Gartner Magic Quadrant for CPQ: Fitting all the pieces together

It was quite a busy January for us here at CallidusCloud.

First, we were honored to be recognized again as a Leader in the Magic Quadrant for Sales Performance Management, and now we’ve been named as a Visionary in the Gartner Magic Quadrant for Configure, Price and Quote (CPQ) for 2018.

This is the first Gartner Magic Quadrant for CPQ, and we think its launch by Gartner underlines how indispensable CPQ is becoming to the overall B2B selling process. Yes CPQ has been around awhile, but we believe that the Cloud delivery model, and more OOTB functionality, are bringing down barriers to entry.

CPQ is also fitting more seamlessly into the larger Lead to Money sales process, and that is also adding more value.

Gartner-Magic-QuadrantIf you are involved in any aspect of sales operations you know that nothing in the B2B selling process exists in isolation. Not having all pieces connected can be a dire mistake.

To respond, we’ve become a lot smarter about how to do integrations, which we feel are key to CPQ and Sales Performance Management. Many of our customer implementations have over eight integrations going on in the background, to ERP, CRM, and many other back end systems. A slew of new Cloud-based technologies that we are employing are making this easier.

Specific integrations between core elements of Lead to Money are also making a real difference to sales productivity.

One prime example is Commissions and CPQ. Knowing exactly what commission is going to be paid is a key driver as to whether a sales rep pushes a particular bundle, quote, and pricing/discounting scheme. Having Commissions integrated with CPQ is essential.

The contract process is the key follow-on to an accepted proposal. Once a proposal is generated in CPQ, an automated contract negotiation process is the clear next step to speed up the negotiation process. This is where a Contract Lifecycle Management solution comes into play.

Finally, a set of analytics that can unify and enhance any Lead to Money suite helps customers measure performance, trends, and identify possible issues before they become large issues.

Augmented intelligence is of course the new frontier, where machine learning can provide individualized and targeted suggestions for actions relating to CPQ, as well as SPM, and other areas of the B2B selling process.

In sum, making CPQ a rousing success depends on a strategy for automation of all elements of Lead to Money, and total integration between these elements. It’s a journey that many customers are embarking on now.

For a complimentary copy of the Magic Quadrant for Sales Performance Management, please go here.

  1 Gartner, “Magic Quadrant for Configure, Price and Quote Application Suites,” Mark Lewis, Melissa A. Hilbert, January 29, 2018. 2 Gartner, “Magic Quadrant for Sales Performance Management,” Melissa A. Hilbert, Tad Travis, Julian Poulter, January 15, 2018. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
By Andres Botero | January 31st, 2018 | CPQ

About the Author: Andres Botero

Andres Botero

Andres Botero is Chief Marketing Officer at CallidusCloud. Andres is a proven marketing leader with over 20 years of experience leading marketing efforts for small, medium, and large corporations, including major SaaS players. He has a deep knowledge of digital, direct, and indirect marketing and the operational aspects of a fast-growth business. He holds a BS in industrial engineering from Universidad de Los Andes (Bogota, Colombia) and an MBA from the Stanford Graduate School of Business.