Best Practices to Promote Adoption of CPQ Implementation | CONCLO Technologies


CPQ stands for Configure, Price, and Quote. Salesforce CPQ, as its name implies, works as an addition to your company’s Salesforce CRM to create a structured and uniform sales process. CPQ offers centralized access to all the company’s goods, services, prices, and client information allowing a significant boost in efficiency.

Your sales process will be sped up and any potential quotation errors will be eliminated with this user-friendly application. The efficiency of your sales staff is increased by automating business operations. As per Salesforce, CPQ takes 29 % less time to generate quotes and a 29 % increase in upselling. In other words, organizations can close deals faster with Salesforce CPQ as it addresses the pain points of the manual sales process by automating the entire process.

CPQ Implementation

When implementing CPQ, it is necessary to build up product dependencies, pricing models, based on the products they select for their order. The process of onboarding end users, which includes providing them with CPQ training and performance assistance, is also planned as part of a CPQ deployment strategy.

Investment in the CPQ digital transformation will yield a return with a solid CPQ implementation plan that encourages end-user acceptance. The business CRM system may include a CPQ deployment as an add-on.

Tips for successful implementation

CPQ implementation is crucial, and the rate of failure is high. Here are some useful tips for successful implementation.

  • Establish goals and timelines

    CPQ implementation takes less time than CRM implementation. However, still need to set deadlines to help the implementation team to stay on track about

    • What should the CPQ system be able to perform when it is fully integrated
    • What challenges and risks will it face during implementation
  • Configure & Clean your CPQ

    Create product prices, discount formulas, product combinations, and dynamic pricing rules for the complete product catalogue in your CPQ system. An important step that protects firms from soiled CRM and CPQ data is mapping out and customizing your CPQ.

    Cleaning CPQ is important, the duplicate records present may need to be removed or merged, the data that is left may need to be enhanced and need to come up with a plan to prevent stakeholders from arbitrarily adding new rules and events to the CRM that could prevent your CPQ integration from functioning as it should.

  • Have a CPQ beta launch and then push the full launch

    Test the CPQ capability in a sandbox first, then in a small sample of sales interactions, to observe how the opportunities are handled and how much faster (or slower) their process has become and make any adjustments necessary to ensure the success of your CPQ deployment. Once the beta launch proves successful, it’s time to roll out your CPQ system to your entire organization.

  • Provide employees the on-demand CPQ performance support

    Most enterprise CRM vendors give support manuals and help desks to assist you in resolving any problems the sales force may have. The company may even engage an implementation team as a backup.

  • Monitor CPQ adoption with end-user analytics

    The amount of CPQ acceptance across your workforce must be regularly tracked during the post-implementation phase, which is the responsibility of your IT and sales teams. Feedback can be collected once the CPQ has been put into use, and the feedback unique to the new CPQ will help to determine how useful the platform is and what features are being used appropriately.