Services Quoting Isn’t Just a Workflow Problem.
It’s a Margin Problem – And It’s Affecting
Your Business.
62% of Services teams fly blind when quoting, creating serious material consequences like revenue leakage, delivery misfires, and reduced profitability. It’s time to prevent your margin of error.
Why Services Quoting Is Your Silent Margin Killer
Running Services quoting processes on spreadsheets, tribal knowledge, and siloed tools is costly to your business, from inaccurate scope and missed approvals to delivery risk and missed revenue.
Our data shows that the average Services organization loses 6 to 9% margin from poor quoting. For enterprise CROs, CFOs, and Services executives, that’s millions lost before your teams even start work. Services misquoting undermines trust in strategic planning, revenue operations, and reporting. These issues snowball, disrupting metrics your board and executive team care about most:
- Gross Margin erosion before work begins
- Revenue unpredictability from inconsistent scoping, pricing
- Sales slowdown from manual quote approval
- Delivery inefficiency when teams inherit flawed assumptions
- Forecast inaccuracy when booked, delivered margins don’t match
A Shared Responsibility
5 Service Quoting Issues Affect CROs, CFOs, and Delivery Teams
Manual Data Entry
Your sellers copy-paste rate cards from Excel or manually enter line items into Salesforce. Every keystroke introduces risk.
Example: “We found different rates quoted for the same service depending on who was handling the opportunity.”
Inconsistent Assumptions
No shared logic between Sales, Finance, and Delivery. One rep includes hours, another doesn’t. One region adds T&E, the other forgets.
Example: “There was no shared model. We realized two delivery teams were scoping the same type of engagement with completely different margins.”
Approval Bottlenecks
Every quote over a threshold needs review, but disconnected systems and manual processes create costly delays.
Example: “A million-dollar deal sat in limbo for 6 days because the VP didn’t see the quote approval request buried in Slack.”
Scope Misalignment
Without centralized templates or scoped bundles, delivery inherits vague or inaccurate input, leading to rework, change orders, and delays.
Example: “The SOW said 80 hours, but delivery needed 120. The margin vanished before kickoff.”
Zero Margin Visibility & Integration Gaps
Quoting tools don’t show projected margins or link to ERP/PSA systems, so Sales flies blind and Finance is out of sync.
Example: “We signed multiple deals under a 20% margin without realizing it. Finance only caught it after QBR cleanup.”
Great Delivery Cannot Be Captured on a Spreadsheet. Modernize Services Quoting Now.
Quoting doesn’t live in one tool. Services, Sales, and Finance teams lack a unified system of record to automate services, pricing, and scope. CRM, PSA, and ERP systems are not built to handle complex services quoting.
Stop relying on spreadsheets and tribal knowledge. Stop working in silos. There is another way.
With Provus Services CPQ, the CRO, CFO, and Services leaders can finally collaborate effectively to align scope, margin, and expectations from the start. At the finish line, you can more confidently expect delivery on time, on budget, and with high customer satisfaction.
SVP of Services & Delivery Teams
- Faster quoting cycles
- Margin-led project planning
- Quote re-use, standard templates
- Real-time, quote-level margin visibility
- Margin optimization
- Fewer change orders, rescoping
- Faster customer TTV
CFO & Finance Teams
- Guardrails for control over actuals, forecasting, and margins
- No rogue quoting
- Margin preservation, optimization
- Revenue predictability
- Enterprise-wide governance
- Risk management
CRO & Revenue Teams
- Revenue maximization
- Faster deal cycles
- Higher win rates
Numbers Don’t Lie
The Value of Services CPQ – Real Results Across Revenue, Finance, and Delivery
%
Increase in Average Deal Size
%
Reduction in Sales Cycle Time
%
Margin Gain from Quote Optimization
Missed Approvals with AI-Guided Workflows
Trusted by
The top enterprise services organizations trust Provus to transform their quoting process with a
platform built to maximize revenue, optimize margins, and increase operational efficiency.
