u/ImplementNo1851

Earlier this year we tested AI-assisted quoting. It speeds things up but it also brings some risks. For example, it once suggested a discount tier that passed the rules engine but missed a margin floor we had set for a specific customer. No approval was triggered and the quote was almost sent.

To fix this, we made sure the AI only gives advice. Every suggestion still goes through the same approval process as quotes from our sales reps. It slows things down a little, but it keep mistakes from slipping through.

How are you structuring ai authority inside your CPQ so it aligns with the commercial logic you have built?

We have reps offering discounts that we never approved and in some cases did not even know about until the deal was already closed. The margin impact is adding up fast. I have tried setting clearer guidelines but without something enforcing it in the actual quoting process it keeps happening. Is this purely a coaching issue or is there something that puts things in place without frustrating the reps?