CRM and CPQ for shipping and logistics
Quoting in freight is not a price list. It is surcharges, multi-leg routes, equipment, contract terms and margins that must hold, across time zones. We build that on Dynamics 365, with traceability from quote to booking.
Start a mapping conversationThe problems we solve
Quotes are assembled by email and spreadsheet
Agents wait for a price, the logic lives with a few senior people, and response time is measured in days across time zones.
One governed price logic in the system, with self-service for agents where it makes sense. Price and booking retrieved directly instead of queued in an inbox.
Margins leak in the surcharge structure
Bunkers, currency, terminal and equipment surcharges are applied differently by different people. Nobody can audit what was actually quoted.
Product and pricing rules enforce valid combinations, discount limits and margin floors, with approval routing for anything outside the frame.
Sales promises what operations cannot deliver
A quote is written without checking sailing schedule, capacity or equipment. The correction happens later, at someone else's cost.
Quoting connected to schedule and operational reality, so what is sold matches what can be carried.
No trail from quote to invoice
Contracts, quote versions and bookings live in different places, so revenue audit becomes archaeology.
Quote history, contract terms and booking connected on the customer record, with ERP integration so the numbers reconcile.
Who this fits
Carriers, forwarders and logistics operators where quoting involves more than a rate: surcharge structures, multi-leg pricing, equipment, contract customers and spot business side by side. Typically organisations with sales in several markets and an operations side that must be able to deliver what was sold. If your pricing is a simple published tariff, a CPQ project is not what you need.
How we deliver
1. Map the quoting process
Where quotes actually come from today, who may deviate from price, what the surcharge structure really looks like, and where the time goes.
2. Design price governance
Product rules, surcharge logic, discount limits, margin floors and approval routing, agreed with sales and finance before it is built.
3. Build and integrate
CPQ inside the Dynamics 365 sales process, connected to ERP and the operational systems, delivered in sprints with real quotes as test cases.
4. Roll out and operate
Training per role and market, follow-the-sun support across our locations, and ongoing management as pricing and trades change.
Products and technology
Cartagena CPQ
Configure, price, quote inside D365 Sales: product rules, price governance, approval workflows and quote history, built with freight complexity in mind rather than bolted onto a generic CRM.
CargoVerse
Our Voyage Management System for RoRo shipping on Dynamics 365, with voyage-aware quoting, agent self-service and the voyage lifecycle from booking to invoicing.
Cartagena Link
Integration to ERP and finance systems so quotes, bookings and invoices reconcile without manual re-entry.
Portals and insight
Agent and customer portals for self-service, and Power BI on quote, margin and volume data so pricing decisions rest on numbers.
Experience in the segment
Cartagena has delivered Dynamics 365 to shipping and logistics organisations including Wallenius Wilhelmsen, UECC and Motor-Gruppen. Several of our consultants have implemented quoting solutions for national and international freight and logistics customers, and support runs across our locations in Norway and Asia.
Risks and cost drivers, honestly
What moves the number here: how many pricing variants genuinely exist versus how many are habit, the number of operational and finance integrations, whether contract terms must be modelled or only referenced, and how many markets roll out at once. The hardest part is rarely technical. It is agreeing internally on who may deviate from price, and by how much. That decision belongs before the build, not after. We map it with you before you commit to anything.
Read more before you decide
Efficient spot pricing in RoRo freight with CPQ
How CPQ streamlines spot quoting and reduces errors.
Connecting ERP and CRM without losing your mind
Three integration models, and why integration is a capability rather than a project.
Dynamics 365 implementation: how we deliver
Scope, data migration, governance and adoption in the right order.
Map the quoting process first
A few weeks of mapping shows where the time and the margin actually go, before anyone builds anything.
Start a mapping conversation