Breaking Borders: Why VARs Can’t Ignore Dynamic Multi-Currency Quoting

For VARs working in different countries, quoting in multiple currencies was once rare but is now a part of everyday business. Yet for many teams, it remains a frustratingly manual task. The challenges of global deals, shifting exchange rates, and fragmented vendor data make accurate quoting difficult. It is especially difficult for those relying on static rate tables or disconnected tools.

As ICT supply chains become more global, customer expectations increasingly demand speed and clarity. The dynamic multi-currency solutions for VARs and resellers are a key competitive advantage. This article discusses the importance of multi-currency quoting and multi-currency CPQ software in detail.

The Limits of Static Currency Tables

Most quoting tools, especially those designed for domestic markets, depend on fixed exchange rates. They are either manually entered by finance teams or periodically updated through internal systems. While this may be workable for simple transactions, it quickly falls apart in complex, multi-vendor deals.

Take this example: a VAR quoting a customer in AUD for a package that includes

• Hardware from a United States distributor, priced in USD on March 2
• Software licenses from a European vendor, priced in EUR on March 6
• Support services from a UK partner, priced in GBP on March 9

Each of these items is tied to a different exchange rate and a different date. A static currency table applied across the full quote cannot reflect these real-time variations. As a result, VARs are forced to choose between three poor options:

• Absorb currency losses
• Inflating pricing to hedge risk, reducing competitiveness
• Manually adjusting quotes in spreadsheets increases the risk of errors and delays

These problems become bigger in larger deals, especially when buying and delivery take several weeks or involve different regions. The longer the quote remains valid, the greater the risk that outdated currency assumptions will impact margins.

The real challenge isn't just converting one currency into another. It’s managing multiple currencies as inputs. And after that, generating a clear and accurate quote in the customer’s preferred currency remains a challenge. This must be done in a way that protects margins, maintains compliance, and reflects financial reality.

Global Complexity, Local Expectations

Customers expect fast, accurate quotes that feel local: priced in their currency and reflective of current market conditions. Meanwhile, vendors and distributors operate in their own base currencies, with their own quote timelines. VARs are left to bridge the gap, often without the right tools.

This challenge is only growing as foreign exchange markets become more volatile. According to a report from the IMF, currency fluctuations can reduce profit predictability. It dampens trade, particularly for small and mid-size businesses.

For multi-currency software VARs, failing to account for these fluctuations creates real risk. A misaligned quote can result in erosion of profit margins and a loss of trust. In the worst case, it can even lead to lost deals to faster-moving competitors. Accuracy and speed are table stakes in international quoting.

A Gap in Many Quoting Tools

Popular CPQ platforms like Salesforce Revenue Cloud are powerful in many respects. However, they often fall short when it comes to multi-currency quoting. Most assume a single base currency per quote. That may work for domestic transactions or simple configurations.

But it quickly becomes a problem for global VARs managing vendor BoMs across multiple currencies. This limitation has led many teams to seek out multi-currency Salesforce extensions or build custom quoting layers. These quoting layers can be used to handle more complex scenarios. What’s missing is a solution that can manage both dated currency inputs along with customer-preferred currency outputs within a single quote.

As discussed in our blog on quoting integrations for VARs, quoting tools need to do more than configure prices. They must also connect with tax engines and supplier catalogs. Plus, they must connect with real-time currency data to support modern, multi-country deal structures.

Why Dynamic, Dated Currency Handling Matters

Accurate currency handling is central to delivering quotes that are fast, transparent, and trustworthy. A dynamic quoting engine with real-time or dated exchange rate handling allows VARs to align vendor costs with customer pricing. It does it in such a way that protects both margin and credibility.

With dynamic multi-currency invoicing / quoting capabilities, your quoting system can:

• Retain native currency values and apply date-specific exchange rates for each vendor BoM
• Convert accurate prices into the customer’s preferred currency. It can be CAD, AUD, or SGD, based on the appropriate transaction date
• Use hybrid pricing logic, mixing vendor-provided FX rates with market-based rates as needed

This level of detail becomes essential when vendor pricing is staggered across several dates. A customer might request a consolidated quote on March 15, but components were priced as early as February 20. Using a single exchange rate for the entire quote distorts pricing and can undermine profitability.

A quoting platform that supports dated currency entries ensures financial accuracy and fosters transparency. Plus, it provides your sales team with a defensible quote they can stand behind.

Example in Practice

Let’s walk through a real-world scenario to see why dynamic multi-currency quoting matters. A VAR is preparing a consolidated quote for a global customer who prefers to receive pricing in Canadian dollars (CAD). The quote includes:

• $60,000 USD worth of Cisco hardware, purchased on February 5
• €22,000 in software licenses, priced on February 10
• £14,000 for UK-based installation services, negotiated on February 15

The quote is generated on February 22. A static quoting system would likely apply the February 22 exchange rates to every line item, regardless of when those products or services were actually priced. This approach distorts margins and misrepresents the true cost of delivery.

A dynamic quoting tool, however, would apply the correct dated exchange rate for each transaction. The USD line would convert using the February 5 rate. The EUR item would use the February 10 rate. The GBP service line would be calculated based on the February 15 rate.

Each currency is handled accurately and in context. This method ensures pricing reflects reality, protects profitability, and delivers a consistent experience for the customer. It also allows the quote to stand up to financial scrutiny. Eventually, it helps the VAR avoid margin leakage while boosting customer satisfaction and trust.

Connecting to the Broader Quoting Ecosystem

Dynamic multi-currency quoting is just one piece of a much larger puzzle. For VARs operating at scale, quoting accuracy depends on how well your systems talk to each other. A disconnected quoting process can quickly unravel, especially when managing complex supply chains, multi-vendor sourcing, and layered financial requirements.

As highlighted in our 11-Point Checklist, your quoting platforms should integrate with:

• ERP and inventory systems to reflect real-time product availability and cost.
• CRM tools like Salesforce are used to manage customer-specific preferences and deal stages.
• Tax engines for calculating region-specific sales tax accurately.
• Distributor catalogs and supplier APIs for up-to-date pricing and availability.

Currency logic must flow seamlessly through these systems. If your invoicing software applies one currency exchange rate, while your quoting platform uses another, your margin analysis and financial reporting will be off. Aligning systems ensures that purchase orders, invoices, and tax records all reflect the same underlying logic. Hence, creating consistency across your business and delivering a better customer experience.

What to Look For in a Multi-Currency Quoting Solution

Not all quoting platforms are equipped to handle the complexity of global deals. For VARs working with multiple vendors, currencies, and timelines, choosing the right solution is critical to protecting VAR margins and maintaining speed.

When evaluating a multi-currency quoting platform, look for features like:

• Support for both multi-currency inputs and outputs within a single quote
• The ability to apply different exchange rates based on the transaction or quote line date
• Integration with live exchange rate APIs, such as OANDA, XE, or central banks
• Flexibility to use vendor-specified FX rates or current market rates, depending on deal structure
• Margin tracking and FX reporting tools that reflect actual FX-adjusted profitability

These features are essential for building quotes that are both accurate and competitive. They reduce errors, speed up approvals, and give account managers the confidence to quote cross-border deals without second-guessing the numbers.

The right solution doesn’t just make quoting easier. It becomes a strategic asset that helps you close global deals faster, manage risk more effectively, and support your team with tools that scale as your international footprint grows.

Final Thoughts: Precision = Trust

In global ICT sales, trust is everything. When that quote reflects inconsistent exchange rates or vague currency logic, trust begins to erode. But when every line is clear, accurate, and grounded in a real-world financial context, it signals professionalism, reliability, and transparency.

For VARs, the ability to manage multi-currency transactions with precision is no longer a nice-to-have. It is a must. Customers expect to see pricing in their local currency, tied to real-time or date-specific rates.

Internal teams need tools that reduce risk, save time, and support long-term growth across diverse markets. Static tables and guesswork cannot keep up with today’s global pace. Dynamic quoting is what turns complexity into clarity and quoting into a competitive advantage.