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. |
|---|---|
| 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] |
| Copyright of IAENG International Journal of Computer Science is the property of International Association of Engineers (IAENG) and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) | |
| Database: | Engineering Source |
| FullText | Links: – Type: pdflink Text: Availability: 0 |
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| Header | DbId: egs DbLabel: Engineering Source An: 194196016 AccessLevel: 6 PubType: Academic Journal PubTypeId: academicJournal PreciseRelevancyScore: 0 |
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| Items | – Name: Title Label: Title Group: Ti Data: A Comparative Study of CPQ Systems in the B2B Environment for Revenue Transformation. – Name: Author Label: Authors Group: Au Data: <searchLink fieldCode="AR" term="%22Ghazi%2C+Youness%22">Ghazi, Youness</searchLink><relatesTo>1</relatesTo><i> youness.ghazi.doc@uhp.ac.ma</i><br /><searchLink fieldCode="AR" term="%22Arhid%2C+Khadija%22">Arhid, Khadija</searchLink><relatesTo>2</relatesTo><i> k.arhid@uca.ac.ma</i><br /><searchLink fieldCode="AR" term="%22Gadi%2C+Taoufiq%22">Gadi, Taoufiq</searchLink><relatesTo>3</relatesTo><i> taoufiq.gadi@uhp.ac.ma</i> – Name: TitleSource Label: Source Group: Src Data: <searchLink fieldCode="JN" term="%22IAENG+International+Journal+of+Computer+Science%22">IAENG International Journal of Computer Science</searchLink>. Jun2026, Vol. 53 Issue 6, p2328-2343. 16p. – Name: Subject Label: Subjects Group: Su Data: <searchLink fieldCode="DE" term="%22Comparative+studies%22">Comparative studies</searchLink><br /><searchLink fieldCode="DE" term="%22Customer+relationship+management%22">Customer relationship management</searchLink><br /><searchLink fieldCode="DE" term="%22Business+revenue%22">Business revenue</searchLink><br /><searchLink fieldCode="DE" term="%22Rebates%22">Rebates</searchLink><br /><searchLink fieldCode="DE" term="%22Industrial+marketing%22">Industrial marketing</searchLink> – Name: Abstract Label: Abstract Group: Ab Data: 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] – Name: AbstractSuppliedCopyright Label: Group: Ab Data: <i>Copyright of IAENG International Journal of Computer Science is the property of International Association of Engineers (IAENG) and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.</i> (Copyright applies to all Abstracts.) |
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| RecordInfo | BibRecord: BibEntity: Languages: – Code: eng Text: English PhysicalDescription: Pagination: PageCount: 16 StartPage: 2328 Subjects: – SubjectFull: Comparative studies Type: general – SubjectFull: Customer relationship management Type: general – SubjectFull: Business revenue Type: general – SubjectFull: Rebates Type: general – SubjectFull: Industrial marketing Type: general Titles: – TitleFull: A Comparative Study of CPQ Systems in the B2B Environment for Revenue Transformation. Type: main BibRelationships: HasContributorRelationships: – PersonEntity: Name: NameFull: Ghazi, Youness – PersonEntity: Name: NameFull: Arhid, Khadija – PersonEntity: Name: NameFull: Gadi, Taoufiq IsPartOfRelationships: – BibEntity: Dates: – D: 01 M: 06 Text: Jun2026 Type: published Y: 2026 Identifiers: – Type: issn-print Value: 1819656X Numbering: – Type: volume Value: 53 – Type: issue Value: 6 Titles: – TitleFull: IAENG International Journal of Computer Science Type: main |
| ResultId | 1 |
