In November, I hosted a webinar with Mobileforce Software (a leading CPQ company) and Walpole Partnership (a leading CPQ systems integrator) called “Future-proofing Your Sales: How to Close More Deals, Faster in Challenging Times.” This webinar highlighted some key points that I believe are worth sharing in this separate blog post.

Key Point 1: Business Process Automation is a Pre-requisite for CPQ Success

Before implementing any CPQ solution, it is crucial to have a solid foundation of business process automation. This means ensuring that your business processes are clearly defined, documented, and streamlined. By taking this step up front, you can identify the specific requirements that your CPQ solution should address. In selecting the most suitable CPQ solution, it’s essential to conduct thorough research and consider the out-of-the-box features that align with your CPQ-related business processes. Engage with CPQ experts as needed to gain insights and guidance during the selection process.

Key Point 2: Prioritize the Customer/User Experience

A clean and simple user interface (UI) is paramount to ensuring a positive customer/user experience. Consider the different routes-to-market (RTMs) that your business employs to reach its customers. Omni-channel RTMs involve three primary routes:

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