- Features > Deal Configuration
Deal Configuration
Structure complex, multi-product deals with custom pricing, deal-specific terms, and approval workflows — managed in a single system from initial configuration to close.
Structured
Multi-product deal management
Controlled
Deal-specific pricing and terms
Faster
Complex deal closure with managed workflow
The Challenge
The Problem with Unstructured Deal Management
Large, complex manufacturing deals — multi-product solutions, multi-site rollouts, phased delivery programmes — do not fit neatly into a standard quote template. They involve negotiated pricing that may differ from standard list prices, custom delivery schedules, special terms agreed at the executive level, and product configurations that span multiple product lines.
Without a structured deal configuration capability, these complex deals are managed outside the standard CPQ process — in spreadsheets, email threads, and manual Word documents. The result is a lack of visibility, no audit trail, and a deal management process that depends entirely on the individual rep's organisation and judgment.
Complex deals also typically involve multiple stakeholders: the sales rep, their manager, a pricing approver, a legal reviewer, and possibly an executive sponsor. Coordinating these stakeholders through manual communication channels is slow and produces no systematic record of who approved what and when.
When complex deals are eventually closed and handed to operations, the lack of structured configuration data creates onboarding challenges. Manufacturing, procurement, and delivery teams must interpret hand-written or informally structured deal summaries rather than receiving clean, structured configuration data that can flow directly into ERP.
How It Works
How Deal Configuration Works in Mercura
Mercura supports deal configuration as an extended quoting workflow. A deal can contain multiple product configurations, each priced independently or as part of a package pricing structure. Deal-specific pricing overrides and custom terms are entered and tracked within the deal record. Multi-stakeholder approval workflows route the deal through the required approvers in sequence. All deal activity — configurations, pricing decisions, approval events, and communications — is captured in the deal record. When the deal is closed, structured configuration data is available for ERP handoff.
What's Included
Key Capabilities
- Multi-product deal structure with individual configuration per line
- Deal-level and line-item pricing overrides with approval tracking
- Custom terms and conditions management per deal
- Multi-stakeholder approval workflows with sequential routing
- Deal timeline and milestone management
- Full deal audit trail: configurations, approvals, and changes
- ERP handoff with structured configuration data on deal close
- Deal analytics: value, cycle time, and conversion by deal type
The Difference
Before and After Deal Configuration
- Complex deals managed in spreadsheets and email
- Deal terms and pricing recorded informally
- Multi-stakeholder approval coordinated manually
- No audit trail of deal decisions and changes
- ERP handoff requires manual re-entry of deal details
- Complex deals structured and tracked in one system
- All terms and pricing recorded with approval chain
- Approval workflows automated and sequenced
- Full audit trail of every deal decision
- Structured configuration data flows to ERP on close
Real-World Application
Example Use Case: Industrial Automation Systems Integrator
An industrial automation systems integrator was managing their largest deals — multi-site installations averaging €2.5M — entirely in email and Excel. Deal cycle times averaged 14 months, and post-close operations handoffs regularly required 2–3 weeks of clarification between sales and delivery teams. After implementing Mercura's deal configuration module, all active large deals were moved into the platform. Deal cycle time decreased by 3 months on average. Operations handoff time dropped from weeks to days as structured configuration data was available immediately on deal close.
Quote turnaround dropped from 3 days to under 4 hours.
Business Impact
Why Deal Configuration Matters
Deal configuration brings the structure and discipline of CPQ to your most complex, high-value sales opportunities. It replaces informal deal management with a systematic process that creates visibility, accountability, and a clean handoff to operations — while giving management the oversight and approval control that large deals require.
See Deal Configuration in Action
Book a demo to see how Mercura structures and manages complex multi-product deals.
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