The #1 Cause of Failed CPQ Projects

In an excerpt from our full conversation with the Founder of SteelBrick (now Salesforce CPQ), Max Rudman says companies fail to take advantage of the opportunity provided by CPQ - a chance to rethink your business.

There really isn't another product or software that requires you to pull together Sales, Product, Finance, Marketing, and Support functions to analyze quoting, pricing strategy, renewals strategy & process, and GTM positioning.

If you're not pushing your teams to re-think the business, to evolve processes and GTM strategies, you're just doing what Max calls a "lift and shift". This refers to basically recreating the same old process using the same people and the same tools.
This approach is the #1 cause of failure in CPQ projects.

CPQ gives organizations the opportunity to reevaluate the business process.

If you're not doing that, you're doing it wrong.