O que é um Configurador de Vendas? (E porque não é apenas uma ferramenta de cotação)
Every company selling complex equipment has a Sarah. She knows the product inside out. She can turn a messy customer need into a clean, buildable solution while others are still opening spreadsheets. She is a hero. She is also your single-lane bridge on a busy highway. I remember a global rollout where every big quote queued for one specialist’s review. Deals waited. Approvals stacked up. Product management begged sales to stop selling edge cases. The tools were fine. The traffic pattern was not. When growth depends on one person’s brain, you don’t have a sales process. You have a bottleneck with a name. We don’t need a bigger calculator. We need a translator. Most teams assume the fix is a large CPQ project that encodes every rule. That sounds safe. It usually becomes slow, expensive, and brittle. You spend months modeling exceptions, then find the field has already invented new ones. The real problem isn’t the math behind the quote. It’s the translation from a customer’s situation i...
