CPQ Not a Panacea: Five Reasons CPQ Does Not Fix Pricing Problems

Author Lydia Di Liello, pricing expert with more than 25 years of experience, recently interviewed four fellow senior pricing experts to get their perspective on what CPQ (Configure, Price, Quote) is really all about. In this article, she highlights insights from those interviews to educate pricers about what aspects of pricing CPQ does and does not help, and explores the fact that, while CPQ is often supported by software, it is equally a mindset of defining, setting and controlling business processes to achieve repeatable, consistent price for highly configurable products.