Deal Configuration for Multi-Site CPQ
Twelve sites. One framework price. Twelve separate spreadsheets. Hold multi-site deals in one CPQ record with configuration, pricing, and terms per location.
The challenge
Twelve sites. One framework price. Twelve separate spreadsheets.
A manufacturer of industrial refrigeration packages for cold-chain warehouses wins a framework agreement to equip eight new distribution centers over eighteen months. Each site needs different tonnage, refrigerant line-up, and condenser layout, but pricing was negotiated as a package at executive level. The account manager maintains one Excel tab per site, a Word summary of special terms, and separate Mercura quotes that nobody rolls up until the quarter-end review.
Site three changes compressor capacity after a site survey. The revision sits in email while site five still prices against the old assumption. Pricing approvers see line totals but not how each location contributes to the package discount. Legal asks which version of payment terms applies to phase two deliveries.
Application-first selling routes reps to the right product family before configuration. Sales workflow automation moves tasks when quote status changes. Configuration templates start from saved baselines for repeat enquiries. Deal configuration is different: Mercura holds one deal record with configured lines per site or phase, package and line pricing overrides, custom terms, and sequential approval routing before close.
Inquiry to config to price to approval to order should not depend on one rep's folder structure when the opportunity spans multiple locations and delivery phases.
One deal record
Multiple sites and product lines
Per location
Configuration and pricing by site
Deal-level terms
Overrides tracked together
How it works
How Mercura deal configuration works
Sales ops define deal types in Mercura for multi-site rollouts, phased programmes, or multi-product packages. A rep opens a deal record, adds configured product lines per site or phase, and applies deal-level or line-item pricing overrides that require approval. Custom terms and milestones attach to the deal. Approvers route in sequence: pricing, legal, executive sponsor when thresholds are crossed. Every configuration change, override, and approval event stays on the deal timeline. On close, structured configuration data is available for ERP handoff. Someone must define deal templates, train reps to work inside the deal record instead of parallel spreadsheets, and maintain approval thresholds as discount policy changes.
What's included
What deal configuration covers
- Deal record with multiple configured product lines per site or phase
- Package pricing and line-item overrides with approval tracking
- Custom terms, milestones, and delivery phases on the deal
- Sequential multi-stakeholder approval routing
- Deal timeline with configuration and pricing change history
- Roll-up totals across locations without manual spreadsheet merge
- Structured configuration export for ERP on deal close
- Works with quote management, templates, and workflow automation
The difference
Multi-site deals before and after deal configuration
- One Excel tab per site with no roll-up visibility
- Revisions trapped in email threads per location
- Package discount logic only in the rep's workbook
- Legal and pricing approvers see fragments, not the full deal
- Operations receives informal summaries after close
- All sites and phases in one deal record
- Per-location configuration with package roll-up totals
- Overrides and terms tracked with approval chain
- Approvers see full deal context in sequence
- Structured configuration data ready for ERP handoff
Real-world application
Example workflow: cold-chain refrigeration rollout
A builder of industrial refrigeration packages for regional cold-storage expansion sold eight-warehouse programmes with different tonnage per site under one framework price. Reps previously maintained parallel spreadsheets and separate quotes per location. After deal configuration in Mercura, each warehouse is a configured line inside one deal record, package pricing and executive terms sit at deal level, and operations receives structured configuration data per site when the programme closes.
Business impact
Why deal configuration is deal structure, not a bigger quote template
Deal configuration brings multi-site and multi-phase structure to high-value opportunities that outgrow a single quote. It complements application-first selling, workflow automation, configuration templates, and quote management. Mercura does not replace your CRM opportunity record or legal contract repository outside CPQ. Someone must define deal types and approval thresholds and train reps to stop maintaining shadow spreadsheets. If the pain is "one framework price but eight configurations scattered across files", deal configuration aligns inquiry, configuration, price, approval, and order inside one auditable deal record.
See eight warehouse sites configured inside one deal record
Book a demo and walk a multi-site rollout until package pricing, per-location configuration, and approval routing sit in one Mercura deal instead of parallel spreadsheets.
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