Configure, Price, Quote (CPQ) software is a critical tool for sales teams, helping streamline the sales process by automating configuration, pricing, and quoting tasks. For Salesforce users, integrating a CPQ solution can significantly enhance sales efficiency and accuracy. In this comprehensive guide, we’ll explore the top 15 best CPQ solutions for Salesforce, providing an overview of each, their key features, benefits, and use cases. We’ll also address frequently asked questions to help you choose the best CPQ solution for your needs.
What is CPQ?
CPQ stands for Configure, Price, Quote. It refers to software that helps businesses generate accurate quotes for complex products or services. CPQ solutions are designed to:
- Configure: Allow users to configure products or services according to customer requirements and options.
- Price: Automatically calculate pricing based on configuration choices, discounts, and pricing rules.
- Quote: Generate accurate and professional quotes or proposals for customers.
Why Integrate CPQ with Salesforce?
Integrating CPQ with Salesforce enhances the sales process by providing a seamless experience for sales teams. Key benefits include:
- Improved Accuracy: Automated configuration and pricing reduce errors and ensure accurate quotes.
- Increased Efficiency: Streamline the quoting process and reduce the time spent on manual tasks.
- Enhanced Visibility: Gain insights into sales performance and customer preferences through Salesforce reports and dashboards.
Top 15 Best CPQ Solutions for Salesforce
- Salesforce CPQOverview: Salesforce CPQ, formerly known as SteelBrick, is Salesforce’s native CPQ solution. It integrates seamlessly with Salesforce CRM and offers robust features for configuration, pricing, and quoting.
Key Features:
- Guided selling
- Dynamic pricing and discounting
- Quote generation and document management
- Integration with Salesforce CRM and other Salesforce products
Benefits:
- Seamless integration with Salesforce
- User-friendly interface
- Scalable for growing businesses
Use Case: Ideal for businesses already using Salesforce CRM who want a native, integrated CPQ solution.
- Conga CPQOverview: Conga CPQ is a powerful solution that offers advanced configuration, pricing, and quoting capabilities. It is known for its flexibility and robust integration options.
Key Features:
- Customizable product configuration
- Advanced pricing and discount management
- Quote generation and contract management
- Integration with Salesforce and other CRM systems
Benefits:
- Highly customizable
- Advanced quoting features
- Strong integration capabilities
Use Case: Suitable for organizations needing a flexible and feature-rich CPQ solution.
- Zuora CPQOverview: Zuora CPQ specializes in subscription-based businesses, providing features tailored to recurring revenue models.
Key Features:
- Subscription billing and management
- Advanced pricing and discounting for recurring services
- Quote generation and contract management
- Integration with Salesforce and Zuora’s billing platform
Benefits:
- Ideal for subscription-based businesses
- Comprehensive billing and revenue recognition features
- Seamless integration with Zuora’s billing solutions
Use Case: Best for businesses with a focus on subscription models and recurring revenue.
- Oracle CPQ CloudOverview: Oracle CPQ Cloud is a robust solution with extensive features for configuration, pricing, and quoting, offering strong integration with Salesforce.
Key Features:
- Advanced product configuration and pricing
- Quote and proposal management
- Integration with Salesforce and Oracle’s suite of applications
- Analytics and reporting
Benefits:
- Comprehensive feature set
- Strong analytics capabilities
- Integration with Oracle and Salesforce ecosystems
Use Case: Ideal for enterprises looking for a comprehensive CPQ solution with advanced features and integration capabilities.
- PROS CPQOverview: PROS CPQ focuses on dynamic pricing and sales optimization, leveraging artificial intelligence to enhance the quoting process.
Key Features:
- AI-driven pricing and discounting
- Dynamic configuration and quoting
- Integration with Salesforce and other CRM systems
- Advanced analytics and reporting
Benefits:
- AI-driven insights for pricing and discounting
- Dynamic and accurate quoting
- Strong integration capabilities
Use Case: Suitable for businesses seeking advanced pricing optimization and AI-driven sales insights.
- Configure Price Quote (CPQ) by ApttusOverview: Apttus CPQ provides a comprehensive suite of tools for configuration, pricing, and quoting, known for its robust feature set and Salesforce integration.
Key Features:
- Guided selling and product configuration
- Advanced pricing and discount management
- Quote and contract management
- Integration with Salesforce and Apttus’ suite of products
Benefits:
- Comprehensive CPQ features
- Strong integration with Salesforce
- Advanced pricing and quoting capabilities
Use Case: Ideal for organizations requiring a comprehensive and integrated CPQ solution.
- Salesloft CPQOverview: Salesloft CPQ offers an intuitive interface and robust features for configuring, pricing, and quoting products and services.
Key Features:
- Easy-to-use product configuration
- Automated pricing and discounting
- Quote generation and document management
- Integration with Salesforce and other CRM systems
Benefits:
- User-friendly interface
- Automated quoting process
- Strong integration capabilities
Use Case: Suitable for businesses looking for an intuitive and easy-to-use CPQ solution.
- Billsoft CPQOverview: Billsoft CPQ is known for its focus on complex pricing and billing scenarios, offering powerful configuration and quoting features.
Key Features:
- Complex pricing and discount management
- Advanced product configuration
- Quote generation and billing integration
- Integration with Salesforce and other systems
Benefits:
- Handles complex pricing scenarios
- Strong integration with billing systems
- Comprehensive configuration and quoting features
Use Case: Best for businesses with complex pricing and billing requirements.
- Tacton CPQOverview: Tacton CPQ is designed for manufacturers and industrial companies, offering advanced configuration capabilities tailored to complex products.
Key Features:
- Advanced product configuration
- Pricing and discount management
- Quote generation and proposal management
- Integration with Salesforce and other systems
Benefits:
- Tailored for manufacturing and industrial sectors
- Advanced configuration capabilities
- Strong integration with Salesforce
Use Case: Ideal for manufacturers and companies with complex product configurations.
- FPX CPQOverview: FPX CPQ offers a comprehensive suite of tools for configuration, pricing, and quoting, with a focus on enhancing sales efficiency.
Key Features:
- Guided selling and product configuration
- Dynamic pricing and discounting
- Quote and contract management
- Integration with Salesforce and other CRM systems
Benefits:
- Comprehensive CPQ features
- Enhanced sales efficiency
- Strong integration capabilities
Use Case: Suitable for businesses looking to enhance sales efficiency with a comprehensive CPQ solution.
- Vlocity CPQOverview: Vlocity CPQ, now part of Salesforce Industries, offers advanced CPQ capabilities tailored to industry-specific needs, especially for telecom and media sectors.
Key Features:
- Industry-specific configuration and pricing
- Quote generation and contract management
- Integration with Salesforce and Vlocity’s industry solutions
- Advanced analytics and reporting
Benefits:
- Tailored for specific industries
- Advanced configuration and pricing features
- Strong integration with Salesforce
Use Case: Ideal for industry-specific solutions, particularly in telecom and media.
- Icertis CPQOverview: Icertis CPQ focuses on enhancing contract management and quoting processes, offering a robust solution for complex quoting needs.
Key Features:
- Advanced configuration and pricing
- Quote and contract management
- Integration with Salesforce and Icertis’ contract management solutions
- Analytics and reporting
Benefits:
- Enhances contract management
- Comprehensive quoting features
- Strong integration with Salesforce
Use Case: Best for organizations with a focus on contract management and complex quoting processes.
- Xactly CPQOverview: Xactly CPQ provides powerful tools for configuring, pricing, and quoting, with a focus on optimizing sales performance.
Key Features:
- Advanced product configuration
- Pricing and discount management
- Quote generation and sales performance analytics
- Integration with Salesforce and other CRM systems
Benefits:
- Optimizes sales performance
- Comprehensive CPQ features
- Strong integration capabilities
Use Case: Suitable for businesses aiming to optimize sales performance with a comprehensive CPQ solution.
- Katanacuts CPQOverview: Katanacuts CPQ is known for its ease of use and robust configuration capabilities, offering a streamlined solution for complex quoting.
Key Features:
- User-friendly product configuration
- Dynamic pricing and discounting
- Quote generation and document management
- Integration with Salesforce and other CRM systems
Benefits:
- Easy-to-use interface
- Robust configuration capabilities
- Strong integration with Salesforce
Use Case: Ideal for businesses seeking a user-friendly and streamlined CPQ solution.
- Aria Systems CPQOverview: Aria Systems CPQ offers advanced features for configuring, pricing, and quoting, with a focus on subscription and usage-based pricing models.
Key Features:
- Subscription and usage-based pricing
- Advanced product configuration
- Quote generation and billing integration
- Integration with Salesforce and Aria’s billing platform
Benefits:
- Focuses on subscription and usage-based pricing
- Comprehensive configuration and quoting features
- Strong integration with billing systems
Use Case: Best for businesses with subscription and usage-based pricing models.
Frequently Asked Questions (FAQs)
1. What is CPQ software, and why is it important for Salesforce users?
CPQ software automates the process of configuring products, pricing them, and generating quotes. For Salesforce users, integrating a CPQ solution enhances the sales process by providing accurate quotes, reducing errors, and streamlining the sales cycle.
2. How do I choose the best CPQ solution for my Salesforce environment?
Consider factors such as integration capabilities, feature set, customization options, and industry-specific needs. Evaluate how well the CPQ solution aligns with your business requirements and existing Salesforce setup.
3. What are the key features to look for in a CPQ solution?
Key features include advanced product configuration, dynamic pricing and discounting, quote and contract management, integration capabilities, and analytics and reporting tools.
4. Can CPQ solutions handle complex pricing models?
Yes, many CPQ solutions are designed to handle complex pricing models, including subscription-based, usage-based, and tiered pricing structures.
5. How does Salesforce CPQ compare to other CPQ solutions?
Salesforce CPQ is a native solution that integrates seamlessly with Salesforce CRM. It offers strong integration, user-friendly features, and scalability. Other CPQ solutions may offer additional features, customization options, or industry-specific capabilities.
6. What are the benefits of integrating CPQ with Salesforce?
Benefits include improved accuracy, increased efficiency, enhanced visibility, and streamlined sales processes. Integration allows for a seamless experience and better data management within Salesforce.
7. How can I ensure my CPQ implementation is successful?
Plan your implementation carefully, involve key stakeholders, provide adequate training, and test the solution thoroughly. Regularly review and optimize your CPQ processes to ensure ongoing success.
8. Are there any industry-specific CPQ solutions available?
Yes, some CPQ solutions are tailored to specific industries, such as telecom, manufacturing, and subscription-based businesses. Evaluate solutions that offer industry-specific features if your business operates in a specialized sector.
9. What are the common challenges faced during CPQ implementation?
Common challenges include data integration issues, user adoption, complex configuration requirements, and the need for customization. Address these challenges through careful planning and by involving key stakeholders.
10. How can I optimize my CPQ solution for better performance?
Optimize your CPQ solution by regularly reviewing and updating configuration rules, pricing strategies, and quoting processes. Use analytics and reporting tools to identify areas for improvement and make data-driven decisions.
Conclusion
Selecting the right CPQ solution for Salesforce can significantly enhance your sales process, improve accuracy, and increase efficiency. By evaluating the top 15 CPQ solutions outlined in this guide, you can find a solution that best fits your business needs and integrates seamlessly with Salesforce. Consider your specific requirements, industry needs, and integration capabilities to make an informed decision and maximize the benefits of your CPQ implementation.
