Salesforce CPQ VS Industry CPQ

"A Comprehensive Comparison"

In today's rapidly evolving business environment, CPQ (Configure, Price, Quote) tools are very useful for sales teams striving to streamline their processes. Salesforce CPQ is often compared with other industry CPQ tools, especially as businesses try to find the solution that best fits their needs. This blog will provide a detailed comparison between Salesforce CPQ and some of the popular industry CPQ tools, focusing on features, scalability, user experience, integration, and pricing.

1. Feature Comparison

Points	Salesforce CPQ:	Industry CPQ
Product Configuration	Offers a robust product configurator with guided selling, ensuring that users select the right combination of products based on their requirements. It also supports complex product bundles.	Product Configuration: Most industry CPQ tools also provide product configuration capabilities, but their ease of use and complexity can vary depending on the tool. Apttus, for example, excels in handling complex configurations but may require more setup.
Pricing	Flexible pricing structures, including tiered, volume, and subscription-based models, make it suitable for diverse industries. Salesforce CPQ’s pricing rules can be customised based on user roles, geography, or discounts.	Other tools offer pricing capabilities, though customization options might not be as intuitive as Salesforce CPQ. Oracle CPQ, for instance, is powerful but can be difficult for non-technical users.
Quote Generation	The quote template system allows users to create tailored, branded quotes. It’s integrated directly with Salesforce CRM, providing seamless flow from quote creation to contract management.	Some industry CPQ tools have more limitations in quote design compared to Salesforce. SAP CPQ, while powerful, often requires customization for quote templates and branding.
Approval Workflows	Built-in approval workflows and automated processes reduce manual effort, expediting deal cycles.	Oracle and Apttus CPQ tools offer configurable workflows, though some may need additional integration with external systems for advanced functionality.
Subscription Management	Ideal for companies offering subscription-based services, with support for renewals, amendments, and upsell scenarios	Many CPQ tools are catching up in terms of subscription management, but Salesforce CPQ’s close integration with other Salesforce features gives it a distinct advantage.

2. Scalability

Salesforce CPQ: Highly scalable, designed to support growing businesses across various industries, from SMBs to large enterprises. Since it’s natively built on the Salesforce platform, businesses can scale their CPQ solution without worrying about performance lags or integration issues.

Industry CPQ Tools: Tools like Oracle CPQ and Apttus CPQ also offer scalability but may require more integration efforts, especially when dealing with external systems. Some industry CPQ tools, while powerful, can become more complex and difficult to manage at scale.

3. User Experience

Salesforce CPQ: Known for its user-friendly interface and seamless integration with Salesforce CRM, Salesforce CPQ stands out for its simplicity. The Salesforce Lightning interface ensures an intuitive experience, with guided selling features to assist users through the configuration process.

Industry CPQ Tools: While some industry tools offer robust functionality, their user experience can vary. Oracle CPQ, for instance, is powerful but not as user-friendly as Salesforce CPQ, and it might take longer for sales teams to get comfortable with the system. Apttus CPQ also provides significant flexibility, but its interface may not be as intuitive.

4. Integration

Salesforce CPQ: Being a native Salesforce application, the integration with the Salesforce ecosystem is seamless. It works well with other Salesforce products such as Sales Cloud, Service Cloud, and Marketing Cloud, making it easy for organizations already using Salesforce to adopt CPQ without additional integration complexities.

Industry CPQ Tools: Industry CPQ tools like Apttus, Oracle CPQ, and SAP CPQ integrate well with various CRM and ERP systems, but often require middleware or third-party applications for smooth integration. For example, Oracle CPQ has good integration capabilities with Oracle's suite of enterprise products but may not be as flexible when it comes to non-Oracle CRMs.

5. Pricing and Implementation

Salesforce CPQ: Pricing for Salesforce CPQ is subscription-based, and it typically offers different tiers to cater to various business sizes and needs. The pricing is transparent, but implementation costs can vary based on customizations required. The overall cost may be higher for larger enterprises, especially when additional Salesforce products are added.

Industry CPQ Tools: Pricing for other CPQ tools varies significantly depending on the provider. For instance, Oracle CPQ and Apttus may come with higher upfront implementation costs due to the complexity of integration. SAP CPQ, depending on the level of customization, can be expensive but might offer better value for companies deeply embedded in SAP ecosystems.

6. Customization and Flexibility

Salesforce CPQ: Salesforce CPQ provides a high level of customization, allowing businesses to tailor the platform to their specific needs. Its flexibility ensures that companies can mold it according to their unique sales processes, pricing models, and approval workflows.

Industry CPQ Tools: While tools like Apttus and Oracle CPQ offer significant customization options, they often require a greater level of technical expertise for implementation. For highly complex configurations and workflows, these tools may provide deeper functionality but can also become harder to manage without expert resources.

7. Customer Support and Ecosystem

Salesforce CPQ: Being part of the larger Salesforce ecosystem, Salesforce CPQ benefits from Salesforce’s extensive community, documentation, and customer support. Salesforce also frequently updates its products, keeping them in line with the latest industry trends.

Industry CPQ Tools: Industry CPQ providers also offer robust customer support, but the ecosystem might not be as vast or active as Salesforce's. For example, Apttus and Oracle have dedicated support channels, but their community engagement may not be as extensive.

Conclusion:

Which CPQ Solution Should You Choose?

Consider Salesforce CPQ if:

You are already using Salesforce CRM or plan to integrate deeply with the Salesforce ecosystem.
Your business relies on subscription models, and you need seamless integration with other Salesforce products.
You prioritize user experience and ease of use for your sales team.

Consider an Industry-Tailored CPQ Tool if:

You have complex product configurations and require more advanced features that might not be available out of the box with Salesforce CPQ.
Your business uses non-Salesforce CRM or ERP systems and requires deep integration with those platforms.
You need a CPQ solution that offers more flexibility in terms of specific industry requirements, such as manufacturing or high-tech industries.

Ultimately, both Salesforce CPQ and other Industry CPQ tools have their strengths, and the best choice depends on your specific business needs, technology stack, and growth trajectory.