To measure configure, price, quote (CPQ) ROI accurately, manufacturers must look beyond KPIs like quote volume or deal revenue and include internal user metrics, or CPQ performance metrics. CPQ performance metrics track how the system is actually used. Who’s logging in? Where are users getting stuck? Which features are driving efficiency, and which are being wasted?
These insights help IT leaders, CPQ administrators, and digital transformation teams identify adoption gaps, improve usability and increase the business value of their CPQ platform. When you understand how CPQ is used day to day, you can make smarter decisions that accelerate adoption and drive measurable results.
Why usage and behavioral analytics matter
Without visibility into CPQ usage patterns, it’s difficult to know where adoption is strong and where internal users are having difficulties or not finding value.
Usage and CPQ performance analytics are the key to optimizing your platform. They reveal bottlenecks, disengagement, and usability issues that impact quoting efficiency and user satisfaction. With this insight, manufacturers can:
- Target platform training where it’s needed most
- Simplify complex workflows or configurations
- Improve user experience across sales, engineering, and partner channels
- Increase time-to-value and reduce wasted hours
Ultimately, tracking usage metrics improves CPQ ROI by ensuring the system is used effectively by the right people, in the right way, at the right time.
How to Measure CPQ ROI in Your Internal Operations: 5 CPQ Performance Metrics
1. Active user engagement rate: track CPQ adoption trends
This metric measures the percentage of your target users who actively engage with the CPQ system on a daily or weekly basis. Low usage can signal unclear value, poor onboarding, or workflow friction.
CPQ managers can analyze engagement rate by role, team, and region to identify underutilized groups. Then, use the insights to refine training materials or streamline workflows for better engagement across all personas.
2. Time to quote by persona: measure CPQ efficiency
Speed is a proxy for usability. If it takes too long to create a quote, especially for sales reps or engineers, your CPQ system may be more of a burden than a benefit.
Break down average quote time by persona (sales, engineering, partners) to understand who needs support. Use these findings to reduce friction, automate steps, or adapt interfaces to different user needs.
3. Drop-off points in the quote process: identify friction
Every time a user abandons a quote, it points to a problem, such as confusing UI, missing data, or inefficient workflows.
Map where users disengage (e.g., during product configuration, pricing, or approvals) and investigate why. Target improvements to eliminate bottlenecks and keep users moving through the process.
4. Quote revision frequency: improve first-time accuracy
Excessive revisions add delay and reduce confidence. They may signal unclear defaults, outdated product logic, or mismatches between what users need and what the system provides.
Track how often quotes are revised before approval. A high rate suggests a need to refine product rules, align pricing logic, or revisit approval workflows.
5. Self-service success rate: assess CPQ maturity
This metric tracks how often users, especially partners or customers, can complete quotes without assistance. It’s a leading indicator of CPQ maturity, autonomy, and user trust.
Monitor completion rates across channels. A low rate signals dependencies or confusion that should be addressed through better UX design, product setup, or training content.
Additional CPQ performance metrics to optimize usage and engagement
Login frequency by role
Understanding how often different personas (e.g., sales, engineers, partners) log in reveals engagement patterns and adoption gaps.
If a critical persona rarely logs in, investigate whether the tool meets their needs. Adjust enablement programs or tailor workflows to boost relevance and usage.
Feature penetration rate
Feature usage tells you whether advanced capabilities, like optimization tools, visual configuration, or guided selling, are actually driving value.
Track usage rates of new or complex features. Low adoption may suggest a need for targeted onboarding or clearer documentation. High adoption can inform best practices sharing across teams, especially as CPQ software is rolled out to more teams.
Driving ROI through visibility with Tacton
Modern CPQ software is a powerful engine for digital transformation in manufacturing, but only if it’s fully adopted and effectively used. Tracking CPQ usage metrics gives you the operational visibility to maximize impact and reduce bottlenecks across your organization.
At Tacton, we help global manufacturers achieve fast, scalable CPQ adoption by combining robust configuration capabilities with intuitive UX and strategic enablement post-implementation. In addition to our platform and professional services, we provide the analytics you need to measure performance across your enterprise.
Explore how Tacton CPQ helps manufacturers accelerate adoption, reduce quote time, and maximize ROI.