A Comparative Study of CPQ Systems in the B2B Environment for Revenue Transformation.
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| Title: | A Comparative Study of CPQ Systems in the B2B Environment for Revenue Transformation. |
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| Authors: | Ghazi, Youness1 youness.ghazi.doc@uhp.ac.ma, Arhid, Khadija2 k.arhid@uca.ac.ma, Gadi, Taoufiq3 taoufiq.gadi@uhp.ac.ma |
| Source: | IAENG International Journal of Computer Science. Jun2026, Vol. 53 Issue 6, p2328-2343. 16p. |
| Subjects: | Comparative studies, Customer relationship management, Business revenue, Rebates, Industrial marketing |
| Abstract: | Customer Relationship Management (CRM) systems are widely recognized as effective tools for managing B2B sales interactions. However, CRM platforms that are not integrated with Configure, Price, Quote (CPQ) solutions frequently encounter quoting inaccuracies, inconsistent discounting practices, missed upselling opportunities, and reduced profit margins. Despite widespread CPQ adoption, organizations lack systematic, evidence-based frameworks for vendor selection. CPQ systems provide a comprehensive business-to-business (B2B) solution that streamlines quotation and order processes, particularly for organizations managing customizable products or complex bulk-discount structures. Many B2B organizations have implemented CPQ systems from leading vendors, including Oracle, Salesforce, SAP, Conga, and PROS. Drawing on CPQ capability datasets from Gartner, G2, and Forrester, this study presents a comparative analysis employing a descriptive data analytics approach. The results demonstrate that no single CPQ solution consistently outperforms the others. Instead, the optimal platform depends on the organization's requirements, the industry context, and the vendor's specific capabilities. Salesforce and Conga demonstrate the highest performance consistency across evaluation criteria, and is optimal for small-to-mid market segments. In contrast, PROS exhibits a competitive advantage in enterprise-level deployments. Oracle, and SAP consistently occupy intermediate positions, performing reliably but without clear dominance across organizational tiers. Cross-source validation among Gartner, G2, and Forrester confirms ranking consistency. [ABSTRACT FROM AUTHOR] |
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| Database: | Engineering Source |
| Abstract: | Customer Relationship Management (CRM) systems are widely recognized as effective tools for managing B2B sales interactions. However, CRM platforms that are not integrated with Configure, Price, Quote (CPQ) solutions frequently encounter quoting inaccuracies, inconsistent discounting practices, missed upselling opportunities, and reduced profit margins. Despite widespread CPQ adoption, organizations lack systematic, evidence-based frameworks for vendor selection. CPQ systems provide a comprehensive business-to-business (B2B) solution that streamlines quotation and order processes, particularly for organizations managing customizable products or complex bulk-discount structures. Many B2B organizations have implemented CPQ systems from leading vendors, including Oracle, Salesforce, SAP, Conga, and PROS. Drawing on CPQ capability datasets from Gartner, G2, and Forrester, this study presents a comparative analysis employing a descriptive data analytics approach. The results demonstrate that no single CPQ solution consistently outperforms the others. Instead, the optimal platform depends on the organization's requirements, the industry context, and the vendor's specific capabilities. Salesforce and Conga demonstrate the highest performance consistency across evaluation criteria, and is optimal for small-to-mid market segments. In contrast, PROS exhibits a competitive advantage in enterprise-level deployments. Oracle, and SAP consistently occupy intermediate positions, performing reliably but without clear dominance across organizational tiers. Cross-source validation among Gartner, G2, and Forrester confirms ranking consistency. [ABSTRACT FROM AUTHOR] |
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| ISSN: | 1819656X |
