Why 1 in 3 CPQ implementations fail

CPQ is entering a more difficult phase…

MGI Research’s CPQ Buyer’s Guide webinar points to a market that is crowded, consolidating and full of promise, but still carrying significant execution risk.

The line that should make every revenue leader pause is ‘1 in 3 first-time CPQ implementations fail’.

That is rarely because the software cannot configure products or generate quotes. More often, it is because the business has underestimated the operating model around CPQ including product data, pricing governance, approval logic, integration architecture, sales adoption and change management.

The MGI webinar has also highlighted important market shifts:
• CPQ is hyper-fragmented
• AI is everywhere, but ROI is not
• Vendor consolidation will continue

For organisations planning CPQ, Revenue Cloud or Opportunity-to-Cash investment, the implication is simple – vendor selection is only one part of the decision. Readiness to implement, integrate and operate the platform is what separates value creation from programme fatigue or failure.

At Walpole Partnership, this is where we spend a lot of our time with customers, turning revenue technology decisions into workable, scalable delivery plans, so if this is of interest to you, please get in touch.

Also give the MGI Research webinar a watch.