How CPQ Impacts Customer Engagement

Archived Published: 22 October 2013 ID: G00255719


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CIOs should work with VPs of sales to determine customer engagement models and understand how configure, price and quote applications can support active, rational, emotional and ethical customer engagement.

Table of Contents

  • Introduction
  • Analysis
    • Increase Front-End Sales, Sales Operations and Partners' Active Customer Engagement Using CPQ
    • Enable Customers to Collaborate With Sales to Drive Rational Customer Engagement
    • Empower Customers to Build Emotional Customer Engagement by Giving Them CPQ-Enabling Co-innovation, Self-Service and Crowdsourcing Solutions Suited to Their Needs
    • Build Ethical Sales Engagement Through a Demonstrated Commitment to Fairness, by Closing the Loop Between the Organization, Sales and Customers
  • Gartner Recommended Reading
© 2013 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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