The Sales Leader’s Handbook to CPQ Success

By Nathan Spiwak

AllCloud Blog: Cloud Insights and Innovation

Configure, price, quote. It sounds like a simple part of the sales process, but anyone who’s gone through it knows that’s far from true.

Without a structured process in place, configuring, pricing and quoting products can become quite difficult for salespeople. In turn, it can lead to inefficiencies and costly mistakes that weigh on the business.

Fortunately, there is a way to overcome these challenges: By introducing a standardized and automated CPQ system. When done correctly, this type of CPQ program can help simplify processes and speed sales cycles to generate more revenue.

While CPQ has the potential to deliver enormous benefits to your business, realizing this potential requires a strategic approach to building your program. Otherwise, you’ll end up investing time and resources only to end up right back where you started.

This eBook will explore the positive impact a CPQ program can deliver and the steps you need to take to implement CPQ correctly and realize those benefits.

The Business Case for CPQ

Picture this: Your sales team uses spreadsheets to manage product configuration and pricing. They compile a quote in Excel, generate a PDF for customer signature and then send it off internally to get logged.

This all too common scenario sounds fairly straightforward, but it’s riddled with challenges:

To get the 3 keys steps to CPQ success and how to build a best practice program, download the guide here. 

Nathan Spiwak

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