Configure-Price-Quote Selection Guide

As a manual process, CPQ is inefficient and error-prone. Salespeople spend a large portion of their time flipping through product catalogs and stuck on email chains for the approval of prices.
Margins are eroded by discounts that fly under the radar. Errors are common at all stages of the process.
The drawn-out administrivia in between intent-to-purchase and contract generation slows the sales cycle, threatening conversions.

Our Advice

Critical Insight

Despite the benefits CPQs offer sales reps, there can be resistance due to the perceived decrease in autonomy caused by the rigid logic of rules engines.
Modern CPQ platforms can require significant amounts of data for the best analysis and recommendations.
CPQs are extensive and feature rich. In systems with such a breadth of process it’s easy to get lost in the functionality. Value is unlikely to be realized without strategic selection and configuration.

Impact and Result

Choose a CPQ that is right for you by identifying which features will drive the most value and selecting a vendor that specializes in that niche.
Maintain the right level of complexity. Keeping the system as simple as possible by enabling only relevant features helps encourage sales rep buy-in. A good UX/UI is also essential.
Strong data governance and change management will help ease the transition.

Configure-Price-Quote Selection Guide Research & Tools

1. Configure-Price-Quote Selection Guide – Gain a comprehensive understanding of the sales process before embarking on selection to ensure the chosen software is the right fit.

Use this guide to speed up the process to build your requirements and select the right CPQ platform for your organization. Phase 2 provides a top-level overview of the popular players you will encounter during your CPQ shortlisting process.

Identify the best tools for your sales automation needs.

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We produce unbiased and highly relevant research to help CIOs and IT leaders make strategic, timely, and well-informed decisions. We partner closely with IT teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.

What Is a Blueprint?

A blueprint is designed to be a roadmap, containing a methodology and the tools and templates you need to solve your IT problems.

Each blueprint can be accompanied by a Guided Implementation that provides you access to our world-class analysts to help you get through the project.

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Get the help you need in this 2-phase advisory process. You'll receive 4 touchpoints with our researchers, all included in your membership.

Guided Implementation 1: Configure, Price & Quote Platform Selection Guide

Call 1: Understand the concept of a CPQ platform, and explore its core capabilities and emerging trends.
Call 2: Define your key CPQ requirements.