Gartner Research

How CPQ Impacts Customer Engagement

Published: 22 October 2013

ID: G00255719

Analyst(s): Praveen Sengar

Summary

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
  • Key Challenges

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

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