The risk of disruption is often what holds back company-wide buy-in of Configure, Price and Quote (CPQ) transformation initiatives. The key to increasing the value case for a CPQ transformation is guiding the deal, not just the configuration. This will significantly improve customer experience and broaden stakeholder buy-in.
The five dimensions
Instead of just guiding the solution configuration, CPQ can guide the broader deal across five dimensions: solution, pricing, terms and conditions, supply chain and renewal.
Keeping the guidance relevant
For all these types of guidance to be effective, they need to stay relevant to changing business conditions and specific customer needs; and using AI and rules-based guidance is the best way to assure that. In addition, CPQ guidance often fails when it is over-engineered, presenting users with too many choices; for this reason, the CPQ design needs to be experience led, based on a vision of the customer experience that incorporates the required guidance at the right time without overwhelming the sales team.