How do you measure if your Configure/Price Quote (CPQ) initiative was a success? One obvious option is to track if the CPQ tool helps you achieve the basic CPQ benefits (increased revenue, increased margins, eliminate quote/opportunity/contract errors and close more deals). Basic CPQ Key Performance Indicators (KPI’s) [...]
In the last couple of years there was already some CPQ Software Vendor consolidation when Oracle acquired BigMachines, PROS acquired Cameleon and Infor acquired TDCI. My question is: Will there be more consolidation going forward?. I think so but before we look at the why, lets look at the current CPQ market. As you probably know, the [...]
Are you looking for Configure/Price/Quote (CPQ) Information? If you are, you probably noticed that there is a huge amount of information on the Internet, Twitter, LinkedIn, Research Reports (Gartner, Aberdeen, Forrester etc.), Videos (Youtube, Vimeo, etc), Industry Events, Blogs and on and on. While it is a lot right now there is a good chance [...]
While I expect that we all agree that CPQ is a hot technology at the moment*. I think there is at least one more reason beside the Analysis & Research predictions that the CPQ area will thrive for the foreseeable future and that is because the majority of people in the workforce are now Millennials**. [...]
This blogpost is about the process of getting Product Information (Product Data + Product Configuration Rules) from the Product Management Team to the Team that maintains your CPQ Tool. While I recognize that there are multiple CPQ tool vendors that claim that a product (model) can be setup in their tool by a business team [...]
Have you counted lately how many different Configure, Price and Quoting (CPQ) Software Vendors are out there? Here are some examples of SaaS CPQ and on premises CPQ solutions: 1. Oracle CPQ Cloud (BigMachines) 2. Apttus (for Salesforce) 3. Steelbrick (for Salesforce) 4. PROS (former Cameleon) 5. FPX 6. Quosal 7. Model N 8. Tacton [...]
The selection of a CPQ tool is a very important decision for every company that needs to be approached thoroughly. Nevertheless even when the best CPQ tool for your company, your industry and your users is selected it doesn’t mean the implementation of the tool will be a success. What makes or breaks the success [...]
While there are potentially many more questions to be considered let’s start with the core questions from the previous post. Consider also that more and more users require customization of products and they demand a simple to understand user experience. Dynamic rendering of images supports this requirement. If you determine that you need something more [...]
Lets look at a couple of questions to determine if it makes sense to make this investment. Who uses your CPQ tool? • internal Sales Team • Channel Partner Sales Team • Customers Note: Your internal Sales Team is working with the tool on a daily basis and can probably get around with training and other [...]
Many CPQ tools have a good enough user interface so that most CPQ customers never investigate if they need something fancier beyond what their standard CPQ tool offers. This can be a big mistake because you want your users to use and adopt the CPQ tool, right? This will be required to provide your customer [...]
