Looking to make the creation of quotes a point-and-click process? Trying to streamline the customer experience? Or just seeking a way close faster, for more money? If you answered yes to any of those questions, your solution is CPQ technology. The Forrester Wave™: Configure-Price-Quote Solutions, Q1 2017 report evaluates the fast-growing field of configure price quote (CPQ) solutions and identifies the options that are the best match for your business’s needs.
Download the report today to discover how CPQ leaders like CallidusCloud have had to:
Grow up from a line of business to an enterprise solution. Due to its origins as a product configurator, CPQ planted its roots in lines of business where product complexity was high. CPQ’s maturation toward a seller focus has enabled it to permeate the entire enterprise, unifying disparate lines of business and empowering modern consultative sellers to recommend complete solution packages to their customers.
Grow out from direct sales support to enable omnichannel selling. The shift from the back office to front office started with direct sales, but shortly thereafter it extended to indirect sellers like partners, dealers, and distributors. As modern sales strategies have continued to evolve, CPQ has enabled newer channels like self-service, customer service, and automated ordering through internet-of-things (IoT) devices.
Grow beyond core verticals. Configurators have long found a home in verticals like high-tech and manufacturing due to product complexities and big investments in enterprise resource planning (ERP) solutions. As sales processes became the focal point of CPQ, features like guided selling, pricing optimization, and dynamic document creation emerged and drew appeal from new verticals like communications, financial services, and insurance.