Involve the Entire Company
Next-generation CPQ is great for sales, enabling teams to exceed targets for new customers and renewals. But others within the company will find it valuable too. For example, it will help product managers run the entire product lifecycle, and it will allow marketing teams to easily develop and implement promotional plans. So you need to make sure that your colleagues understand CPQ and the benefits it will bring to their team in particular.
The recommended tack is to explain predicted and measurable improvements for each business function, focusing on the metrics that will best resonate with each team. For example, the sales team will like to hear about the number of quotes per person, higher percentages of quota achieved and improved retention rates. On the other hand, marketers will appreciate the shorter time to market, improved conversion rates and lower costs per lead. Customer service will be looking for other benefits, such as a good user experience and improvement in productivity through a reduction in admin.
Beyond these functions, CPQ typically integrates with other ERP systems. This capability provides a seamless transition of data and processes to other parts of the business such as fulfillment and finance.