How fast is your CPQ Solution?

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People hate waiting!

Patience is a virtue, but not when your client exercises it waiting on a sales quote from your sales team.

Most CPQ software available on the market is explicitly designed to make the quotation process faster even when selling complex, customizable products, and services. If done correctly the implementation of a CPQ solution can increase sales team efficiency by 15%, mobility by 146% and reduce the operating costs by 12.1% [1].

These are significant numbers for companies and the main reason most of them choose to implement the CPQ process.

However, how do you know if the implementer got it right?

You're at the end of the implementation and wait for the value to show up in dashboards, but nothing happens. The numbers are either still or slightly augmented or even worse than before the CPQ implementation.

What would be the reason for that?

Your implementation is not fast enough !!!

You need to make sure you have significant changes concerning the following:

  1. Average time to configure a typical product or solution

  2. Average time to price a typical product or solution

  3. Average time to quote a typical product or solution

If done right your CPQ implementation should have at least 10x lower average times than whatever excel or other CPQ tool salespeople used before.
Speed has become a differentiator, and if your sales team is not fast enough to quote, your business could be left behind.

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