HOW WE RESEARCH CPQ
How Novus CPQ Research Works
Independent, practical CPQ research based on direct vendor interaction, product demonstrations and real-world experience.
Since 1996
CPQ research and market experience.
55+ CPQ Solutions
Briefings and ongoing vendor research.
Direct Research
Vendor briefings and live product demonstrations.
Customer Input
Customer and reference perspectives where appropriate.
Research is based on direct interaction. Novus CPQ Briefings are developed from ongoing vendor discussions and demonstrations, while deeper CPQ Sales Report research can include up to four hours of structured product demonstration.
Our Research Process
01 — Market Monitoring
Novus continuously follows CPQ vendors, product developments, market trends, acquisitions, partnerships and changes in buyer requirements — insights we also share through The CPQ Podcast.
02 — Direct Vendor Research
We engage directly with CPQ vendors to understand their strategy, market focus, customer base, recent developments and product roadmap.
03 — Product Demonstration
We ask vendors to demonstrate actual workflows rather than relying solely on presentations. CPQ Sales Reports can involve up to four hours of structured demonstration.
04 — Independent Analysis
Novus evaluates what we learn against accumulated CPQ market knowledge and buyer requirements.
05 — Fact Validation
Vendors may review research for factual accuracy. Fact validation does not mean vendors determine Novus’ analysis or conclusions.
06 — Customer Input & Continuous Updates
Novus incorporates customer perspectives where part of the methodology. Research is updated as products and markets change.
CPQ Briefings
Purpose: Quickly understand an individual CPQ solution
Typical research includes company direction and future plans, recent developments, up to three representative use cases, live user workflows, administration of key capabilities, and strengths and considerations.
CPQ Briefings provide a concise, continuously updated view of solutions across the broader CPQ market.
CPQ Sales Reports
Purpose: Support deeper evaluation of an individual solution
CPQ Sales Reports provide a deeper, structured evaluation and can include up to four hours of product demonstration. Core areas include configuration, pricing, quoting, workflow and integrations from both user and administration perspectives, with adjacent capabilities addressed where relevant.
CPQ Sales Reports combine detailed product analysis with broader market research and customer/reference input where available.
Applied CPQ Research & Advisory
Purpose: Apply Novus research to specific client questions
Novus applies its research to specific client questions, including evaluating CPQ solutions, assessing an existing CPQ environment, and helping organizations understand relevant market and technology developments.
Engagements are adapted to the client’s starting point and specific needs.
What We Evaluate
Configuration & Guided Selling
Complexity, rules, bundles, guided selling, recommendations and visualization.
Pricing & Commercial Models
Pricing logic, discounting, subscriptions, usage and commercial complexity.
Quoting & Workflow
Documents, approvals, collaboration and quote processes.
Administration & Maintainability
Changes, governance, required skills and maintenance effort.
Architecture & Integration
CRM, ERP, commerce, APIs, composability and data.
User & Channel Experience
Seller, partner, self-service and other buying/selling experiences.
Implementation
Complexity, resources and implementation approach.
Market Fit & Differentiation
Use cases, industries, strengths, limitations and areas requiring validation.
We Look at Both Sides of CPQ
User Experience
What can sellers, partners or customers actually accomplish? How intuitive is the workflow?
Administration
What does it take to change product models, pricing, approvals, integrations, templates and other business logic?
A sophisticated capability can still create significant long-term complexity if it is difficult to administer. For that reason, Novus research considers both what users can do and what organizations must do to maintain the solution.
From Research to Application
Novus research starts with understanding the market, then the products, and finally the buyer or client question.
When we support a CPQ selection, we begin with the organization’s business requirements, complexity, processes, technology environment and goals — rather than a predetermined vendor shortlist. Those requirements are then used to:
- identify appropriate solutions
- establish objective evaluation criteria
- issue structured questionnaires or RFPs where appropriate
- run scripted vendor demonstrations against agreed business scenarios
- support evaluation and final decision-making
The process is flexible: organizations that have already completed requirements gathering, developed a shortlist, or progressed further in their evaluation can engage Novus for only the remaining stages — evaluation, demonstrations or final selection support.
Independence & Research Standards
Independent analysis
Our conclusions reflect the Novus analyst assessment.
Direct research whenever possible
We prefer direct engagement with vendors — through discussions, live demonstrations, and materials shared directly with us — rather than relying solely on publicly available information.
Fact validation
Vendors may identify factual errors and provide additional information, but factual review does not give them control over the analysis.
Evidence before claims
Capabilities are evaluated based on the information and demonstrations available to Novus at the time of research.
Customer input where appropriate
Deeper research may incorporate customer/reference interviews and real-world implementation experience.
Limitations are part of the research
Our objective is to identify both areas of strength and areas buyers should validate.
Research evolves
CPQ products change rapidly. Novus updates research when meaningful new information becomes available.
Vendors may review Novus research for factual accuracy, but they do not determine the analyst conclusions.
Explore Novus CPQ Research