Report Date: June 2011 This MarketScope analyzes the key CPQ software application providers that are marketing to sales buying centers or related supporting organizations. The purpose of this research is to help decision makers reassess and expand on incumbent sales configuration installations, and/or pursue net new investments in automating sales configuration and adjacent processes. Competing CPQ application suites are evolving from the longstanding sales configuration software market to address increasing demand for solutions that imbue meaningful improvements to lead-to-quote, quote-to-order capture and related selling processes via automation. The impetus for this trend originates from executive-level concern with sustaining profitable growth by maximizing the performance of sales channels. These priorities have catalyzed a greater focus on sales innovation and projects that pose compelling business benefits. Hence, an increasing number of technical projects are being pursued to automate end-to-end CPQ processes that comprise needs assessments, opportunity qualification, guided selling, quoting, pricing, deal structuring, negotiations and pre-close support, approvals and order capture. New projects have also benefited from the economic recovery, which has released pent-up demand for investment in sales channels. The primary purpose of CPQ application suites is facilitating process flows in sales cycles for deal and transaction development, in contrast with the function of product configurators in ensuring execution of orders and bills of materials for production or fulfillment purposes. CPQ suites expand on the scope of sales configuration systems to provide greater functional breadth and integration of capabilities for CPQ and other necessary content, to deliver superior in-line support for different selling approaches.
Mentions: BigMachines, Cameleon Software, Cincom, Configit, Configure One, FPX, Intelliquip, Oracle, Siebel, SAP, Sterling Commerse, Tacton Systems, TDCI, Webcom
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Topics: Market Research, Competitive Intelligence, Competitive Strategy, Market Intelligence