When Every Order Is Custom, Quoting Has to Be Smarter

The Problem

As GBP's footprint grows — new facilities, new acquisitions, new product lines — the commercial processes that worked at smaller scale start to break down:

• Every quote is different, and the rules live in people's heads
• Pricing changes require manual updates across multiple systems and teams
• Sales reps spend hours building quotes that should take minutes
• Finance and Sales are working from different numbers
• Orders frequently need cleanup before fulfillment can begin
• Divisional pricing drifts without a single source of governed logic

Operational friction becomes the norm.Manual workarounds become routine.

At this point, quoting stops being a sales enablement tool — it becomes a business control point that slows growth rather than enabling it.

See the Impact CPQ Modernization Can Have on Your Business. Explore how Panduit and CORT modernised complex revenue operations and download our CRM Modernization Guide.

This Is Now a Revenue & Customer Experience Issue

Research by SAPIO Research shows the stakes for B2B manufacturers:

• 91% of B2B buyers have at least one reason preventing online orders — accuracy, pricing, product info, or stock
• 75% would switch suppliers for a better experience
• 91% say bad buying experiences damage supplier relationships
• 68% are unhappy with self-service errors

For a manufacturer with GBP's customer relationships and reputation for quality, quoting errors and slow turnaround times aren't just an operational issue — they're a customer retention risk.

These aren't UX problems.They're revenue problems.

WHY LEGACY CPQ FALLS BEHIND

Why Legacy Quoting Breaks at Scale‍

Traditional CPQ approaches — whether spreadsheet-based or legacy platform-based — struggle when product complexity, divisional scale, and customer-specific pricing all increase at once:

• Configuration rules grow too complex to govern centrally
• Pricing logic fragments across divisions and customer contracts
• Quoting workflows require constant IT involvement to maintain
• Systems resist change, making every product update a project

The result: rigid processes, manual exceptions, and growing risk that the business is quoting inconsistently without knowing it.

A Modern Revenue Foundation: ServiceNow + Zaelab

Together, ServiceNow and Zaelab deliver a composable, AI-powered CPQ foundation built for manufacturers with exactly GBP's level of complexity:

• Product configuration, pricing, and validation governed upstream — not managed person by person
• One consistent logic across direct sales, dealer, distributor, and self-service channels
• Clean, automated orchestration from quote → order → fulfillment
• Built for multi-division scale — no silos, no performance drag, no manual exceptions

Not just better quoting.Better control over how GBP sells, prices, and serves customers at scale.

Zaelab delivers next-generation CPQ solutions that connect quoting, pricing, and guided selling directly into the enterprise workflow. By uniting ServiceNow's revenue platform with Logik.ai's AI-powered configuration engine, we help large manufacturers accelerate sales, eliminate inefficiencies, and create a connected quote-to-cash experience.

MODERNISE WITHOUT MIGRATION RISK

Modernise Without Disrupting What's Working

For a manufacturer of GBP's scale, the prospect of replacing commercial systems can feel high-risk. Zaelab removes that barrier with an incremental approach:

• Start by product line or division — prove value before expanding
• Deliver measurable results in weeks, not months
• Expand progressively into CRM, Customer Success, and Field Service

No big-bang replacement.No disruption to existing plant operations.Continuous progress with manageable risk.

Zaelab's Advantage: LogiKit

Imagine if CPQ implementations were faster, lower-risk, and easier to scale across 40+ facilities. With LogiKit, they are.

Zaelab's LogiKit is an AI-driven implementation framework designed to accelerate ServiceNow CPQ transformations for complex manufacturers:

• AI Blueprint Assessment & Migration — define your future-state quoting architecture before any heavy lifting begins
• AI Business Process & ROI Optimisation — identify the highest-impact workflows first
• AI CX Lens & Benchmarking — see where your quoting experience compares to industry leaders
• Composable Interface Library — modular components that scale with your business instead of creating custom sprawl

Result: faster time-to-value with dramatically reduced implementation risk — built for manufacturers who can't afford operational disruption.

OUTCOMES

What Manufacturers Like GBP Typically Gain

• Fewer manual interventions per quote and per deal
• Faster quote turnaround across every division
• Consistent, governed pricing across direct, dealer, and distributor channels
• Cleaner pipeline and order data — no cleanup before fulfillment
• Reduced dependency on key individuals holding critical pricing knowledge
• Stronger margin governance as the business scales
• Better customer experiences at every stage of the buying journey

Not just operational improvement — a scalable commercial foundation that grows with GBP.

Is your quoting process enabling GBP's next chapter of growth — or quietly becoming a liability?