November 28 by Eric Dreshfield
Earlier this month Gartner published their first-ever Critical Capabilities report for Configure, Price and Quote (CPQ) Application Suites. Gartner Critical Capabilities is the companion report to the Gartner Magic Quadrant for CPQ and is intended to be used by application leaders when evaluating and selecting a CPQ platform for their organization. The report should help organizations identify their primary use cases and the features required to meet the needs of those specific use cases.
Gartner listed several key findings from their research:
• Configure, price and quote (CPQ) vendors are focused on delivering solutions in the cloud. This is where almost all innovation and growth is occurring.
• Leading CPQ solutions integrate seamlessly with strategic CRM platforms such as Salesforce or Microsoft Dynamics 365.
• Leading CPQ solutions support the direct sales, reseller and customer self-service channels, and expose API to support channels that require a custom user interface (UI).
Gartner recommends that application leaders responsible for digital workplace applications:
• Lower costs and shorten time to quote by replacing back-office quoting and ordering functions with modern, cloud-based CPQ applications by sales representatives.
• Evaluate CPQ applications that align with your strategic CRM platform and that support all anticipated sales channels.
• Select a CPQ application with demonstrated support for the types of products (for example, complex manufactured goods or subscriptions) sold by their organizations.
Gartner evaluated 16 vendors based on six CPQ use cases including:
1. Direct Sales
2. Channel Sales
3. Self-service Sales
4. Subscription Management
5. Complex Manufacturing
6. Solution Selling
We’re proud to announce that Gartner scored Apttus the highest of all 16 vendors for ALL SIX use cases. It was a clean sweep! Here’s just one example of how Apttus scored.