July 30 by Eric Dreshfield
As has been covered in some detail on this blog, Gartner published their first-ever Critical Capabilities report for Configure, Price and Quote (CPQ) Application Suites, a companion report to its Gartner Magic Quadrant for CPQ. Gartner Critical Capabilities for CPQ can help organizations in their evaluation and selection of a CPQ platform by identifying their primary use cases and features needed to support their business requirements. In this blog post, we’ll focus on the Self-Service Sales, one of the 6 CPQ use cases examined in the report.
Gartner describes the Self-Service Sales use case as: an untrained, anonymous B2B customer can select and customize products, add them to a shopping cart, then request a quote or check out themselves. Gartner additionally describes the Self-Service Channel Capability as including a website where customers can directly request quotes and place orders. The following criteria were evaluated for functional completeness, ease of administration and response times:
• Anonymous catalog browsing – An anonymous user can browse the online catalog.
• Self-service configuration – A customer can configure products using a simple, self-service optimized User Interface (UI).
• Customer quote request – A self-service user can request a custom quote for the cart that they have configured. This is passed to direct sales.
• Customer check-out – A self-service user can provide fulfillment and payment information and complete the transaction via the website.
Additionally, Gartner weighted several critical capabilities when scoring vendors in the Self-Service Sales Use Case evaluation. Those capabilities include: Self-Service Channel, Mobile, Select Products/Offers, Configuration, Pricing, and more.
We’re proud to share that Gartner scored Apttus CPQ the highest of any vendor solution for Self-Service Sales Use Case.