When looking for a CPQ solution that’s a fit for your business, you need to ask potential vendors the following question:
Do you provide professional services for the implementation and integration process directly, or through partners?
The strongest vendor for your CPQ solution should provide multiple implementation options with a variety of pricing options, as well as industry vertical and regional expertise.
Let’s take a look at the three most common forms of CPQ implementation and what they mean for you and your team.
3 CPQ Implementation Options
System integration projects can temporarily place high demands on your IT team, meaning potentially hiring more staff to focus on the project while your core team tends to the usual cache of requests. The problem arises once the project is complete, as you won’t need as many experts on hand.
Furthermore, each system integration project has its own unique complexities, which your internal teams may not be prepared to handle. By bringing in experts who are knowledgeable about integrating your new CPQ solution with a wide range of applications, the process will go faster and smoother. This allows your IT team to focus on those core IT matters.
2. Vendor Services Implementation
Some vendors may have an in-house professional services team for getting the solution up and running, and integrating it with your other core applications. These services are often utilized when complex requirements necessitate significant customization, or when companies have homegrown solutions that require their internal teams to work with the vendor’s professional services.
3. Third-Party Implementation
Many vendors rely on networks of third-party implementation partners to help customers get their solutions up and running. These solution implementation (SI) partners can be incredibly valuable when working within a specific industry where they have deep domain expertise, as well as when working with local teams outside the vendor’s primary region.
Want to know who we at FPX partner with? You can check out a list of our members here.
Additional Things to Keep In Mind
According to a report by Gartner, building “product-specific configurators is one of the most expensive and risky parts of implementing a CPQ solution.” Which is why it’s so important to select a CPQ solution that’s both easy to administer (initially and ongoing), and that supports the breadth of your product complexity (i.e. networks, reusable subassemblies, etc.).
Vendors—especially in their ability to support such modifications to existing configured products and implement them properly—differ considerably, so make sure you take this into consideration when selecting one.
Although the initial CPQ implementation process may seem daunting, the right CPQ vendor will walk you through it, ensuring the solution matches your business’s needs and can be configured to work with, not against, your existing core applications. This is especially true if vendors use solution implementation partners with both domain and regional expertise.
Ultimately, your CPQ journey will be worth it, as Gartner reports that “implementing a CPQ solution results in faster quotes, a higher close rate, and greater revenue.”