Signs it’s time to consider switching your CPQ software September 1, 2022  — by Frederik Taleman

Signs it’s time to consider switching your CPQ software

CPQ or Configure, Price, Quote software helps companies worldwide to market and sell complex products more efficiently. The software offers a bunch of benefits but when it is outdated, slow, or complex, it might have the counterproductive effect. In that case, looking into a different CPQ provider that better fits your business case might help you get back on track. Let’s dive into some signs it’s time to consider switching CPQ softwares.


What is CPQ software? 

Configure, Price, Quote solutions connects buyers and sellers in an interactive B2B e-commerce platform, enabling users to order complex products in a fast and easy way. Users can configure products in 3D, consult real-time prices, and generate error-free quotations instantly. CPQ creates an improved customer experiences and in turn, drives sales for manufacturers.

The benefits of CPQ software speak for themselves: Manufacturers, their distributors and end customers enjoy a faster sales cycle, stimulating rapid decision making and increasing conversion rates. Immediate validation of all product configurations in the CPQ software increases the accuracy of quotes and avoids waste in production. CPQ helps you to save time, so you can focus on doing what you do best: selling.

Keeping these benefits in mind, answering the question “Do I need a CPQ?” can be obvious: yes. However, choosing the right CPQ solution needs a little more attention. And even if you have spent a lot of time researching and selecting the best possible tool for your company, this might not be the case in the long run.

That’s why companies sometimes have to switch CPQ solutions, to better fit their needs. But how do you recognize when your current CPQ is no longer working optimally for your business? What are the signs it’s time for a change? 


Signs it’s time to change your CPQ solution


Obsoletion of the system


How often does the CPQ get updated? Has the platform had any major updates in the last twelve months? Does its user interface still look like it hasn’t been changed since the 1990s? 

Your customers are expecting B2C-like buying experiences. They want to configure and order in a fast, visual, and clear way. An exceptional user interface is a must-have, and no unnecessary luxury. Your CPQ needs to be mobile-friendly, modern, easy to use and navigate and it should contain the most recent product and company information at all times. If your software gives an outdated look and feel, it might be a good time to change to a different CPQ. 


Maintenance of the system


CPQ is supposed to serve you, you are not supposed to serve your CPQ. If you find yourself losing time trying to implement new products or if it takes age before product changes are rolled out, frustrations will gain the upper hand. We know that your company doesn’t stand still and neither do your products. So why should your CPQ?

The system should be easy to maintain. Making changes or updating information should only take a minimal part of your time. If this is not the case, you are losing time, and therefore (a lot of) money.

 

Performance issues


Your CPQ software is the face of your company for your distributors. If it is full of bugs, errors, and workarounds, think of what this will do to your company’s reputation… If making a configuration is slow and complex, your conversion rates will suffer equally as much.

Our advice? Don’t settle for a CPQ with performance issues. You and your distributors deserve better. 


Poor integration possibilities


While CPQ software has a lot of benefits, the system can only really thrive once it has been integrated with your existing environment. This allows you to save even more time and to create a real automated workflow. Integrate CPQ with ERP to update the system on the latest product information and connect with CRM to instantly use customer data.

Integrations are crucial to avoid having to manually enter data, which is time-consuming and error sensitive. If your CPQ does not allow you to integrate with other software, it is time to consider a different product configurator software. 


Poor support from the CPQ vendor


Even the best CPQ platform in the world will have down time or other issues occurring. It is therefore crucial that you can count on the exceptional support from the CPQ vendor. If you are stuck with a vendor that is rarely available for questions, does not reply to support tickets, or never checks up on your business, it might be a sign to switch. Pick a supplier that invests in helping you as much as you invest in purchasing the software. 


Do you recognize any of these signs in your business case? Do you feel like the frustrations are outweighing the benefits of CPQ? Reconsider your software. While switching softwares might seem like a big, intimidating project, it is important that you are working with the right system for your needs to start enjoying the advantages of CPQ once again.