How CPQ Makes Finance Happy, Too

By |August 16th, 2016|Configure Price Quote (CPQ)|

One of the challenges in describing CPQ to people unfamiliar with it is that its capabilities seem to shift depending on the role of the person you’re talking to. If it’s a salesperson, it’s a [...]

Three Signs Your CPQ Solution is Ready for Replacement

By |June 6th, 2016|Configure Price Quote (CPQ)|

Nothing lasts forever, they say. The great mountains were lowly valleys until tectonic forces propelled them upward, and as soon as they reached their apex the winds and rains began the relentless process of wearing [...]

How Much Money are Quoting Errors Costing You?

By |April 14th, 2016|Configure Price Quote (CPQ)|

The demand for Configure Price Quote (CPQ) solutions is growing and expanding to new industries and into businesses that are smaller than had been traditional in the past. That’s because business is changing: companies are [...]

How Much Upsell Goes Un-upsold? How CPQ Supersizes Your Deals

By |March 11th, 2016|Configure Price Quote (CPQ)|

When sales organizations have their acts together, their sales teams are upselling machines. They know what offers should be made in tandem, and they know what upsells work for which types of customers. When I [...]

Going to CPQ from Manual Quoting: Work that Pays for Itself

By |February 24th, 2016|Configure Price Quote (CPQ)|

CPQ (configure price quote) is a hot application; estimates of its growth suggest the total market for CPQ solutions will grow by about 50 percent over the next three years. That’s good news for vendors [...]

Columbo and CPQ: How to turn order-takers into value sellers

By |February 17th, 2016|Configure Price Quote (CPQ)|

From 1968 to 2003, Peter Falk played a detective on American television called Lieutenant Columbo. Columbo was a scruffy but polite and well-spoken chap, and like most law enforcement characters on TV, he always seemed [...]

What CPQ Stands for, From the Customer’s Point of View

By |February 11th, 2016|Configure Price Quote (CPQ)|

If you’re in sales or sales management, when you see the acronym “CPQ,” you automatically know it stands for “Configure Price Quote.” Those are three words with some resonance for salespeople: they mean that CPQ [...]

You Know Accelerating Sales is Important. Here are the Hidden Numbers that Show Why

By |January 5th, 2016|Configure Price Quote (CPQ)|

You’d think we were all still in the “Me Generation” of the 1970s when it comes to sales acceleration. Quite understandably, sales vice presidents and sales managers (and CROs and CFOs and CEOs, too) see [...]

How the Changing Customer is Making CPQ a Must

By |December 29th, 2015|Configure Price Quote (CPQ)|

If you’re a buyer (and we all are), your expectations have changed a lot over the last decade. For example, buying a car used to involve a lot of back and forth with sales people, [...]

Replacement Parts, Consumables and CPQ: How Configure Price Quote Can Energize a Hidden Profit Center

By |November 24th, 2015|Configure Price Quote (CPQ)|

Nothing is as unfathomable to a customer as a great initial buying experience followed by a terrible support experience from the same vendor. This isn’t simply perceived as the vendor having a rough day or [...]