When is the Right Time to Consider CPQ?

Is now the right time to implement CPQ in your organization?

For many Sales Ops and RevOps leaders, the answer isn’t always clear. Maybe you’re concerned about the cost or complexity of implementation. Or perhaps you’re wondering if your team is “big enough” or if CPQ is only for companies with highly complex pricing models.

That’s why we created The Complete Guide to CPQ Business Justification. This guide answers the most common questions Sales Operations and Revenue Operations leaders ask when considering CPQ, including how to identify bottlenecks in your quoting process and know when it’s time to take action.

Whether your team struggles with slow response times, quote errors, or lost revenue from rogue discounting, this guide gives you a clear framework to determine if CPQ is the right solution right now.

Access the guide today and discover how CPQ can help you streamline operations, accelerate revenue, and enable your team to win more deals.

Are you considering CPQ for your sales organization?

Configure-Price-Quote software helps sales teams close deals faster by improving the efficiency and accuracy of the quote generation process.

Perhaps CPQ solutions are already on your radar, but you have lingering questions about the business justification of CPQ.

At DealHub, we speak with Sales Operations leaders daily. They often wonder if they have enough salespeople to justify purchasing CPQ, or if CPQ is only worthwhile for very complex pricing or product configurations.

If you’re considering CPQ, you may also be concerned that CPQ implementation could be a lengthy and costly process.

To address these concerns, let’s take a look at the factors that should be considered when deciding to implement a CPQ solution.

Determining the right time to implement CPQ

There are a number of questions you should ask yourself that will help you determine whether or not it’s the right time for CPQ.

If you see opportunities to improve productivity, increase efficiency, and better meet the needs of your customers in your response to these questions, it’s the right time to evaluate what CPQ can do for your sales operations.

• How much time are our salespeople spending generating quotes?
• How fast are our sales reps able to respond to buyers?
• Can every member of my sales team engage with prospects easily, discover their needs, and quickly produce accurate pricing and quotes to meet those needs?
• How long does it take to train new sales reps?
• What is the time-to-value of our new hires?
• Is my sales team able to work collaboratively on deals while working remotely?
• Are sales reps adding their own unapproved discounts?
• Can I track quotes?
• Is product configuration and quote generation integrated natively with my CRM?
• Am I losing revenue by sending out incorrect configurations and pricing?

Regardless of the size of your organization or the complexity of your products, if your sales team is spending too much time creating quotes, is sending out inaccurate quotes, or is not able to track quotes through your CRM, it is time to consider how CPQ can streamline your pricing and quote generation process.

Today, response time is crucial to the success of a deal, and you have to get back to customers with your pricing quickly. They are deep into the buying process before reaching out to you and you’ve got to be responsive to their needs. If generating quotes is delaying your salespeople from responding to their customers, it’s the right time to consider CPQ.

There are many reasons why organizations need to implement CPQ. Among them are:

• Sales process inefficiencies
• Burdensome administrative tasks
• Quotes are going out with errors
• Frequent rework of quotes
• Rogue discounting
• Quotes sent without approvals
• Missed upsell and cross-sell opportunities
• Missed renewals
• Leaking revenue
• Poor response time to customers’ quote requests
• Poor customer experience and low satisfaction with the sales process

When justifying the need for CPQ, consider the needs of your organization, the sales operations and revenue operations departments, the sales team, and customers.

Organizations need CPQ for pricing standardization, quote accuracy, and corporate branding. CPQ enables sales teams to represent the company in a standardized manner in pricing, messaging, and the look and branding of the proposal. CPQ shortens the sales cycle by ensuring sales reps respond quickly to customers, produce quotes fast, and generate proposals that get noticed by decision-makers.

Sales Operations needs CPQ to ensure efficiency in the sales process, including quote and proposal generation and sales rep training. A CPQ ensures that each step in the sales process is carried out according to a standard playbook and that pricing and configurations are accurate. Team members always have updated pricing and discounting built into the software, so the quote generation process is error-free.

Revenue Operations needs CPQ to align sales, finance, and customer success around accurate, efficient, and scalable quoting. By automating complex pricing and approvals, CPQ eliminates bottlenecks that slow down revenue capture and cause errors. It ensures consistency across teams, enabling RevOps to drive predictable growth and maximize profitability.

CPQ benefits sales teams by reducing the amount of time they spend on non-sales activities. A CPQ helps them respond faster to their customers with the correct pricing, messaging, and marketing documentation while eliminating time-consuming administrative tasks.

CPQ benefits customers when they receive a quick response to their requests for quotes. They enjoy greater satisfaction with the sales process and a greater sense of trust as well. Quotes are accurate and have gone through an approval workflow before being sent to the customer. Proposals include personalized content to help customers make sound business decisions. These factors are essential to a customer-centric sales process.

It’s always the “right time” to contribute positively to your organization’s revenue growth. At DealHub, we were curious about the impact of sales technology use on our customers’ ability to be productive and generate revenue. We wanted to understand the performance patterns of closed-won deals. So, we measured the sales cycle duration from quote to close from March to May 2020, and compared traditional CPQ, delivered by either a PDF or Word document, against our innovative DealRoom sales proposal software.

We determined that CPQ software outperforms PDF/Word formats for quote generation in two key areas:

• Sales cycle duration (time-to-revenue)
• Time spent in creation (operational efficiency)

If productivity, efficiency, and revenue growth are issues that resonate with you, you may be wondering if CPQ implementation is a lengthy process. If the right time to consider CPQ is now, you want to get your team started soon so your sales operations can start reaping the benefits.

DealHub is the highest-rated CPQ for ease of implementation and ease of use, as determined by user reviews on G2.

Why do we rate so highly on ease of implementation? We developed our solution to address many of the pains that businesses have experienced when using cumbersome legacy systems. DealHub’s CEO and co-founder Eyal Elbahary developed a new breed of CPQ solution, tailored to the needs of fast-growth sales teams. DealHub is purpose-built precisely as an end-to-end solution to accelerate the sales process, with minimal implementation time, no coding, and a short learning curve. Our dynamic product architecture, native CRM integration, and APIs reduce configuration time.

With DealHub CPQ, plug in your products and pricing, configure your business rules, and start quoting. The following built-in benefits allow sales teams to adopt DealHub CPQ quickly and see value immediately.

Guided selling

Sales playbooks with a question-based flow allow salespeople to easily configure complex pricing, produce customized quotes, and track buyer engagement.

• Reduces administrative tasks
  Administrative burden is reduced as many sales tasks are automated.
• Customizable quotes
  The buyer’s needs are at the forefront of every touchpoint, including quotes and proposals, so customized quote creation is an essential feature.
• Aligns with corporate policies
  Standardized quotes and pricing policies ensure every team member is playing by the same rules while meeting legal requirements.
• Easy configuration
  Configuration is intuitive and highly agile.
• Syncs with your CRM
  Data is automatically synced with your CRM.

We encourage you to schedule a personalized demo to see for yourself how DealHub CPQ can accelerate your sales cycle and help your team win more deals.

DealHub delivers a complete quote-to-revenue platform purpose-built to accelerate sales and drive predictable growth. Our flexible, no-code solution empowers enterprise and mid-market teams to streamline the entire revenue process—from configuration and pricing to contract management, billing, and renewals.

With DealHub CPQ at its core, revenue teams can build custom workflows, adapt quickly to changing business needs, and maintain full control over the sales process. It’s intuitive for users, easy to implement, and seamlessly connects sales, legal, finance, and operations.

DealHub’s unified platform brings consistency to every deal interaction. Digital DealRooms centralize buyer and seller communications, making collaboration easier, faster, and more transparent throughout the deal cycle.

Backed by a guided Sales Playbook and fully integrated CPQ, CLM, Billing, and Subscription Management tools, DealHub enables your team to:

• Generate accurate, real-time quotes
• Accelerate contract approvals
• Deliver personalized, relevant content
• Simplify billing and subscription workflows
• Close bigger, more complex deals, faster

Integrating with leading CRMs (Salesforce, Microsoft Dynamics, HubSpot, and Freshworks) and trusted by revenue experts such as WalkMe, Gong, Drift, Hopin, SpotOn, Sendoso, and Braze, DealHub ensures faster time to value.

One platform. One source of truth. One seamless revenue motion. That’s the power of DealHub.