​What’s the Value of CPQ?

​What’s the Value of CPQ?

In part 1 of this series, we characterized the value of CPQ.  We referenced an article that appeared in Forbes magazine, which did a great job of identifying the functional and operational benefits that a company could gain from CPQ.  However, we wanted to drill into this subject further and translate these benefits into specific metrics.  As the expression asserts … “you can’t manage what you can’t measure.” To do this, we have identified five key performance indicators (KPIs) that we believe represent the essence of CPQ.  Each is readily accessible and can be extended to develop an ROI.

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What is CPQ and Why Should it Matter?

What is CPQ and Why Should it Matter?

CPQ helps companies configure product offerings, price them and produce quotes and proposals.  It is functionality used by sales people and can be extended to customers via a self-serve portal.  Ultimately, it is about minimizing the quoting effort and accurately conveying the specific requirements for downstream processes.  As can be seen in the acronym itself, CPQ involves multiple disciplines.  The elements of a quote include …

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