5 secret skills for a successful CPQ journey

5 secret skills for a successful CPQ journey

In practice, there are several best-practices that contribute significantly to a successful CPQ process. Based on customer experiences, CaseNine has compiled a valuable collection. A selection can be found here.

1. Clarity on application performance within the CPQ pathway.

Establish the desired application response times before selecting the vendor. This prevents disappointment and delays at a later stage. Also, keep in mind that the performance of a demo does not always match the performance of the final application. A good maxim is: the application should eventually be faster than the requirements set up beforehand.

2. Support from the beginning

End-user acceptance is a requirement for a successful CPQ project. Ensure support by involving end users early in the implementation process. For example, invite experienced and critical users to be part of the team. Also designate a few users who are responsible for the demo process and can provide feedback on each demo. Measure whether you're on the right track? Set up multiple POCs: this way you can immediately see what is working, but also: which areas could use improvement.

3. Simplify where possible

Say goodbye to inefficient processes and avoid including them in the new, optimized process. Make a comprehensive sketch of the ideal situation and do not let yourself be limited by the current way of working. Based on scenarios, think about how the ideal process is designed. Ask yourself relevant questions to arrive at the scenarios. For example: 'To what extent can the workflow between customer, salesperson and other relevant departments be automated during contract negotiations?'

4. Understanding all costs

The initial implementation of a CPQ solution involves costs, but so do, of course, maintenance and management. Understanding all costs - including post-implementation costs - allows you to optimize smartly in that area. For example, you can have end users take care of performing software updates. The potential for savings is also determined by the CPQ solution chosen.

5. The right partner for your CPQ journey

When selecting the right implementation partner, do not take any chances. If you find that the necessary practical experience can help you prepare optimally, do not hesitate to ask the supplier you have in mind. Be clear about expectations and evaluate the supplier based on a list of criteria. Remember: for a CPQ implementation, in many cases you are entering into a long-term relationship. That deserves a convincing choice, without concessions.

Colin Hammer

Colin Hamer is a Software Engineer at CaseNine. He is responsible for various Salesforce projects at clients.