable, profitable growth.