A Configure, Price, Quote (CPQ) solution has become essential for businesses aiming to streamline sales processes, manage complex pricing models, and improve quote accuracy. Yet, selecting the right CPQ provider isn’t just about ticking off a feature list. It requires a strategic approach to ensure seamless integration, scalability, and a return on investment that justifies the cost.
Why CPQ matters
Sales teams spend an average of 30-40% of their time on administrative tasks, including pricing and quote generation. A well-implemented CPQ solution can cut that time in half, enabling sales representatives to focus on what truly matters: closing deals. Research from Gartner suggests that companies using CPQ software experience a 10% increase in deal size and a 95% reduction in approval times. As businesses scale and product offerings become more complex, manual pricing and configuration methods introduce inefficiencies and errors. CPQ solutions automate these processes, ensuring quotes are accurate, consistent, and aligned with customer expectations. The right CPQ tool doesn’t just speed up sales cycles; it enhances collaboration between sales, finance, and operations while reducing costly mistakes.
What to look for in a CPQ provider
Choosing a CPQ provider means looking beyond software capabilities to find a solution that aligns with your long-term business needs. Here are some key factors to consider:
Intelligent pricing and configuration capabilities Your CPQ system should manage complex pricing structures, from volume discounts to customer-specific agreements. AI-driven pricing recommendations can help optimise margins, while guided selling assists sales teams in choosing the right products. Dynamic bundling ensures customers receive pre-configured solutions tailored to their needs. Companies using guided selling within CPQ solutions have reported a 20% increase in sales productivity, according to Forrester.
Seamless integration with existing systems A CPQ solution must integrate effortlessly with your CRM, ERP, and eCommerce platforms to ensure smooth data flow and eliminate manual duplication. Compatibility with Microsoft Dynamics 365, Salesforce, SAP, or Oracle is critical for maintaining data accuracy and operational efficiency. Sirocco has extensive experience in CPQ integrations, ensuring businesses avoid the common pitfalls of data silos and system incompatibilities. A fully integrated CPQ system can lead to a 30% faster sales cycle, according to McKinsey.
User experience and adoption support A powerful CPQ system only delivers value if sales teams embrace it. An intuitive interface reduces the learning curve, while role-based access ensures each department gets the right level of control. Mobile accessibility further streamlines the quoting process, keeping sales teams productive wherever they are. A smooth onboarding experience, supported by training and customer support, significantly increases adoption rates. Businesses that invest in training see up to 3.5x higher software adoption rates, reducing resistance to change and maximising ROI.
CPQ solutions Sirocco works with
No two businesses have the exact same CPQ needs, not even in similar industries. Sirocco works with a variety of leading solutions, offering tailored recommendations based on you industry, company size, existing tech stack, ambitions, and sales complexity. Some of the top platforms we work with include:
- Tacton – Ideal for complex manufacturing and engineer-to-order businesses, offering advanced visual configuration tools.
- Experlogix – A strong fit for businesses requiring deep integration with Microsoft Dynamics 365.
- Salesforce Revenue Cloud – Perfect for companies using Salesforce Sales Cloud, enabling seamless workflow automation.
- HubSpot CPQ – A lightweight yet effective solution for businesses already embedded in the HubSpot ecosystem.
With experience across multiple platforms, Sirocco provides unbiased recommendations to help you select the best fit based on your industry, company size, and sales complexity.
Support, training, and long-term viability
Implementing a CPQ solution is only the first step. Ongoing support and optimisation ensure long-term success. Look at the provider’s support structure, including response times, training resources, and scalability to accommodate future growth.
- Customer support responsiveness – Does the provider offer 24/7 assistance?
- Training resources – Are onboarding, documentation, and ongoing learning materials available?
- Scalability – Can the solution adapt as your business grows and pricing models evolve?
Sirocco offers customised training and consultancy services, ensuring businesses get the most out of their CPQ investment, from implementation to long-term success.
ROI & cost considerations
CPQ pricing models vary, from subscriptions to one-time licensing fees. Instead of just looking at costs, consider the return on investment. Businesses implementing CPQ solutions report significant efficiency gains, such as a 95% reduction in quote approval times (Gartner), 10-30% fewer quoting errors, and 20-50% increased sales productivity. Businesses that implement CPQ solutions report.
At Sirocco, we help businesses develop ROI-driven business cases, ensuring that CPQ investment translates into measurable revenue growth and efficiency gains. A well-chosen CPQ solution streamlines sales, enhances quote accuracy, and frees up time for revenue-generating activities. The key is selecting a provider that aligns with your business strategy, ensuring seamless integration and long-term growth. Sirocco’s expertise spans multiple CPQ platforms, offering tailored guidance on selecting, implementing, and integrating the best solution for your needs. Ready to optimise your sales process?
Let’s talk about how we can help you implement the right CPQ solution for your business:
