OMG heresy from a Configure/Price/Quote (CPQ) advisor right? Or is it? Before we go ahead and clarify the headline above let’s look at this statement from a startup company point of view. Imagine that you just founded a new Software [...]
by Guillermo Martinez Project Sponsors and Steering Committees have similar roles in a CPQ project (or any project, as a matter of fact), both have an actual interest in the outcome of the project and are responsible for the project [...]
Yes, you are correct I couldn't add any more acronyms in this headline. Anyway have you noticed that many businesses think of Configure-Price-Quote (CPQ) tools first as a Business to Business (B2B) tool? Meaning they see them first and foremost [...]
by Guillermo Martinez A lot has been written on how Configure, Price & Quote (CPQ) software can make the selling more efficient for your company. When shaping one of the CPQ solutions in the market, your company needs to make the [...]
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! [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]