CQ Customer Objections

Getting Technical

100

Why can’t I use the QMS when I’m offline?  

• Cloud-Based platform so updates can be made only online
• Audit can be used offline through spreadsheets that can be uploaded
• Can be used on any device so will be accessible at almost anytime

200

We are looking for a platform that lets us manage e-learning and course content (LMS). Why doesn’t your training management solution offer that?

What you are looking for is a full LCMS platform that allows you to not just manage or access training content but also create the content.

CQ Training management allows you to manage both online and instructor led training. Content in SCORM format is easily imported.

CQ training also provides assessments or exams to ensure the trainee has well understood the content. is more fitted for instructor led training for employees

Lastly, CQ Training helps you track compliance ensuring all employees are trained and are compliant with their job function and related SOPs.

300

Do you offer Management of Change (MOC) and Behavioral Based Safety Solutions (BBS)?

• We do offer both MOC and BBS
• Using Change Management, Safety folks can manage change requirements
• Users can easily set up approval workflows
• CQ Change management can be applied to both processes and documents
• Also, CQ offers a Safety Observation module to address BBS requirements
• Safety Inspection offers a comprehensive checklist to capture behavioral observations.

Got a License For That?

100

Why can’t anyone from my company log in to view a document without a license?

• For security reasons
• We provide an adaptor to do so for users that only need to view docs
• We offer light user licensing for users that also need to sign off on documents or complete trainings

200

Why do I have to pay so much for Lite Users?!

1. Lite users are only 25% part of full process 

2. Lite users can do more than read docs –  

3. Lite Readers can approve, review… 

4. Price of lite users drops with volume (can go as low as $5) 

300

We require a free trial. Can I get a sandbox?

• CQ is extremely user friendly and configurable but there are still complexities to be understood before we do a sandbox
• CQ is a solution platform (like ERP) and requires data setup to function properly
• Turning over a trial environment with no training or guidance will not be effective
• Are you open to coordinate with us to determine criteria?
• Here are some successful options:
• scheduled workshops
• Proof of Concept

Show Me The Money!

100

Why is the implementation price so high?

1. Based on Business needs: CQ is OOB but many factors come into play – Each business is unique 

2. Factors to consider: user permissions, approval matrices, organization hierarchy… 

3. Many project variables: number of sites, modules, go live date, integrations 

4. Our goal is to share a Scope of work that fits what you need so we can scale with you 

200

Why can’t you give me a fixed priced bid when you already did a discovery session

• We can do it
• Scope needs to be extremely well defined
• This requires collaboration between the two of us
• Need to do more than discovery session – can give an estimate during discovery
• Did it for previous customers: Curium, 3M…

300

Why are we being asked to pay for proof of concept?

• We do not do proof of concept – We provide Workshops
• In workshops you get to use to the system and get a feel of what it is like
• Do not say proof of concept – call it production pilot
• If you want us a production pilot, this means we have to implement it
• Implementation will lead to costs

What Lies Beneath

100

We’re concerned over the safety risks associated with a cloud platform. Do you offer an on-premises model

1. We are a true cloud-based/native platform and therefore do not offer on-premises
2. advanced technology are being built for the cloud and security and privacy of data is the highest concern
3. CQ provides a level of security through role-based permissions down to the field level
4. In addition, CQ inherits all the security features from Salesforce. In addition Salesforce has added a multi-factor authentication (MFA) for further security in accessing the software. See Trust.Salesforce.com for more information

200

We felt the system is too advanced for our requirements. We’re worried that it will be difficult to use for most of our employees who aren’t quality experts.

• Other customers with infrequent users are extremely happy
• We have advanced NBA at every step
• We offer training and complete user guides that help teams become experts
• MyCQ  for infrequent users: personalized UI that allows casual users to access CQ and perform actions easily from wherever they are
• We can take a few minutes and walk you through MyCQ
• Users only see the tasks they might do simplifying the UI (based on permission set)

300

Why do I need to bring EQMS and EHS together when they are separate today in my plants?

1. Many solutions are used for both safety and quality. So why duplicate them?
2. Common use cases include Audit, training, risk, CAPA, Change Management

3. No more data silos between quality and safety – Reporting and analytics will be much more comprehensive 

4. Harmonization and unification of interfaces and tools 

5. Paying for one platform instead of two

6. 1 platform instead of 2 also means less integrations, less updates, less IT support…

Who's Better?

100

MasterControl offers BI dashboards and smart insights. We’re not sure CQ can give us the same level of data-driven insights.

MasterControl legacy platform and disconnected solutions (not data driven)

Limited reporting for MC (only some dashboards/reports with limited configuration)

CQ offers full SF reporting capabilities (customizable dashboards & reports)

CQ offers predictive analytics + AI powered capabilities

200

Your solution looks like it requires an experienced admin and a lot of coding to configure. Why should I go with you instead of a competitor that's much easier to configure to fit our needs?

• CQ solutions can be easily configured to fit your needs thanks to lightning platform
• CQ team is available to help you implement and set you up for success
• CQ is easier to integrate with all your other systems (unlike ETQ)
• CQ will offer you more reporting capabilities + advanced analytics without any configurations needed

BONUS: It's ETQ

300

We already use SAP as a platform and SAP offers the same solutions you’re offering. Why should we go with you?

SAP is mainly an ERP solution not a QMS

SAP offers some Quality capabilities specific to QC and material  with no other quality focused  features

CQ is dedicated to a complete suite of quality solutions not just limited to production

CQ offers a more comprehensive set of features (both breadth and depth) --> scalable

CQ has AI-powered capabilities and advanced analytics --> more ROI

CQ can be fully integrated with SAP so no loss of data