As Configure/Price/Quote (CPQ) tools get more and more popular it becomes important to learn some lessons from companies who already implemented a CPQ solution. Check the points below BEFORE you start your CPQ Transformation and save some time and money! While the list below is not complete it is a good starting point 1.Data Integration [...]
by Guillermo Martinez A quote document can facilitate transactions between your company and your client however, the exact same quote document may also be the determining factor for the client to purchase from your competition and not from your company. It is suggested not to minimize the importance of a professional quote document and even more, [...]
In a recent discussion I was asked if I knew of any CPQ event that was NOT organized by a specific CPQ Vendor. FYI - A vendor organized event is something like PROS/Outperform, Model N/Rainmaker, Apttus/Accelerate, Steelbrick/Build etc. I thought that was a very interesting question, unfortunately I didn’t have a good answer for that. [...]
by Guillermo Martinez Whether your organization is going to embark on the journey of selecting and implementing a new CPQ solution or optimizing your existing solution, it is a good idea to balance the business requirements of the three components of CPQ. CPQ stands for Configure, Price and Quote and your optimal solution should CONFIGURE, PRICE & [...]
While many business changes are called transformational I don’t think every change is transformational or for that matter needs to be transformational to be a business success. But if you are either implementing a new Configure/Price/Quote (CPQ) tool or change your existing CPQ process(es) and tool(s) you most likely want to make a fundamental / [...]
This time of year provides a good opportunity to determine where the CPQ (and Quote-to-Cash) market is and where it may go over the coming calendar year. Through the Salesforce acquisition of Steelbrick* and the M&A Rumor that Oracle may acquire NetSuite** it becomes very interesting to see where the market may turn this year [...]
I assume it is a valid question when you are not in Sales or Sales Operations but if your company is selling products or services, CPQ (Configure/Price/Quote) impacts more people than you may think. In addition to Sales and Sales Ops Teams it also impacts Legal-, Product Management-, Finance-, Marketing, IT Teams and literally the [...]
Product Configurators are available as part of a Configure/Price/Quote (CPQ) tool or eCommerce package and they come in many flavors and are used for many different purposes. From showing different colors on a T-Shirt to building Power Plants. Because of this variety it is helpful to understand what configurators are available and determine how much [...]
As more CPQ vendors add functionality to their Solutions to become Quote-to-Cash vendors it makes sense to have a look at both terms to see what the difference is. Let’s start with looking at their definitions: Definition (from wikipedia): Quote-to-cash (or QTC or Q2C) is an information technology term for the integration and automated management [...]
If you read a good number of CPQ articles, blog posts, websites, tweets and so on or listen to podcasts, videos etc you can’t help but get the feeling that CPQ Change or Change in general is easy and that everyone who considers himself/herself open and modern is very excited about change. Really? That is [...]
