Tuesday, December 11, 2018
Trends

5 CPQ Software Trends and Predictions for 2019

Brian Friedman
November 27, 2018

3 minute read

It looks like 2019 will be a big year for businesses that are looking to implement a configure-price-quote (CPQ) solution to ramp up their sales strategy. We looked at the 3 major CPQ software trends we expect to see for this year and examined which 2 CPQ features will be most used in 2019.

5 CPQ Software Trends and Predictions for 2019CPQ Trend Prediction #1: The use of CPQ to improve customer experiences

CPQ was once focused only on the manufacturing industry; however, due to heightened consumer expectations and constantly changing product portfolios, it has grown to be used in various industries. Customer expectations, like the need for instant quotes, is something that a CPQ solution can help to improve by providing a seamless sales experience.

5 CPQ Software Trends and Predictions for 2019CPQ Trend Prediction #2: The use of CPQ to support digital commerce disruption

Offering a CPQ software solution is beneficial in ecommerce applications, especially in the B2B market. According to Gartner, by 2019, 40% of B2B ecommerce sites will use a CPQ tool to “calculate and deliver product pricing dynamically.” CPQ, which Gartner also predicts will have a 20% annual growth rate through 2020, will allow businesses to provide a unified experience to partners and distributors and a unified cross-channel buying experience.

5 CPQ Software Trends and Predictions for 2019CPQ Trend Prediction #3: The use of CPQ to enhance mobile growth

With the increased use of mobile devices, CPQ’s ability to function on multiple mobile platforms enables sales reps to build quotes, work proposals, and configure products whenever and wherever they are. This allows businesses and sales people to be increasingly mobile-ready, especially as sales reps rely more on mobile devices for quotes over desktop devices.

Which CPQ software features will be most used in 2019?

5 CPQ Software Trends and Predictions for 2019CPQ Feature Prediction #1: Guided selling

Guided selling allows organizations to create a set of questions that prompt sales reps to enter data about customers, like company size or industry. Based on the responses, sales reps are “guided” to the relevant customer offerings.

Guided selling is a popular feature within CPQ solutions because it streamlines the sales process by simplifying the product selection process. Based on business rules and logic, guided selling helps sales reps get up to speed quickly by selecting the right products and services for each customer.

5 CPQ Software Trends and Predictions for 2019CPQ Feature Prediction #2: Automated pricing

Automated pricing is a function that automates pricing rules and validations based on an organization’s pricing structure and database. It handles complex product configurations and pricing structures and can automatically apply product-specific discounts and offers tailored to each customer.

Automated pricing is a popular function because it allows sales reps to sell faster and gives them the ability present customers with quote and order prices that are completely accurate. In addition, it saves time on pricing and quoting, increases close rates, and provides up-selling and cross-selling opportunities.

To learn more, read 3 Key Questions to Ask When Comparing CPQ Solutions in 2019.

Brian Friedman
Brian J Friedman is GVP Global Strategic Sales at SoftClouds. Brian has a background in technology, business development, corporate management, and sales. He has been responsible for the creation and growth of numerous companies developing successful long-term relationships that have resulted in double-digit sales growth and continuing business expansion.
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