CPQ Blog posts

First-class and high-quality products alone are not (anymore) enough. The good news at the beginning: Customers can still be won with first-class, high-quality products. However, hard performance figures and mechanical functions alone are no longer the most important arguments for the purchase decision. Criteria such as availability, energy efficiency, or total operating costs are playing... Read more »

Have you ever heard the phrase kickin’ tires before? Maybe not? Basically, it comes from early drivers who would kick tires to ensure they weren’t made of cheap, poor quality rubber. Believe it or not, some would find one kick could deflate a whole tire. Those shoppers aren’t as lucky as we are to be able to visualize products before... Read more »

CPQ & Subscriptions a quick guide Working with contracts and subscriptions introduces some new nomenclature and to make it easier to understand and follow, the most common abbreviations are explained below. In contract and subscription, the content is about value rather than price and the reason is that when contracts are signed the payment will... Read more »

Channel Sales is a well-understood strategy. When a product is complex to build, configure, and sell, manufacturers turn to channel sales to handle the groundwork of commercializing and distributing your products. In doing so, you get to focus on the development of the product, while your channel partners focus on finding and signing new customers. Why are channel partners important? Channel Sales partners tend to... Read more »

A shift in buying preference is happening in real-time In the past decade alone, manufacturers have seen dramatic shifts in how they do business. In a response to Industry 4.0 and the Internet of Things (IoT), many businesses have expanded how they use data to transform their operations. The advancement of data usage was also... Read more »