Six quoting systems, one pipeline — federated win-rate, discounting and velocity, and the margin lost to off-platform tools.
Migrating the 3 standalone tools onto one governed CPQ recovers ~$44M on quotes Pavion already writes — $6M of discount leakage plus $38M of win-rate uplift. The off-platform tools win less and discount more, with no central pricing governance.
4 of 4 headline metrics improving vs prior · all on or above target
Standalone tools discount at 16% vs the integrated 10% — recovering $6M of margin on the deals they already win, no new selling required.
Bringing standalone win-rate from 26% to the integrated 36% on $360M of quotes adds $38M of bookings.
One price book and approval workflow recovers ~$44M combined and flips these brands from estimates to office-grain actuals.
Each brand still quotes in its own tool — Salesforce CPQ, QuoteWerks, RFI's estimator, spreadsheets. Federated, they total $1.24B of open quotes; but the off-platform legacy systems win less and discount more, with no central pricing governance. One view shows where the margin leaks.
Integrated tools (governed pricing) vs standalone legacy ones — note how win-rate falls and discount/cycle rise off-platform.
| Quoting system | Business unit | Quotes | Value | Win-rate | Discount | Cycle | Status |
|---|---|---|---|---|---|---|---|
| Pavion CPQ (Salesforce CPQ) | Security + Integration | 420 | $520M | 34% | 11% | 18d | Integrated |
| AFA QuoteWerks | Fire Safety | 180 | $210M | 41% | 8% | 14d | Integrated |
| RFI estimating (legacy) | Security | 95 | $180M | 26% | 16% | 31d | Standalone |
| Firecom quoting | Fire Safety | 120 | $150M | 38% | 9% | 16d | Integrated |
| Ion247 PSA quoting | Security + IT | 70 | $90M | 29% | 14% | 24d | Standalone |
| ECD / ISC spreadsheets | Integration + Security | 60 | $90M | 22% | 18% | 35d | Standalone |
Bringing the standalone tools to the integrated systems' discipline is worth real money on quotes Pavion is already writing.
If standalone tools discounted at the integrated 10% instead of 16%, on the deals they already win.
Lifting standalone win-rate from 26% to the integrated 36% on $360M of quotes.
Standalone quote→order cycles run far longer; one CPQ shortens time-to-revenue and frees pursuit capacity.
The move: migrate RFI, Ion247 and ECD/ISC onto Pavion CPQ with one price book and approval workflow. It recovers ~$44M combined, and — like the customer master — it's the same integration that flips these brands from estimates to office-grain actuals everywhere else in the cockpit.