November 1 by Eric Dreshfield
On the surface, the use of separate CPQ and CLM solutions would serve a business just fine. And for many years, this approach worked. With the surge in new business models such as Anything as a Service (XaaS), subscriptions and renewals are far more important than a single transaction. These modern business models may require a business to put several contracts in place with its customer to complete the first sale and can have commercial terms that depend on many variables. With many more potential points of interaction between processes traditionally handled by CPQ and CLM separately, the limitations of using separate systems are multiplied.
Pair this with today’s empowered buyers and the need to satisfy higher customer expectations to earn and cultivate loyalty, and it’s easy to see why businesses must reconsider their approach towards integrated CPQ and CLM processes.