Configure Price Quote (CPQ)

Configure-Price-Quote (CPQ) is a term commonly used for the process leading up to generating a sales proposal for companies offering complex products or services. CPQ software helps companies enable their sales organizations by easing configuration of complicated product offerings, price them in such a way that the correct discounting and bundling rules apply to products or sets of products, and create fast, accurate quotes based on that information. CPQ software bridges the gap between front and back-end systems and assists companies in the lead-to-order and lead-to-cash processes.

The CPQ Acronym

Configure

The process of discovering, selecting, and combining product and service options to create a configured product while taking into consideration all rules and constraints. Examples may be the configuration of a product that is available in many different configuration options, many of which are dependent on each other.


Price

Deciding the amount required for payment while taking into consideration the configuration and additional conditions. Examples of additional conditions may be economic benefits, manufacturing costs and competitor’s pricing.


Quote

Document describing the requested products and services, pricing, and associated terms and conditions.


CPQ Components

Configure Price Quote (CPQ)

Product Selection

Selecting the correct products to sell to a customer is the first hurdle a sales representative must get over when quoting. This process may include answering questions to guide them, setting filters manually or using data from other areas of the system to set filters easing product selection.

Additionally, selecting products may also influence the selection of other product. There may be business rules that prevent two or more products to be sold together, demand that two or more products must be sold together, or not allow a product to be available or visible until another product has been sold.

The product selection process must maintain a balance between selling the best products and services for the customer and what the business wants to promote and sell.

Product Configuration

Products may have many attributes that make them configurable to a customer’s needs such as the size, version, materials, ingredients, capabilities, technologies, and more. These attributes may drive price, revenue recognition, fulfillment or other actions downstream. Many businesses have seen their product catalogs exponentially proliferated if their CPQ system could not handle product configuration appropriately.

In Our Own Words

"As our clients move from a one-time, upfront selling model to a recurring model, where protecting and growing existing customers is very important, the automation of renewals and amendments by using a CPQ tool becomes essential.

Without a CPQ tool, many solutions for these processes become overly complex due to data integrity, dates, retaining bundle structure and revenue recognition rules. ATG recommends our clients utilize the CPQ functionality for renewal and amendment processes, freeing their time to focus their creative ideas on product development, client support, and upsell, cross-sell, and upgrade strategies."

- Matt Archibald - ATG CPQ Practice Lead

Bundling

Products may be sold together at either a discounted rate or a preconfigured solution to make sure customers have the most value and to increase the footprint of ownership of product offerings. In many cases, a single product to a customer is the compilation of many products within the system products like automobiles, boats, pizza, and others.

Preconfigured - Top Down

This type of bundle is usually preset and pre-priced. The products within the bundle cannot be configured or changed, and the only way to change the price is to discount the entire bundle at once.


Configurable - Bottom Up

This type of bundle allows the user to select and configure products within the package. These selections and configurations will drive the price of the overall bundle.


Solution Based - Virtual Bundle

This type of bundle groups many products together for users inside the system and hold many benefits of the configurable bundle such as selection rules, product configuration, and validations. However, once the sales representative is done configuring the bundle, the customer doesn’t see it being sold as a bundle. This is commonly used for selling a solution for a data center or to encourage upselling and cross-selling.


Standard Pricing

Standard prices are provided for each product or product attribute in a catalog. Standard prices for each product are key to keeping the available products in a product catalog from growing out of control. The available product variations create the need for additional pricing schemas.

Those schemas can be added to the core product, making these options available to other products within the product catalog. This structure ensures consistency and reduces the need to build customer-specific products within the product catalog.

Upsell, Cross-Sell & Expansion

These sales processes are the central methods for increasing average revenue per user, an essential growth metric for most businesses using a recurring revenue business model. These businesses also focus heavily on annual contract value.

Upselling is the process of selling more of a particular service. For example, moving from 6 MB internet speed for $25 per month to 18 MB for $45 per month is a typical upsell.

Cross-selling is when a customer purchases a separate product or service in addition to what they had originally anticipated buying. For example, if the customer originally intended to buy internet service, but the sales representative convinced them to purchase phone and cable services too, the sales representative successfully performed cross-selling.

Expansion is the process of broadening the selling engagement with the customer to additional locations, business units, or channels. This process is not independent of upselling and cross-selling, but it refers to specifically growing the size and buying power of the customer. For example, if a sales representative is selling software to the accounting group at John Deere in Missoula, MT and they expand the sale to include the sales team plus two other locations, they have achieved expansion. A good CPQ application assists this process by allowing many child accounts, groups, and locations to be quoted at once.

Have you heard a cross-sell like this before?

"Thank you for using our cable services and updating your credit card information! Did you notice that we have expanded our internet offerings in your neighborhood and are offering free service for three months if you add it to your plan now?"

The combination of upselling and cross-selling is the primary method of driving more revenue within an existing customer base. Another common phrase is wallet share. Many service providers have a goal of increasing the wallet share from their customer base, which is often done through upselling, cross-selling, or both. The concept of bundling or packaging is a method for accelerating an upsell, cross-sell, or both.

Upselling and cross-selling can be done at the time of customer creation or over the course of the life of the customer. In the context of a call center, many agents are compensated specifically for upselling and cross-selling they perform in their typical customer care.

Proposal

A proposal is a term that has many definitions in a CPQ context and means different things to different people. A proposal can be a simple informal verbal agreement such as a budgetary quote or back of the napkin quote, or it could be more complex such as a RFP response proposal that includes a full quote, contract language, and supplementary marketing material.

Quote

The quote is often the first commitment made by a business to new customers. Once the customer has selected the product or product feature set that meets their needs, a quote will be presented that demonstrates the options selected, the prices, and discounts available to them. This ensures complete understanding of what is being purchased, the contract terms, and any additional service details.

Customers may not agree to the first version of the quote or seek to negotiate additional terms or services. Quotes should be easy to reconfigure to represent any additional changes at a near real-time rate.

In another scenario, it may take time for a customer to return with an answer to the quote. In such a case, the quote can be stored for future reference without having to re-engineer the quote or take the customer back through the entire process again.

Some scenarios require that the quote be executable in order to confirm contractual information and acceptance of the quote. CPQ solutions should have the ability to allow for both wet or digital signatures.

In Our Own Words

In Our Own Words

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" With the adoption of agile-style project management, larger and more complex projects must incorporate both short and long-term goals and objectives. A well-documented understanding of the inputs and expected outputs early in the project along with appropriate phase scheduling are two keys to a successful implementation. Phases need to coordinate realistic, achievable actions between teams and systems with clear success criteria that adds value to the business along the way. "

Maura Mall, ATG Lead Consultant

Approvals

The quote should provide an area for the customer to easily agree to the terms provided to facilitate the subsequent provisioning, activation, and shipping that is necessary to provide goods and services quickly and effectively to the customer. The approvals are retained for future reference.

Internally, an approval may be required to provide a quote to a customer. In any case, requiring approvals for quotes, the process should be as efficient as possible. Approvals often ensure that quotes are accurate, meet internal revenue standards and margins, and the terms are sufficient. The approval process should involve the appropriate level staff and be communicated as quickly as possible. Approvals are retained for future reference.

Certain customers require special care. These customers may receive appropriate discounts added to their quotes, special services, or renegotiated price rates outside of what is available to the sales team at that time. These require even more speed and efficiency as well as a thorough review at the appropriate levels.

Approvals during the quoting step are more important as any other step in the Lead to Cash process. Creating and sending a proposal, estimate, or quote is typically the first time the customer sees the product information, pricing, or both. Approving before this step limits the flexibility of the sales representative to negotiate, and approvals after this step are passive, causing the client to become frustrated.

FACT Framework

ATG recommends that the quoting process follow the FACT FrameworkFast, Accurate, Clean, and Transactable.

Every company is intentionally or unintentionally balancing the need for speed, quality, accuracy, and efficiency. Not only is this done for direct selling but also for channel selling and e-commerce. For example, every sales representative will tell you that the fastest way to get a quote out the door is to eliminate any approvals. However, other business stakeholders know that there are financial or legal or other risks that need to be mitigated, hence the need for at least some approval process to ensure quality and accuracy.

Each of the following questions must be asked and answers balanced to ensure an optimal selling environment. Are there too many approvals in the process? Too few? What about data? Should addresses be validated up front, or only at order time? Should customer credit be checked? If yes, should it be early or late in the process?

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FAST

ACCURATE

CLEAN

TRANSACTABLE

The quote process is as responsive as the customer requires.
Provisioning and billing information is complete and accurate.
Quotes and proposals are professional and add credibility to the selling process.
Opportunities, quotes, contracts, and orders are integrated with limited need for redundant data entry.

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FACT Framework

ATG recommends that the quoting process follow the FACT FrameworkFast, Accurate, Clean, and Transactable.

Every company is intentionally or unintentionally balancing the need for speed, quality, accuracy, and efficiency. Not only is this done for direct selling but also for channel selling and e-commerce. For example, every sales representative will tell you that the fastest way to get a quote out the door is to eliminate any approvals. However, other business stakeholders know that there are financial or legal or other risks that need to be mitigated, hence the need for at least some approval process to ensure quality and accuracy.

Each of the following questions must be asked and answers balanced to ensure an optimal selling environment. Are there too many approvals in the process? Too few? What about data? Should addresses be validated up front, or only at order time? Should customer credit be checked? If yes, should it be early or late in the process?

Image

FAST

The quote process is as responsive as the customer requires.

⚬⚬⚬⚬⚬

ACCURATE

Provisioning and billing information is complete and accurate.

⚬⚬⚬⚬⚬

CLEAN

Quotes and proposals are professional and add credibility to the selling process.

⚬⚬⚬⚬⚬

TRANSACTABLE

Opportunities, quotes, contracts, and orders are integrated with limited need for redundant data entry.

⚬⚬⚬⚬⚬

When is Packaged CPQ Needed?

Below is a list of compelling areas that should be considered when evaluating if a packaged CPQ solution is necessary.
  • The company is operating in a B2B model and operates in a negotiated selling environment.

  • Customized product offerings, and pricing and discounting are crucial to success.

  • Multiple products, services, and bundles are in the mix.

  • Complex configuration and business rules are required.

  • Complex approval processes, such as credit check, engineering approval, pricing approval, and legal approval are necessary.

  • Segmentation of customer base for specific pricing and discounting rules is strategic.

  • The volume of users and quotes is significant enough to warrant increased automation or the growth path is such that it will be big enough soon.

 
 

When Is Packaged CPQ Required?

Below is a list of compelling areas that should be considered when evaluating if a packaged CPQ solution is necessary.
The company is operating in a B2B model and operates in a negotiated selling environment.
Customized product offerings, and pricing and discounting are crucial to success.
Multiple products, services, and bundles are in the mix.
Complex configuration and business rules are required.
Complex approval processes, such as credit check, engineering approval, pricing approval, and legal approval are necessary.
Segmentation of customer base for specific pricing and discounting rules is strategic.
The volume of users and quotes is significant enough to warrant increased automation or the growth path is such that it will be big enough soon.

   CPQ RESOURCES: ATG RELEVANT SERVICES

Quote to Cash Assessment

Advisory Services

Core Quote to Cash processes are the key to enabling and accelerating revenue growth, allowing rapid introduction of new products and services, creating dynamic marketing strategies and efficiently managing acquisitions - all of which accumulates into the necessary ability to remain competitive in today’s increasingly dynamic markets. Agility in the Q2C environment allows service providers to be responsive to the ever changing needs of the marketplace.

Find out how ATG can help.

Learn More

Cloud CPQ Implementation

Implementation Services

We help CIOs balance technology investments with supporting people and process initiatives to ensure successful implementations. Our deep domain experience with cloud application implementations span across the entire ATG Monetization Ecosystem™.

At the heart of the ATG Monetization Ecosystem™ is CRM, CPQ, and Billing. ATG has developed special accelerators to streamline the implementation while stepping through up to 75 different processes to ensure no stone is left unturned for a smooth and timely implementation.

Learn More

Salesforce™ CPQ Health Check

Implementation Services

ATG’s Salesforce Quote to Cash Expert Services provides Salesforce CPQ Health Checks to test the FACT (Fast, Accurate, Clean, Transactable) capabilities of your implementation. In the Health Check, ATG will evaluate the performance, usability, and agility of your current Salesforce CPQ implementation.

Our goal is to help you find a path forward to optimize your use of the Salesforce CPQ product. We will show you how we can make your process more efficient and improve user experience.

Learn More

Production Success Team

Managed Services

Ensure full adoption of your Quote to Cash (Q2C) implementation by strategically combining the skills and workforce of specially trained analysts with seasoned implementation experts from ATG. ATG’s Production Success Team helps our clients take the reins in post-implementation from the implementation team by leveraging the best practices learned during 20 years of CPQ and Billing implementations.

ATG’s unique Production Success Approach enables cost effective adoption without losing access to the knowledge base from the original implementation team.

Learn More

Key Benefits of CPQ

Guided Selling

Feature: Guided selling helps sales representatives.

Benefit: Sell more deals at a faster pace. These gains are achievable even with junior or inexperienced salespeople, and they will quickly become more effective.

Bigger Deals

Feature: CPQ typically allows bundles to be quoted, and it has upsell and cross-sell capabilities.

Benefit: Sell bigger deals by presenting targeted offers to customers during the selling process.

Sales Productivity

Feature: All quotes, their users, and the approvers are using the same tool, eliminating the need to search for status updates.

Benefit: Salespeople have more time to sell.

Efficient Risk Management

Feature: Approval steps for key access to design, inventory, price discount, creditworthiness, and legal review.

Benefit: Risk is mitigated by the ability to
enforce company policy.

In Our Own Words

For a large complex customer with multiple business units and sales processes there can be a conflict between implementing a solution to meet tactical needs of the individual units and building a plan to achieve the enterprise benefits of an integrated CPQ experience. It is important to establish the long-term goals and gain agreement across the enterprise for these goals. Once this plan is defined, the steps to that end goal can be defined to achieve tactical benefits along the way while maintaining the path to the desired end state.

- KEVIN YORK, ATG EXECUTIVE DIRECTOR
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Key Requirements for CPQ Tools

Product Catalog

Ability to interact with typical product catalog environment.

Customer-Facing Selling, Billing & Rating, and Provisioning & Fulfillment Catalogs

Omni-Channel Selling

Ability to operate efficiently in a omnichannel selling model with multiple quote entry points.

Salesforce CRM, Call Center, eCommerce, Partners, and API

Pricing Types

Ability to support pricing for usage, recurring, percent of the total, and non-recurring charges for a single product.

Discount Types

Ability to support discounts at each level of charge.

Unit Based, Monetary, Percentage, Void, and Targeted Pricing

Bundling

Ability to support bundling of multiple products and services into a standardized offering.

Customer Lifecycle

Abillity to support the lifecycle of the customer throughout their tenure with the company.

New, Add, Renew, Up-Sell, Cross-Sell

Assets & Inventory

Ability to quote off of existing assets, subscriptions, or entitlements. This includes rules that include past purchases or client loyalty programs.

Pricing Environments

Ability to work effectively in a list, standard, special, customer, partner, and customer-specific pricing environments.

Exceptions Process

Ability to manage exceptions process efficiently.

Needs fine-grained level of precision for conditional branching, full visibility to quote regardless of stage, and intelligent routing and queuing.

Quote Quality

Ability to present professional, easy-to-digest quotes and proposals. This quote must have some dynamic capabilities to be able only to show information needed.

Downstream Integration

Ability for downstream integration with ordering, contracting, and fulfillment applications. This is while maintaining data integrity for the account, product, and pricing masters.

Account Hierarchy

Ability to quote to multiple entities, subsidiaries, or locations and maintain flexible renewals functionality.

Marketing

Ability to market and promote new products and services to both users and end customers while quoting. This often promotes the strategic selling and direction of the overall business.

Channel Selling

Ability to provide specific services, selling, pricing and quote views for different types of partners.

Distributors, Resellers, and Wholesalers

The Will of the Business


Effective implementation of a CPQ tool provides a company with the ability to fine-tune their selling environment, speeding up (more risk) or slowing down (less risk), adding complexity (more product options or bundles) or reducing complexity (all you can eat pricing). It can be useful to think of this environment as a combination of gauges on a dashboard that reflect the balance of speed, quality, and risk. It is important to pay attention to people, process, and technology when attempting to obtain optimal transformation.

   CPQ RESOURCES - CASE STUDIES

Fronteo Case Study

FRONTEO CPQ Implementation Delivers
Greatly Improved Sales Processes

READ THE CASE STUDY
SkyTouch Technology CPQ Case Study

SkyTouch Lauds Salesforce
CPQ, Billing Implementations

READ THE CASE STUDY
Peak 10 Case Study

Peak 10 CPQ Implementation Adds
Consistency, Scalability

READ THE CASE STUDY
Alien Vault Case Study

AlienVault Salesforce CPQ Implementation
Adds Value, Visibility

READ THE CASE STUDY

Detailed: People | Process | Technology

People:

CPQ is the 'Thing in the Middle' meaning it comes between opportunity and order, and in typical larger B2B enterprises, you can’t get from here to there without it.

Both inside sales and field sales, as the direct conduit to the potential customer, use CPQ extensively. However, the customer service, product, and operations groups are all closely involved with CPQ, while the finance group and legal are key points on the journey from prospect to a sale. In many organizations, the executive team gets involved in large or potentially risky deals.

There is always a team who is administering the CPQ technology. It is important that this team has a say in the project to be able to scale any new processes the rest of the business may need to begin using.

Process:

The process of quoting is very important and affects how a business will sell, renew, amend, approve, and send information downstream. However, using a complicated methodology is dangerous, requiring custom technology and leading to frustrated users.

Streamlining these processes and simplifying things like pricing, product selection, and approvals will enable the FACT Framework in a company.

 ATG maintains a set of 75 key business processes to support management of customers and revenue for businesses. Twenty-six of these processes originate or are impacted by the CPQ function. Below are the key processes that are touched in CPQ, categorized by the organizational unit that owns the process:

Sales Organization

Quote: Product Configuration – configuration of feature and attributes of products and services prior to a sale.

Quote: Product and Service Pricing – configuration of product and service pricing available through the quoting tool.

Quote: Product and Service Discount – configuration of product and service discounts based on certain criteria (e.g., volume discounts, geography).

Up-Sell Processing: Initial Order – selling a customer a separate, better product or service from what they had originally expressed interest in during the needs assessment.

Cross-Sell Processing: Initial Order – selling a customer a separate product or service from what they had originally expressed interest in during the needs assessment.

Partner Transaction Management – oversight and integration of any third-party re-seller or partner transactions, including selling, licensing, and billing.

Renewal Processing – methods used to continue a customer’s services beyond the contract’s expiration period. It may be an automated or manual process.

Customer Service Organization

Up-Sell Processing: Ongoing – the primary method for increasing Average Revenue per User (ARPU), and it is the process of moving a customer to a better product or service at some point during their relationship with your company.

Cross-Sell Processing: Ongoing – the primary method for increasing Average Revenue per User (ARPU), and it is the process of moving a customer to a similar product or service at some point during their relationship with your company.

Renewal Processing – methods used to renew customers’ services, either manually or utilizing automated processes.

Product Organization

New Product Introduction Process – configuring attributes and introducing new products or services to the product catalog.

New Product Introduction Process – Mobile – configure attributes and introduce new products and services made available on mobile devices.

New Product Monetization Process – the configuration of pricing for a new product or service.

Bundled Product Introduction Process – the configuration and introduction of grouped products and services to the product catalog.

Promotion and Discount Process – the configuration of promotions and discounts to new or current products and services.

Operations Organization

Quote: Product/Service Approval – configuration of required approvals for products, services, discounts, and pricing configurations prior to the sale.

Finance Organization

Credit Check Management – the oversight of processes surrounding the checks to clients’ or customers’ credit history and worthiness.

Commissions Processing – the processing of tracking sales commissions and sales reward programs.

Revenue Recognition: Earned Trigger Processing – method for appropriately triggering revenue recognition events.

Revenue Recognition: Contract Line Item Segmentation – methods used to categorize contract items to ensure revenue is recognized properly.

I.T.

Maintenance and Oversight of Monetization Ecosystem – processes around ensuring that all touch points and connections within the ecosystem are optimized to their fullest potential.

Vendor Management of Monetization Ecosystem – oversight and communication duties of ecosystem software components and their vendors, including management of vendor roadmap and change logs and general relationship nurturing.

Monitoring & Testing of Vendor Functional Releases – as ecosystem components release updates and patches, each is checked and tested to confirm all systems are working together as required by the business’ requirements.

Cross-Training of Monetization Ecosystem Components – process for training organizational resources on the appropriate software systems.

Security Oversight of Monetization Ecosystem – process for maintaining and controlling access and permissions to ecosystem components.

Data Stewardship Across Monetization Ecosystem – process of assigning ownership and sources of truth for data within the organization.

Technology:

As more and more companies look for ways to capitalize on recurring revenue sources and utilize usage data to create new revenue streams, CPQ will continue to grow at an accelerated pace.

CPQ has been around a long time, notably in the communications and I.T. arenas. Today, it permeates most verticals and is delivered via the following means:

  • Multi-Tenant Cloud
  • Single-Tenant Cloud
  • Salesforce.com Native Platform
  • On-Premise Software

Key Vendors

ESSENTIALS

Founded: 1999
HQ: San Francisco, CA
Company Type: Public
Website: www.salesforce.com
Delivery Method: Cloud

OVERVIEW

Salesforce CPQ, formerly Steelbrick, is an optional extension for Salesforce Sales Cloud to speed up proposal and quote generation dramatically, allow image-based product selection constrained by your configuration rules, and control discounts and processes. It connects product catalogs, quotes, and orders to the CRM system. Salesforce also has a complementing billing option that extends capabilities to invoicing and revenue management.

PRODUCT & SERVICES:

  • Configure Price Quote (CPQ)
  • Order Management
  • Billing & Collections
  • Revenue Recognition Management

TARGET MARKET

Salesforce targets organizations in many industries and of any size.

CUSTOMERS

  • Kronos
  • Informatica
  • Ellie Mae
  • RentPath
  • Atlassian

ESSENTIALS

Founded: 2009
HQ: London, UK
Company Type: Privately Held
Website: www.cloudsense.com
Delivery Method: Cloud (Salesforce)

OVERVIEW

CloudSense is built on Salesforce and is an end-to-end, omni-channel solution. CloudSense CPQ offers industry-specific functionality for businesses in communications, media, utilities and beyond. CloudSense is designed to transform sales effectiveness for high complexity business to business products to high volume business to consumer services.

PRODUCT & SERVICES:

  • E-Commerce
  • Configure Price Quote (CPQ)
  • Contract Management
  • Order Management
  • Product Catalog Maintenance

TARGET MARKET

CloudSense targets organizations in the communications, media, government, energy, data center, and logistics industries. Target organizations are generally medium to large enterprises.

CUSTOMERS

  • Spotify
  • Informa
  • Newsday
  • Liberty Global
  • Proximus
  • Compass

ESSENTIALS

Founded: 1996
HQ: Dublin, CA
Company Type: Public
Website: www.calliduscloud.com
Delivery Method: Cloud

OVERVIEW

CallidusCloud provides sales, marketing, learning, and customer experience solutions focusing in the lead to money area. The acquisition by SAP will significantly strengthen SAP’s position in the customer relationship management (CRM) and other front office products’ space. CPQ by CallidusCloud is a cloud-based solution for configuring, pricing, and quoting complex products and services. The product offers solutions for modeling and executing sales commissions and rewards, configuring and setting quotes, sales enablement portals, sales coaching, and managing partner channels.

PRODUCT & SERVICES:

  • Customer Relationship Management (CRM)
  • Configure-Price-Quote (CPQ)
  • Contract Lifecycle Management (CLM)
  • Commission Management
  • Revenue Recognition Management

TARGET MARKET

CallidusCloud targets organizations in automotive, communications, financial services, high tech, insurance, and life science industries. Target organizations are medium to large enterprises.

CUSTOMERS

  • Pivotal
  • Lenova
  • Shaklee
  • Caterpillar
  • Allstate

ESSENTIALS

Founded: 2006
HQ: San Mateo
Company Type: Privately Held
Website: www.apttus.com
Delivery Method: Cloud

OVERVIEW

Apttus Intelligent CPQ software with artificial intelligence can analyze every element of a quote resulting in data-driven product recommendations. With Apttus Intelligent CPQ software, leading enterprises are gaining improvements in new leads, cross-sells/up-sells, and sales cycle time.

Apttus uses Max, an artificial intelligence, for the enterprise, enabling users to interact with the CPQ software via a conversational user interface, such as with text or speech. Max can orchestrate many aspects of the CPQ process and can be accessed through established channels such as Skype, Slack, and SMS. Whether it’s guiding a sales teams to construct optimized offers, empowering channel partners to reorder product via self-service, or helping customers to select products and services via an e-commerce website, Max delivers the assistance, coaching and prescriptive intelligence necessary.

PRODUCT & SERVICES:

  • E-Commerce
  • Configure Price Quote (CPQ)
  • Contract Lifecycle Management (CLM)
  • Order Management
  • Billing & Collections

TARGET MARKET

Apttus target organizations in many industries of any size.

CUSTOMERS

  • ABB
  • Adobe
  • Align Technology
  • CenturyLink
  • Sungard AS

ESSENTIALS

Founded: 1911
HQ: Armonk, NY
Company Type: Public
Website: www.ibm.com
Delivery Method: Cloud

OVERVIEW

IBM transforms the buying and selling of complex products and services across all of the buyers' preferred channels to deliver optimal efficiencies. IBM CPQ guides e-commerce customers, sales teams, call center representatives, and partners to select the right products, at the right price, to the right customer.

PRODUCT & SERVICES:

  • Configure-Price-Quote (CPQ)
  • Product Catalog Maintenance

TARGET MARKET

IBM targets medium to large enterprises in many industries.

CUSTOMERS

  • TELUS
  • Avnet, Inc.
  • LBD Group
  • Cxense ASA
  • Komsomolskaya Pravda




ESSENTIALS

Founded: 1977
HQ: Redwood City, CA
Company Type: Public
Website: www.oracle.com
Delivery Method: Cloud

OVERVIEW

Oracle, a global provider of enterprise cloud computing, provides capabilities in software as a service, platform as a service, infrastructure as a service, and data as a service. Oracle CPQ Cloud helps businesses improve margins and increase sales productivity. Flexible, scalable, and enterprise-ready, Oracle CPQ Cloud enables companies to accurately capture orders for complex products and services and generate quotes within minutes.

PRODUCT & SERVICES:

  • Configure Price Quote (CPQ)
  • Contract Lifecycle Management (CLM)
  • Order Management
  • Product Catalog Maintenance

TARGET MARKET

Oracle CPQ targets large enterprises with complex configuration, pricing, and approval needs.

CUSTOMERS

  • Concur
  • FICO
  • INAP

ESSENTIALS

Founded: 2009
HQ: New York, MA
Company Type: Public
Website: www.infor.com
Delivery Method: Cloud

OVERVIEW

Infor builds complete product suites in the cloud and deploys software that puts the user experience first, leverages data science, and integrates easily with a company’s existing systems. Using Infor CPQ, a business and their entire sales network can generate accurate quotes and proposals that take advantage of 2D and 3D images for faster ordering and customer confirmation. Companies can reduce cost by eliminating manual entry for sales order details, bills of materials (BOMs), and routings for all potential product combinations.

PRODUCT & SERVICES:

  • Configure Price Quote (CPQ)
  • Business Intelligence
  • Financial Management

TARGET MARKET

Infor targets organizations in many industries and of any size.

CUSTOMERS

  • Pfizer
  • Pilot Flying J
  • Meyn
  • El Tiempo
  • Dematic

ESSENTIALS

Founded: 1983
HQ: Frisco, TX
Company Type: Privately Held
Website: www.fpx.com
Delivery Method: Cloud

OVERVIEW

FPX Enterprise CPQ optimizes the experience of buying and selling across sales, partner, and e-commerce channels. FPX delivers enterprise CPQ using a proprietary engine and data modeling combined with a logic-based application. FPX leverages customer data, product catalogs, price books and business attributes from diverse systems of record in a single location, by creating a Master Commercial Definition that is distributed across all buying and selling channels.

PRODUCT & SERVICES:

  • Configure Price Quote (CPQ)

TARGET MARKET

FPX targets organizations in a variety of industries, including automotive, transportation, CPQ for financial services, medical device manufacturing, and high-tech manufacturing.   Target organizations are of many sizes and include fortune 100 companies.

CUSTOMERS

  • Honeywell
  • Wayne
  • Freightliner
  • Splunk
  • Fujitsu

ESSENTIALS

Founded: 1985
HQ: Houston, TX
Company Type: Public
Website: www.pros.com
Delivery Method: Cloud

OVERVIEW

PROS is a cloud software company that provides solutions for companies to price, configure, and sell their products and services to their customers. Cameleon CPQ was acquired by Pros who absorbed the software into Pros Smart CPQ. It offers Dynamic Pricing Science, a patented data science-driven pricing feature, with configuration and quoting capabilities. The offering also includes 2D and 3D visualization during configurations, and it integrates with multiple CRMs or can be a standalone system.

PRODUCT & SERVICES:

  • Configure-Price-Quote (CPQ)
  • E-Commerce
  • Product Catalog Maintenance
  • Business Intelligence
  • Revenue Recognition Management

TARGET MARKET

PROS targets organizations in the airline, automotive, industrial, B2B services, logistics, chemical, food, and healthcare industries. Target organizations are generally medium to large enterprises.

CUSTOMERS

  • Aeromexico
  • Qantas
  • Cargill
  • Land O' Lakes
  • Autozone

ESSENTIALS

Founded: 2000
HQ: Dallas, TX
Company Type: Privately Held
Website: www.endeavorcpq.com
Delivery Method: Cloud

OVERVIEW

EndeavorCPQ offers cloud-based, go-anywhere software solutions for configuring complex products, quoting, and generating proposals. EndeavorCPQ was developed to bridge the gap between quote-to-order processes, business intelligence, and manufacturing initiatives.

EndeavorCPQ platforms are natively hosted in the cloud and then integrated into industry-leading customer relationship management (CRM) suites such as Salesforce, Microsoft Dynamics, and Sugar CRM.

PRODUCT & SERVICES:

  • Configure Price Quote (CPQ)

TARGET MARKET

EndeavorCPQ targets organizations in manufacturing, distributing and original equipment manufacturing (OEM). Target organizations are generally small to medium size enterprises.

CUSTOMERS

  • TriTech
  • FreedomVOICE
  • Hidrstal
  • Lutronic
  • Hartwig

ESSENTIALS

Founded: 1998
HQ: Stockholm, Sweden
Company Type: Privately Held
Website: www.tacton.com
Delivery Method: Cloud

OVERVIEW

Tacton CPQ provides tools for e-commerce, proposals and documentation, sales configuration, design automation, visualization, product configuration, enterprise configuration, and mass customization solutions. Tacton CPQ also offers design automation and 3D visualizations to aid in the guided selling process. An extension for Salesforce CPQ is also available.

PRODUCT & SERVICES:

  • Configure-Price-Quote (CPQ)
  • E-Commerce
  • Product Catalog Maintenance

TARGET MARKET

Tacton targets organizations in manufacturing industries. Organizations are generally medium to large enterprises which focus on manufacturing large complex products.

CUSTOMERS

  • CAT
  • Siemens
  • GE Healthcare
  • Swisslog
  • ClearStream Environmental
 

  LEARNING AIDS

Crossword Puzzle

Test your knowledge of key CPQ terminology with of fast & fun crossword puzzle

DOWNLOAD PUZZLE
Crossword Puzzle

Remember, always check your work - you can download the PUZZLE answers here!

DOWNLOAD ANSWERS
Quiz Time!

The pressure is on! Test your CPQ intellect with this short yet challenging test

DOWNLOAD QUIZ
Quiz Time!

Remember, always check your work - you can download the QUIZ answers here!

DOWNLOAD ANSWERS

  LEARNING AIDS

Crossword Puzzle

Test your knowledge of key CPQ terminology with of fast & fun crossword puzzle

DOWNLOAD PUZZLE
Crossword Puzzle

Remember, always check your work - you can download the PUZZLE answers here!

DOWNLOAD ANSWERS
Quiz Time!

The pressure is on! Test your CPQ intellect with this short yet challenging test

DOWNLOAD QUIZ
Quiz Time!

Remember, always check your work - you can download the QUIZ answers here!

DOWNLOAD ANSWERS
 

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