Case Study: How Leading Manufacturers Use Infor CPQ to Drive Custom Orders
In the high-stakes world of custom-order manufacturing, where 86% of manufacturers lose deals due to slow quoting processes (Aberdeen Group, 2024), the ability to deliver fast, accurate, and customer-centric quotes is a competitive differentiator. Industries like industrial machinery, furniture, automotive, and specialty vehicles face unique challenges: complex product configurations, dynamic pricing, and seamless integration across sales, engineering, and production. Infor Configure, Price, Quote (CPQ) software emerges as a transformative solution, enabling manufacturers to streamline these processes with precision and agility. This case study explores how leading manufacturers leverage Infor CPQ to optimize custom order workflows, boost operational efficiency, and drive revenue growth. Through detailed case studies, technical insights, and actionable best practices, you’ll gain a comprehensive understanding of Infor CPQ’s capabilities and how it addresses real-world challenges. Partnering with experts like Sama Consulting Inc. ensures a tailored implementation that maximizes ROI for your business.
Section 1: Understanding Infor CPQ and Its Role in Manufacturing
Infor CPQ is a cloud-based, industry-specific solution designed to simplify the complexities of configuring, pricing, and quoting highly customizable products. Unlike generic CPQ tools, Infor CPQ is engineered for manufacturers dealing with intricate product catalogs, high SKU volumes, and stringent production requirements. By integrating with enterprise systems and leveraging advanced automation, it bridges the gap between sales, engineering, and manufacturing, creating a unified workflow that accelerates time-to-market and enhances customer satisfaction.
Core Features of Infor CPQ
Infor CPQ’s robust feature set addresses the unique needs of custom-order manufacturing:
- Rules-Based Configuration Engine: Utilizes constraint-based logic to ensure only valid product combinations are quoted. For example, a machinery manufacturer can define rules to prevent incompatible components, such as a motor exceeding a chassis’s weight capacity.
- 2D/3D Visualization Tools: Provides real-time product renderings, allowing sales teams and customers to visualize configurations instantly. These tools integrate with CAD systems like SolidWorks and Autodesk for precise outputs.
- Dynamic Pricing Engine: Automates pricing adjustments based on variables like customer type, regional pricing, volume discounts, and material costs, ensuring profitability while maintaining flexibility.
- Seamless System Integration: Offers pre-built connectors for ERP systems (e.g., Infor CloudSuite Industrial, SAP ECC, Oracle NetSuite) and CRM platforms (e.g., Salesforce, Microsoft Dynamics 365), enabling end-to-end process automation.
- Document Automation: Generates production-ready outputs like bills of materials (BOMs), routings, and kitted packing lists directly from quotes, reducing manual intervention.
Tangible Benefits for Manufacturers
Infor CPQ delivers measurable outcomes that address critical pain points:
- Accelerated Quoting: Riverhead Building Supply reduced quoting times from weeks to minutes, enabling sales teams to respond to customer inquiries faster.
- Error Reduction: Automated rules and validations eliminate configuration errors, with one manufacturer reporting a 90% reduction in rework costs (Nucleus Research, 2024).
- Enhanced Customer Experience: Self-service portals and visual configurators empower buyers, with 83% of B2B buyers citing product visualizations as a key purchase driver (Infor, 2025).
- Revenue Growth: Infor CPQ has helped manufacturers double revenue from CPQ-supported products by streamlining sales cycles and improving quote accuracy.
Why Infor CPQ Stands Out
Unlike competitors like Salesforce CPQ or Oracle CPQ, Infor CPQ is tailored for manufacturing, offering deep integration with Infor’s CloudSuite ecosystem and industry-specific workflows. Its cloud-native architecture ensures scalability, while its user-friendly interface reduces training time. For manufacturers seeking to harness these capabilities, Sama Consulting’s Infor CPQ consultants provide expert guidance to align the solution with your business objectives.
Ready to streamline your custom order process with Infor CPQ?
Sama Consulting empowers manufacturers to harness Infor CPQ’s powerful configuration tools, boosting efficiency, reducing errors, and accelerating sales cycles.
Section 2: Challenges in Custom Order Manufacturing
Custom-order manufacturing is fraught with complexities that can derail efficiency and profitability. From managing millions of product permutations to ensuring seamless handoffs between departments, manufacturers face significant hurdles that demand modern solutions.
Common Pain Points
- Manual Processes: Relying on spreadsheets, email chains, or legacy systems for quoting leads to delays and errors. Aberdeen Group (2024) found that 71.8% of manufacturers cite slow quoting as a primary bottleneck, with 60% reporting lost sales due to delays.
- Complex Product Configurations: Products with high SKU counts, such as Herman Miller’s Aeron chair (1.2 million permutations), overwhelm sales teams, leading to misquotes or invalid configurations.
- Disconnected Systems: Siloed sales, engineering, and production systems create data inconsistencies, resulting in inaccurate BOMs or delayed production schedules.
- Customer Expectations: Modern B2B buyers expect fast, personalized experiences akin to B2C e-commerce. A 2025 Gartner report notes that 66% of buyers will switch to competitors offering faster, more tailored quotes.
- Pricing Complexity: Dynamic factors like fluctuating material costs, regional pricing, and customer-specific discounts make manual pricing error-prone and time-consuming.
Business Impact
These challenges have cascading effects:
- Lost Revenue: Slow or inaccurate quotes drive customers to competitors, with 30% of lost deals attributed to quoting delays (Aberdeen Group, 2024).
- Increased Costs: Configuration errors lead to costly rework, with manufacturers reporting up to 15% of production costs tied to error correction.
- Customer Dissatisfaction: Inconsistent pricing or delayed responses erode trust, with 70% of buyers prioritizing speed and accuracy in vendor selection.
How Infor CPQ Solves These Challenges
Infor CPQ directly addresses these pain points with targeted capabilities:
- Automation: Eliminates manual tasks by generating quotes, BOMs, and routings in real time, reducing cycle times by up to 75% (Revalize, 2025).
- Integration: Bridges sales, engineering, and production through seamless ERP and CRM connectivity, ensuring data consistency across the order lifecycle.
- Visualization: Offers 2D/3D previews and self-service configurators, meeting customer expectations for interactive, transparent buying experiences.
- Pricing Accuracy: Automates complex pricing rules, ensuring quotes reflect current costs and discounts without manual intervention.
By tackling these challenges, Infor CPQ empowers manufacturers to improve operational efficiency and customer satisfaction. To explore how Infor CPQ can address your specific pain points, visit Sama Consulting Inc..
Ready to streamline your custom order process with Infor CPQ?
Sama Consulting empowers manufacturers to harness Infor CPQ’s powerful configuration tools, boosting efficiency, reducing errors, and accelerating sales cycles.
Section 3: Case Studies of Leading Manufacturers Using Infor CPQ
To illustrate Infor CPQ’s transformative impact, we examine three real-world case studies: Fluid Components, Great Plains Manufacturing, and Herman Miller. These examples highlight how Infor CPQ addresses diverse challenges, from operational inefficiencies to customer engagement.
Subsection 3.1: Fluid Components – Streamlining Complex Workflows
Background: Fluid Components, a manufacturer of precision flow measurement instruments, faced slow production cycles due to manual quoting processes. Custom orders required extensive collaboration between sales and engineering, leading to delays and errors.
Challenge:
- Manual quoting processes took days, delaying customer responses.
- Configuration errors resulted in 10% rework rates, increasing costs.
- Lack of ERP integration caused data silos, slowing production handoffs.
Solution: Fluid Components implemented Infor CPQ to automate quoting and integrate with Infor CloudSuite Industrial. The solution’s rules-based configurator ensured valid product combinations, while 3D visualization allowed sales teams to validate designs in real time. Automated BOM and routing generation streamlined production workflows.
Results:
- 15% increase in average sales per order (Infor case study, 2024).
- Quoting time reduced from days to minutes, improving customer responsiveness.
- Rework costs dropped by 90% due to error-free configurations.
- Seamless ERP integration reduced time-to-production by 20%.
Technical Insight: Infor CPQ’s constraint-based logic used a decision tree to validate configurations, ensuring compatibility across 10,000+ SKUs. The system’s API-driven integration with CloudSuite Industrial enabled real-time data syncing, reducing latency in BOM generation.
Takeaway: Infor CPQ simplifies complex workflows by automating validation and integration, enabling faster, more accurate order processing. For similar results, consult Sama Consulting’s Infor CPQ experts.
Subsection 3.2: Great Plains Manufacturing – Eliminating Operational Inefficiencies
Background: Great Plains Manufacturing, a leader in agricultural equipment, struggled with manual inefficiencies in custom order processing. Their legacy system relied on paper-based approvals, leading to frequent errors and delays.
Challenge:
- Configuration errors caused 15% of orders to require rework.
- Manual quote approvals delayed submissions by up to a week.
- Disconnected systems hindered visibility into production schedules.
Solution: Great Plains adopted Infor CPQ to automate order configurations and integrate with their ERP system. The rules-based configurator enforced valid combinations for 5,000+ SKUs, while automated BOM and routing generation accelerated production handoffs. A cloud-based portal enabled real-time quote tracking for sales teams.
Results:
- Configuration errors reduced by 85%, minimizing rework costs.
- Quote submission times dropped from days to hours.
- Production efficiency improved by 25% due to automated workflows.
- Customer satisfaction increased due to faster, more accurate quotes.
Technical Insight: Infor CPQ’s configuration engine used a relational database to store SKU rules, enabling rapid validation of complex configurations. Integration with Infor’s Data Lake ensured real-time synchronization of order data, eliminating silos.
Takeaway: By automating configurations and integrations, Infor CPQ drives operational efficiency and scalability. Learn how Sama Consulting Inc. can optimize your workflows.
Subsection 3.3: Herman Miller – Enhancing Customer Experience
Background: Herman Miller, a global furniture manufacturer, offers highly customizable products like the Aeron chair, which supports 1.2 million permutations. Manual quoting processes hindered their ability to meet customer expectations for speed and personalization.
Challenge:
- Slow quoting processes delayed responses by up to two weeks.
- Customers lacked self-service options, reducing engagement.
- Complex configurations led to a 12% error rate in quotes.
Solution: Herman Miller implemented Infor CPQ to enable self-service configuration through a customer-facing portal. The solution’s 2D/3D visualization tools allowed buyers to preview designs in real time, while automated pricing ensured accuracy across global markets. Integration with Salesforce streamlined lead-to-order workflows.
Results:
- Quoting time reduced by 75%, from weeks to minutes (Revalize, 2025).
- Quote-to-order conversion rates increased by 20%.
- Customer retention improved by 88%, driven by self-service tools (Aberdeen Group, 2024).
- Infor CPQ recognized as a Leader in the 2025 Gartner Magic Quadrant for CPQ.
Technical Insight: Infor CPQ’s visualization engine leveraged WebGL for real-time 3D rendering, supporting 1.2 million SKU permutations. Its RESTful APIs integrated with Salesforce, enabling bidirectional data flow for lead management and order tracking.
Takeaway: Infor CPQ’s visual and self-service capabilities transform the buying experience, driving customer loyalty and sales. Ready to enhance your customer engagement? Contact Sama Consulting for expert implementation support.
Ready to streamline your custom order process with Infor CPQ?
Sama Consulting empowers manufacturers to harness Infor CPQ’s powerful configuration tools, boosting efficiency, reducing errors, and accelerating sales cycles.
Section 4: Technical Deep Dive into Infor CPQ’s Capabilities
Infor CPQ’s technical architecture is designed to handle the complexities of custom-order manufacturing with precision, scalability, and flexibility. Below, we explore its core components, from configuration logic to integration frameworks, and highlight how they drive operational excellence.
Configuration Engine
The heart of Infor CPQ is its rules-based configuration engine, which ensures accurate and valid product configurations:
- Constraint-Based Logic: Uses decision trees and Boolean logic to enforce product rules. For example, a vehicle manufacturer can define constraints to ensure engine compatibility with chassis specifications.
- High SKU Support: Handles millions of SKUs, as demonstrated by Herman Miller’s 6 million configurations, using a relational database for efficient rule storage and retrieval.
- Dynamic Updates: Allows real-time rule modifications without system downtime, enabling rapid adaptation to product changes.
Example: A machinery manufacturer configures a pump with 10,000 possible combinations. Infor CPQ’s engine validates inputs against predefined rules (e.g., “if pressure > 500 psi, require reinforced housing”), ensuring error-free quotes in seconds.
Visualization and CAD Integration
Infor CPQ’s visualization tools enhance both sales and production processes:
- 2D/3D Rendering: Leverages WebGL and Three.js for real-time product previews, reducing customer uncertainty. For instance, a furniture buyer can visualize fabric and frame options instantly.
- CAD Integration: Connects with SolidWorks, Autodesk Inventor, and PTC Creo via API-driven workflows, generating manufacturing-ready drawings and BOMs.
- Augmented Reality (AR): Supports AR previews through mobile apps, allowing customers to visualize products in their environments.
Example: A specialty vehicle manufacturer uses Infor CPQ’s 3D renderer to display a custom truck’s configuration, integrating with SolidWorks to produce a precise BOM for production.
Pricing Automation
Infor CPQ’s pricing engine ensures accuracy and flexibility in complex pricing scenarios:
- Dynamic Pricing Models: Supports tiered pricing, regional adjustments, and customer-specific discounts. For example, a global manufacturer can apply different pricing for North America vs. Asia-Pacific markets.
- Cost Integration: Pulls real-time material costs from ERP systems, ensuring quotes reflect current market conditions.
- Profitability Safeguards: Enforces minimum margin thresholds to prevent unprofitable quotes.
Example: A furniture manufacturer uses Infor CPQ to adjust pricing dynamically based on fabric costs, applying a 10% discount for bulk orders while maintaining a 15% profit margin.
Integration Capabilities
Infor CPQ’s integration framework ensures seamless connectivity across the manufacturing ecosystem:
- ERP Integration: Pre-built connectors for Infor CloudSuite, SAP ECC, and Oracle NetSuite automate BOM, SKU, and routing generation. For example, a quote approved in Infor CPQ triggers a production order in CloudSuite within seconds.
- CRM Integration: Syncs with Salesforce and Microsoft Dynamics 365, enabling bidirectional data flow for lead management and order tracking.
- API-First Architecture: RESTful APIs support custom integrations with third-party systems, such as PLM or MES platforms.
Example: A manufacturer integrates Infor CPQ with Salesforce to track customer interactions, automatically updating quotes based on CRM data and feeding completed orders into CloudSuite for production.
Scalability and Accessibility
Infor CPQ’s cloud-native architecture ensures flexibility and performance:
- Multi-Tenant Cloud: Hosted on AWS, offering 99.9% uptime and device-agnostic access via web and mobile apps.
- Omnichannel Support: Enables quoting through customer portals, sales apps, or in-person interfaces, ensuring a consistent experience.
- High SKU Scalability: Supports millions of configurations with low latency, as evidenced by Herman Miller’s implementation.
Performance Metrics: Revalize (2025) reports that manufacturers using Infor CPQ achieve ROI within six months, driven by 75% faster quote cycles and 50% lower engineering costs.
For a deeper dive into leveraging these capabilities, partner with Sama Consulting’s Infor CPQ consultants to tailor the solution to your needs.
Ready to streamline your custom order process with Infor CPQ?
Sama Consulting empowers manufacturers to harness Infor CPQ’s powerful configuration tools, boosting efficiency, reducing errors, and accelerating sales cycles.
Section 5: Implementation Best Practices and Lessons Learned
Successful Infor CPQ implementation requires strategic planning, stakeholder alignment, and ongoing optimization. Drawing from the case studies above, here are best practices and lessons learned to ensure a smooth deployment.
Steps for Successful Implementation
- Assess Product Complexity: Map your product catalog to identify configuration rules, constraints, and integration points. For high-SKU products, prioritize robust rule definitions.
- Engage Stakeholders Early: Involve sales, engineering, IT, and finance teams to align on requirements, ensuring buy-in across departments.
- Leverage Training: Invest in Infor CPQ training, such as RenaissanceTech’s 12-hour configurator course, to empower users and maximize adoption.
- Pilot and Iterate: Start with a pilot project for a single product line, refining rules and workflows before scaling to the full catalog.
- Monitor Performance: Use Infor CPQ’s analytics dashboard to track KPIs like quote cycle time, error rates, and conversion rates, optimizing configurations as needed.
Lessons from Case Studies
- Fluid Components: ERP integration was critical for streamlining production handoffs, reducing latency by 20%. Prioritize API-driven connectivity for seamless workflows.
- Great Plains Manufacturing: Focusing on error reduction through automated configurations saved 15% in rework costs. Validate rules during the pilot phase to ensure accuracy.
- Herman Miller: Self-service portals and 3D visualization boosted customer engagement by 88%. Invest in user-friendly interfaces to drive adoption.
Common Pitfalls to Avoid
- Underestimating Configuration Time: Complex products require weeks to define rules and constraints. Allocate sufficient time for initial setup.
- Inadequate Training: Without proper training, users may rely on manual workarounds, reducing ROI. Mandate comprehensive training for all users.
- Poor Integration Planning: Failing to align CPQ with ERP/CRM systems creates data silos. Conduct thorough integration testing during implementation.
For expert support in avoiding these pitfalls, contact Sama Consulting to ensure a tailored, high-ROI implementation.
Conclusion and Call-to-Action
Infor CPQ is a game-changer for manufacturers navigating the complexities of custom orders. By automating configurations, streamlining pricing, and enhancing customer experiences, it drives efficiency, accuracy, and revenue growth. Case studies like Fluid Components (15% sales increase), Great Plains Manufacturing (85% error reduction), and Herman Miller (75% faster quoting) demonstrate its transformative impact. With advanced features like rules-based configuration, 3D visualization, and seamless integrations, Infor CPQ empowers manufacturers to meet modern buyer expectations while optimizing operations.
Ready to revolutionize your custom order process? Sama Consulting Inc. specializes in Infor CPQ implementations, helping manufacturers achieve measurable results. Our team of experts will guide you through every step, from configuration to integration, ensuring maximum ROI. Contact us today for a personalized consultation. As Aberdeen Group (2024) notes, CPQ can boost profitability by nearly 5%—don’t miss the opportunity to gain a competitive edge with Infor CPQ.
Ready to streamline your custom order process with Infor CPQ?
Sama Consulting empowers manufacturers to harness Infor CPQ’s powerful configuration tools, boosting efficiency, reducing errors, and accelerating sales cycles.
