Report:

A: This research evaluates 14 configure, price, quote (CPQ) solutions providers across 24 criteria, assessing their current offerings, strategic direction, and market presence. It covers core CPQ capabilities including configuration design, pricing and discount management, quote and document generation, integrations, omnichannel capabilities, revenue lifecycle management, and ease of use. The evaluation examines how vendors address changing B2B buyer behavior, omnichannel sales, industry-specific needs, and integration within the broader quote-to-revenue environment.

A: Revenue and sales professionals should use this research to select the right CPQ solution for their organization's needs. Buyers should use it to differentiate vendors based on required, nice-to-have, and unneeded capabilities for their industry and business. Organizations can leverage this evaluation to assess vendor capabilities for omnichannel solutions, revenue lifecycle management integration, industry optimization, and alignment with their business direction. The Excel-based vendor comparison tool allows clients to adapt criteria weightings to their specific requirements.

A: To be included in this Forrester Wave evaluation, vendors must have: 1) At least $25 million in global annual revenue directly from CPQ solutions, 2) Core capability of configuration design including a configuration rules logic engine in addition to pricing and quoting functionality, and 3) At least 50 active customers or demonstrate strong level of interest from Forrester customers or strong market presence. These criteria ensure that only established vendors with proven CPQ capabilities and significant market traction are evaluated.

A:

• Annual CPQ product revenue below $25 million threshold
• Lack of configuration rules logic engine as a core capability
• Fewer than 50 active customers without strong market presence or Forrester customer interest
• Solution focuses only on pricing and quoting without configuration design capabilities
• Vendor declined to participate in the evaluation process
• Vendor only partially participated in the evaluation process

A:

• Optimize CPQ solutions for your specific industry needs - manufacturing may require 3D visual configurations and PLM integration, SaaS needs subscription management, price-volatile markets need pricing optimization, and specialized industries like telecom need purpose-built solutions
• Evaluate proven omnichannel solutions that can extend CPQ capabilities to direct sellers, channel partner portals, marketplaces, and buyer self-service purchasing, with consideration for rebate management for reseller partners
• Address revenue lifecycle management needs by considering integration with existing systems for contract management, order management, subscription, billing and revenue management, PLM, CRM, ERP, and e-commerce platforms
• Differentiate vendors based on capabilities that are required, nice to have, and not needed for your specific industry and business
• Understand each vendor's current capabilities and roadmap plans and assess alignment with your business direction
• Consider what is essential now for immediate business impact versus what can be phased in later

A:

• Buyers spending more time making independent and collaborative buying decisions, with average buying cycles involving three considered vendors, four departments, and eight people in the buying group
• Half of B2B buyer interactions are self-guided through early, mid, and late sales stages
• B2B e-commerce sales share forecasted to increase from 17.2% in 2022 to 24.4% by 2027
• Rise of omnichannel CPQ enabling consistent experiences across direct, channel partner, and self-service online purchasing
• Expansion of CPQ adoption beyond enterprise to small and medium companies, with at least half of the 28% planning CPQ implementation having $750 million or less in revenue
• Increasing need for industry-specific CPQ solutions with specialized capabilities for manufacturing, SaaS, telecom, media, and other industries
• Growing importance of revenue lifecycle management integration across quote-to-revenue processes

A: Strength of Current Offering evaluates each vendor's position based on the capabilities and features available today, including configuration design, pricing management, quote generation, integrations, omnichannel capabilities, revenue lifecycle management, and ease of use. This focuses on what the solution can do now. Strength of Strategy evaluates the vendor's future direction and market approach, including their vision for the market, innovation capabilities, product roadmap plans, partner ecosystem development, pricing models, and global delivery capabilities. This focuses on where the vendor is headed and their ability to execute on future market opportunities.