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CPQ

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

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

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 – but it also means that there are a lot of future CPQ users still employing manual processes to generate quotes and proposals.

By Chris Bucholtz | February 24th, 2016

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

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

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 to catch the guilty party. Columbo and CPQHowever, the manner in which Columbo would catch his prey was quite unique.

By Chris Bucholtz | February 17th, 2016

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

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

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 will help put quotes together that are quick, accurate, and allow deals to be priced within margin protection boundaries. Those are all great things – for your business.

By Chris Bucholtz | February 11th, 2016

How the Changing Customer is Making CPQ a Must

How the Changing Customer is Making CPQ a Must

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, initial agreement on a price, then the rejection of that price by some unseen manager, then more back and forth. Even after agreeing to a price, you’d be hit by upsells – extended warranties, extra features and on and on.

By Chris Bucholtz | December 29th, 2015

What Bed, Bath & Beyond’s Coupons Can Teach Us About the Value of CPQ and Incentives

What Bed, Bath & Beyond’s Coupons Can Teach Us About the Value of CPQ and Incentives

There are few common experiences shared by all of us: the joy of a new life, the pain of loss, the aggravation of tax time, and, of course, the inevitability of that blue coupon from Bed, Bath & Beyond in your mailbox every stinkin’ week. Like clockwork, it comes, offering 20 percent off an item for your next visit. In my house, they build up like snow drifts in the coupon drawer, one after the next.

By Chris Bucholtz | October 13th, 2015
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