CPQ Fireside Chat: Hear from Leaders in the CPQ Space

Webinar at a glance

In this CPQ Fireside Chat, leaders from Salesforce, Uptima, NVIDIA and Valorx share how to get the most from Salesforce CPQ, from phase zero planning to successful adoption. They also discuss how solutions like Valorx Fusion address common CPQ hurdles and make integration simpler and processes smoother.

Who it is for: revenue operations, sales operations, deal desk and CPQ teams who are considering, deploying or already running Salesforce CPQ.

Recorded: May 31, 2024

Most companies that are creating opportunities, the reason they're creating opportunities is to convert them to quotes, to convert them to orders, to generate income. And so the logical next step, if you're doing opportunity management, I assume you're hoping to convert that to a quote so you can sell something to somebody, right? At that broadest level, that's who's adopting CPQ.

Brion Schweers, SVP Revenue Cloud, Salesforce, on CPQ adoption across industries

Speakers

• Gagandeep Brar, Sr. Manager, Sales Operations, NVIDIA
• Alex Bell, Chief Strategy Officer, Uptima
• Brion Schweers, SVP, Revenue Cloud, Salesforce
• Jerret Kasper, Co-founder and Head of Sales, Valorx

What you will learn

• How to overcome significant CPQ challenges
• How NVIDIA taps into the full potential of Salesforce CPQ
• The future of Salesforce CPQ

We had highly-complex quoting needs, and Salesforce CPQ was a step in the right direction. But when it came to maximizing its potential and driving 100% adoption, Valorx Fusion helped us big time.

Gagandeep Brar, Senior Manager Sales Operations, NVIDIA

CPQ Fireside Chat: session recap

What are the most significant CPQ challenges?

• Complexity and scalability: handling intricate products, pricing and sales processes can be overwhelming, and rapid growth often makes it difficult to scale CPQ systems efficiently.
• Driving CPQ adoption: streamlining the CPQ process so sellers can quickly generate quotes, manage complex data and stay ahead of competitors without being held back by system constraints.

When these challenges persist, they have long-term impacts on businesses:

• Companies may lose their competitive edge and experience slower time to market.
• Missed revenue opportunities and poor customer experiences can weaken relationships.
• A lack of insight into the customer lifecycle and buying behavior is a significant drawback.
• Inefficient processes and the inability to analyze and optimize performance remain a challenge.

What are the benefits of CPQ systems?

• Streamlining and centralization: centralizing quoting, pricing and configuration can significantly improve operational efficiency.
• Full revenue cycle support: selling physical goods, services and software, on their own or bundled, becomes simpler, so businesses can go to market with more creative offers while keeping data clean. Uptima's Chief Strategy Officer Alex Bell explains, “Customers are getting more creative in taking products to market with bundled subscriptions, services, and physical goods. CPQ is expanding to support the full revenue cycle in CRM. Customers want efficiency gains, revenue growth, and data reliability.”
• Data quality: better data leads to better reporting and forecasting.
• Integrations and scalability: Salesforce CPQ can be extended with other tools to fit each business, refining quoting processes and streamlining workflows.

The panel closed by exploring how AI now plays a growing role in optimizing pricing and sales processes, making CPQ systems more efficient and effective.

Frequently asked questions

Who is adopting Salesforce CPQ?

At the broadest level, any company running opportunity management in Salesforce, because the next step after an opportunity is converting it to a quote and then an order.

How did NVIDIA get more from Salesforce CPQ?

NVIDIA had highly complex quoting needs. Salesforce CPQ was a step in the right direction, and Valorx Fusion helped them maximize its potential and drive adoption.

What is Valorx Fusion?

Valorx Fusion connects Excel and Google Sheets to live Salesforce data, so teams can work in spreadsheets and save changes back to Salesforce. See Valorx Fusion.

Where can I learn more about complex quoting in CPQ?

Watch How to Make Salesforce CPQ Work for your Complex Quoting Needs and our Quote Line Editor webinar series.

Next steps