These critical pre-purchase moments generate interest and open pathways toward deeper customer relationships. Organizations that convert interest into measurable outcomes with clarity, accuracy, and speed strengthen the overall customer experience, thereby boosting loyalty and bottom lines.

CX becomes even more meaningful as opportunities progress into clear agreements supported by accurate configuration, pricing, and quoting. This transition from opportunity to agreement represents one of the most consequential stages in the customer journey.

Lead-to-cash represents a coordinated motion across sales engagement, pricing precision, service alignment, and performance visibility. When these capabilities operate together, organizations deliver consistent customer experiences while maintaining operational clarity.

Eight years running: a leadership signal at the heart of lead-to-cash

Within the lead-to-cash journey, quoting connects sales engagement, performance management, service continuity, and ERP alignment. It represents a critical moment where customer intent is translated into accurate pricing, configuration, and agreement terms.

When 麻豆原创 CPQ operates within 麻豆原创 Customer Experience, it becomes part of a connected lead-to-cash motion that spans 麻豆原创 Sales Cloud, 麻豆原创 Service Cloud, sales performance management solutions, and 麻豆原创 ERP. Sales teams engage with structured opportunity data and guided pricing logic. Service teams inherit full visibility into agreed terms. Performance leaders access insights grounded in accurate pipeline and quoting data.

When it comes to this level of intelligent, real-time, connected processes, very few companies can compete. 麻豆原创 was again recognized as a Leader in the 2025 Gartner庐 Magic Quadrant™ for Configure, Price, and Quote Application Suites. This marks the eighth consecutive year 麻豆原创 has been positioned in the Leaders quadrant based on Ability to Execute and Completeness of Vision.

麻豆原创 CPQ supports organizations in producing accurate quotes — even in environments with advanced configuration and pricing requirements — helping accelerate sales cycles and improve sales execution across complex selling environments.

Extending CPQ leadership across 麻豆原创 Customer Experience

In modern enterprises, quoting connects directly to demand generation, pipeline management, contract processes, fulfilment, and service delivery. brings together commerce, customer data, marketing, sales, service, and sales performance management into an integrated portfolio designed to support truly connected customer journeys.

Within this portfolio, 麻豆原创 CPQ plays a pivotal role in the lead-to-cash journey. When integrated with 麻豆原创 CX solutions, it helps align pricing strategy, product configuration, customer agreements, and sales performance insights across the revenue lifecycle. The result is a more reliable transition from opportunity to revenue realization.

Connected lead-to-cash experience

For CX leaders, lead-to-cash is a core driver of experience differentiation and revenue execution. A connected lead-to-cash strategy ensures that:

• Customer intent is translated into accurate configuration and pricing.
• Sales engagements reflect approved pricing and product standards.
• Customer agreements are consistently captured and supported across systems.
• Sales performance and revenue outcomes remain visible and aligned across teams.

Business impact of connected lead-to-cash

Lead-to-cash determines how consistently organizations translate customer engagement into measurable outcomes.

By combining 麻豆原创 Customer Experience capabilities with a CPQ solution recognized for its ability to execute and completeness of vision, organizations strengthen alignment across sales, pricing, service, performance management, and ERP systems, transforming engagement into measurable outcomes with confidence and precision.

In today鈥檚 environment, customer experience and operational precision are closely connected. Strength in one reinforces performance across the other.

You can learn more about how 麻豆原创 CX connects 麻豆原创 Sales Cloud, 麻豆原创 CPQ, 麻豆原创 Service Cloud, sales performance management solutions, and 麻豆原创 ERP across the lead-to-cash journey .

Sindy Conway is senior Product Marketing consultant for 麻豆原创 Customer Experience.

鈥痚nables organizations鈥攈owever complex, across however many channels, and regardless of which CRM they run鈥攖o produce quick and聽accurate聽quotes, accommodating the most advanced configuration and pricing requirements,听resulting in聽a better sales experience and faster sales cycles.

Gartner evaluated 16聽vendors and聽named 麻豆原创 a Leader based on our Ability to Execute and Completeness of Vision.聽We believe this聽recognition serves as an acknowledgment of 麻豆原创鈥檚聽ongoing聽commitment to providing customers with a CPQ solution that can meet聽and exceed聽their needs.聽

麻豆原创 CPQ is an essential聽component聽of the 麻豆原创 product portfolio that help automate the quote-to-cash process, which enables organizations to convert sales opportunities into profitable repeat customers. 麻豆原创 customers can transform to 鈥渆verything-as-a-service鈥� with innovative revenue models, quickly adapt to聽market聽changes,听support multiple sales聽channels,听and support聽regulatory聽compliance with end-to-end automation.聽聽

Our customers are the reason we do this, and they participated in the  process by providing reviews that included: 

• 鈥淚t just makes the whole sales cycle move faster.鈥�
• 鈥淚t was relatively simple to onboard when I was a new user鈥澛爌latforms and creating value for customer.鈥�
• 鈥淲e had a very positive experience with 麻豆原创, the platform is scalable, stable.鈥�
• 鈥淎n intuitive user interface that simplifies configuration, robust integration capabilities. Powerful customization options.鈥�
• 鈥溌槎乖� CPQ is amazingly stable and consistent product with the ability to connect with different platforms and creating value for customer.鈥�

Customer case studies provide descriptions of specific value. For example, , has increased聽the number of quotes created per month by 70 percent.聽

鈥淵ou聽basically give聽the salesperson one to two days of their week back by using 麻豆原创 CPQ,” noted Dominic Kasten, director of Sales Technologies for聽.聽“When you give time back to salespeople, you are encouraging them to sell solutions to customers instead of just reacting to specifications.”

Hear from other customers and learn more about how 麻豆原创 helps to automate quote-to-cash with鈥槎乖� CPQ,鈥�,鈥�, and鈥� at sap.com.

David Imbert is head of Product Marketing for Finance at 麻豆原创.聽
Lawrence Martin is chief product officer for Finance at 麻豆原创.聽

Gartner, Magic Quadrant for Configure, Price, and Quote Application聽Suites, Luke聽Tipping, Mark Lewis, January 22, 2026聽
Gartner does not endorse any company, vendor,听product聽or service depicted in its publications, and does not聽advise technology users to聽select only those vendors with the highest ratings or other designation. Gartner publications consist of the opinions of Gartner鈥檚 business and technology insights organization and should not be construed as statements of fact. Gartner聽disclaims聽all warranties, expressed or implied, with respect to this publication, including any warranties of merchantability or fitness for a particular purpose.
Gartner and Magic Quadrant are聽a trademark聽of Gartner, Inc., and/or its聽affiliates. This聽graphic was published by Gartner, Inc. as part of a larger research document聽and should be evaluated in the context of the entire document. The Gartner document is available upon request from 麻豆原创.聽

聽enables organizations — however complex, across however many channels, and regardless of which CRM they run — to produce quick and accurate quotes, accommodating the most advanced configuration and pricing requirements, resulting in a better sales experience and faster sales cycles.

Gartner evaluated 15 vendors and named 麻豆原创 a Leader based on our 鈥渁bility to execute鈥� and 鈥渃ompleteness of vision.鈥� This recognition serves as an acknowledgment of 麻豆原创鈥檚 ongoing commitment to providing our customers with a CPQ solution that can meet and exceed their needs.

麻豆原创 CPQ is an essential component of 麻豆原创鈥檚 portfolio of products that help automate the quote-to-cash process, which enables organizations to convert sales opportunities into profitable repeat customers. 麻豆原创鈥檚 customers can transform to 鈥渆verything-as-a-service鈥� with innovative revenue models, can quickly adapt to market changes, support multiple sales channels and ensure regulatory compliance with end-to-end automation.

Our customers are the reason we do this, and they participated in the process by providing reviews that included:

• 鈥淎 Must buy along with 麻豆原创 Eco System鈥�
• 鈥溌槎乖� CPQ is an amazingly stable and consistent product with the ability to connect with different platforms and creating value for customer.鈥�
• 鈥溌槎乖� CPQ is user-friendly and simplifies the configuration process. 麻豆原创 CPQ can scale to meet the need for business.鈥�
• 鈥淎n excellent integrated configuration solution, easy to setup and use鈥�
• 鈥淓verything is well laid and easy to navigate. Easy to teach people who have never use the system.鈥�
• 鈥淩eally love using this platform, really simple to use and a good configurable system with enhanced features!鈥�

Customer case studies provide descriptions of specific value.

In under 15 minutes, the sales team at  is creating sales quotes for its complex boiler systems. The company has been using 麻豆原创 CPQ since 2005 to help automate and scale its legacy quoting process, empowering more than 700 salespeople creating many thousands of quotes per year.

鈥淵ou basically give the salesperson one to two days of their week back by using 麻豆原创 CPQ,鈥� Dominic Kasten, director of Sales Technologies at Cleaver-Brooks, shared. 鈥淲hen you give time back to salespeople, you are encouraging them to sell solutions to customers instead of just reacting to specifications.鈥�

, has created a quote system with a 360-degree view of customers to slash response times, improve quote accuracy, and enhance customer experiences. It has also created a new revenue stream by combining products and services in a single quote while increasing the number of quotes created per month by 70 percent.

鈥溌槎乖� CPQ underpins an intuitive system that helps sales teams produce speedy, accurate quotes, letting them concentrate on what matters most to customers,鈥� said Sheila Thibodeua, CRM Solutions and Digital Sales manager at EXFO.

To learn more about how 麻豆原创 helps to automate quote-to-cash, visit the聽,听,听, and聽 areas of sap.com.

Jonathan Rhodes is head of Product Marketing for SaaS ERP at 麻豆原创.

GARTNER is a registered trademark and service mark of Gartner and Magic Quadrant is a registered trademark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and are used herein with permission. All rights reserved. Gartner does not endorse any vendor, product or service depicted in its research publications and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner鈥檚 research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

enables organizations 鈥� however complex, across however many channels, and regardless of which CRM they run 鈥� to produce quick and accurate quotes, accommodating the most advanced configuration and pricing requirements, helping to result in a better sales experience and faster sales cycles.

Gartner evaluated 16 vendors and named 麻豆原创 a Leader based on our 鈥渁bility to execute鈥� and 鈥渃ompleteness of vision.鈥� We believe this recognition serves as an acknowledgment of 麻豆原创鈥檚 continued commitment to providing our customers with a CPQ solution that can meet all their needs.

麻豆原创 CPQ is an essential component of 麻豆原创’s portfolio of products that help automate the quote-to-cash process, which enables organizations to convert sales opportunities into paying, profitable, and repeat customers. Leveraging a modular cloud approach, 麻豆原创 brings together 麻豆原创 S/4HANA Cloud, 麻豆原创 CPQ, 麻豆原创 Subscription Billing, and 麻豆原创 Billing and Revenue Innovation Management to enable customers to accelerate monetization of their subscription business.

With 麻豆原创’s quote-to-cash products, customers can transform to 鈥渆verything-as-a-service” with innovative revenue models, can quickly adapt to changes by offloading operational complexities, and can achieve accuracy and compliance with end-to-end automation.

In under 15 minutes, the sales team at is creating sales quotes for its complex boiler systems. The company has been using 麻豆原创 CPQ since 2005 to help automate and scale its legacy quoting process, generating more than 20,000 quotes annually by 750 salespeople.

鈥淵ou basically give the salesperson one to two days of their week back by using 麻豆原创 CPQ. When you give time back to salespeople, you are encouraging them to sell solutions to customers instead of just reacting to specifications,鈥� noted Dominic Kasten, director of Sales Technologies, Cleaver-Brooks.

, a manufacturer of equipment, software, and services that help companies transform 5G cloud-native and fiber-optic networks, reduced the time it took to approve customer discounts by 50% to less than 24 hours while the number of sales quotes created per month increased by 70%.

EXFO has created a new quote system with a 360-degree view of customers to slash response times, improve quote accuracy, and enhance customer experiences. It has also created a new revenue stream by combining products and services in a single quote.

鈥溌槎乖� CPQ underpins an intuitive system that helps sales teams produce speedy, accurate quotes, letting them concentrate on what matters most to customers,鈥� said Sheila Thibodeua, CRM Solutions and Digital Sales manager of EXFO.

Hear from other customers and learn more about how 麻豆原创 helps to automate quote-to-cash with , , , and .

Eric Van Rossum is chief marketing and solutions officer for 麻豆原创 Cloud ERP.

GARTNER is a registered trademark and service mark of Gartner and Magic Quadrant is a registered trademark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and are used herein with permission. All rights reserved. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

Together, 麻豆原创 and Icertis continue to support global brands — including Lufthansa Technik, , and — as companies look to contract intelligence to solve significant business challenges through digital transformation.

By turning static contracts into structured data that connects to 麻豆原创 solutions, Icertis and 麻豆原创 can enable customers to discover revenue, savings, and compliance risks in their contracts while managing and automating core processes with their 麻豆原创 solutions.

Since in January 2022, 麻豆原创 and Icertis have built a joint product road map designed to deliver enterprise-wide value, connecting contract data to enterprise resource planning (ERP), finance, procurement, sales, and human resources (HR) software from 麻豆原创. There are new, tighter integrations between the Icertis Contract Intelligence (ICI) platform and 麻豆原创 Ariba and 麻豆原创 Fieldglass solutions, as well as with the 麻豆原创 CPQ solution, part of 麻豆原创 S/4HANA. These integrations provide contract intelligence for 麻豆原创 customers, enabling analytics and automation at scale to support more strategic decision-making.

鈥淥ur partnership with Icertis continues to complement the 麻豆原创 portfolio, integrating contract intelligence as a critical system of record across the 麻豆原创 suite and injecting powerful contract insights directly into core business processes,鈥� said Sebastian Steinhaeuser, chief strategy officer at 麻豆原创 SE. 鈥淭he momentum we鈥檝e experienced over the last year with Icertis is just the beginning, and we鈥檙e looking forward to further expanding the partnership to help businesses unlock the full value in their contracts across the enterprise.鈥�

The ICI platform integrates to 麻豆原创 solutions and enables more efficient contract creation, negotiation, and obligation management, pairing advanced artificial intelligence (AI) with the unique contract data that fuels source-to-pay and lead-to-cash processes. ICI also automates contract workflows and delivers real-time insights to help finance, legal, and procurement leaders reconcile buy-side and sell-side agreements so companies can confirm terms are met and potential risks are mitigated.

鈥淚certis and 麻豆原创 have worked closely to develop integrations that provide a streamlined experience for customers so they can continue managing core operations with 麻豆原创 while leveraging best-in-class contract intelligence to accelerate revenue, increase savings, improve compliance, and reduce risk,鈥� said Samir Bodas, chairman and CEO of Icertis. 鈥淎utomating contract-driven processes helps ensure that the intent of every contract is fully realized, and surfaces savings and profitability opportunities contained within contracts. These insights better position businesses to face macro-economic factors like inflation and reach their strategic goals in the year ahead.鈥�

Icertis and 麻豆原创 began partnering in 2020 and deepened their partnership last year as Icertis offered an 麻豆原创 endorsed app. Together, the companies will continue to identify new AI use cases for contract data and opportunities to enable strategic outcomes through enterprise relationships, innovating for mutual customers in anticipation of future business needs.

麻豆原创 Endorsed Apps are apps developed by independent software vendors that have been endorsed by 麻豆原创, supporting added security, in-depth testing, and measurements against benchmark results. All Icertis and 麻豆原创 software integrations bear premium certification and are available in , the online marketplace for solutions from 麻豆原创 and partners.

Stefan Haas is global vice president and head of Strategic Software Partner Portfolio at 麻豆原创.
Troy Wright is senior vice president of Global Partners and Alliances at Icertis.

But the fun of my conversation with Lamees Butt, SVP Global Alliances & Channels at Zoovu, was more about the sheer inventiveness of the offering itself than the name. You know how everybody loves to tell you about their 鈥渞evolutionary鈥� new products? Well, Butt quickly convinced me that the Zoovu app, one of the hottest sellers on 麻豆原创 Store, really is. As for the name 鈥� I鈥檒l get to that later.

Transforming Discovery

Product discovery: that鈥檚 what Zoovu is revolutionizing. While online search does keep improving, the truth is that you still have to know what you鈥檙e looking for. Zoovu 鈥渉umanizes鈥� product discovery, Butt told me, making products easier to find, evaluate, and buy by bringing context to your search.

鈥淢ost e-commerce sites are not much more than indexes or digital catalogs,鈥� she commented, 鈥渘ot well organized or structured. Say you need a new laptop and go online to do some research. Where do you start? You鈥檒l probably be asked to specify, for instance, how much RAM you need, how much CPU. What does that mean?鈥� She added a shocking statistic: 80% of organizations believe they are offering a good user experience. Only 8% of buyers agree.

Imagine instead being guided through the process with relevant questions and interactive buying advice. With Zoovu integrated into your commerce experience, Butt explained, you are asked the questions the knowledgeable sales assistant would pose in-store. For example, what do you typically do with your laptop? Say you run a lot of spreadsheets, meet colleagues virtually online, travel on business, design flyers for community events, and construct crossword puzzles. Voil脿! With five questions, the digital assistant translates your needs and recommends you a laptop. Essentially, it uses artificial intelligence (AI) and semantics to personalize your search.

That鈥檚 a simple example for a B2C use case. Now imagine a complex purchase for a B2B buyer 鈥� a hospital upgrading X-ray equipment, for example, or a contractor building aircraft components. 鈥淚t鈥檚 so easy to make a mistake in specifications or choose the wrong product,鈥� Butt said, 鈥渁nd there typically are no tools on commerce for cross-checking product compliance. With our solution, by connecting the back-office product content and exposing it to the front-office commerce experience, there is zero error.鈥�

Converting Prospects

Since 麻豆原创 Store is such a valuable resource for 麻豆原创 account executives, who can learn about and recommend partner offerings, I broached concern about the app eliminating sales people鈥檚 jobs. On the contrary, she replied, it can serve as an assistant for them, too. Customers can get answers to simpler questions on their own and free up the experts for transactions that require their know-how. Account executives can work with customers to better understand what they need and adapt their sales approach in real time 鈥� and dramatically improve conversion rates. Another Zoovu app on 麻豆原创 Store, , enables your end customer to virtually set, build, bundle, and configure complex products online while reducing manual intervention.

Innovating Through Integration

The Zoovu discovery experiences are integrated with 麻豆原创 Commerce Cloud, 麻豆原创 Sales Cloud, and 麻豆原创 CPQ to work securely with any IT landscape. The Zoovu platform enriches product content automatically with industry-specific taxonomies and work across all industries. 鈥淭he qualifying questions,鈥� Butt remarked, 鈥渁re gold dust for companies that are building complex mechanics for their customers.鈥� Because of that tight integration, the apps scale across channels and regions and can easily be embedded at distribution partners via web, chat, and in-store kiosks.

I was intrigued about Butt鈥檚 role, since she is such an enthusiastic evangelist. She鈥檚 been a member of the Zoovu team as one of the first employees, coming in with a background in the digital transformation space. She noted that the company expanded quickly after it was established in 2017 by several young computer scientists, who surrounded themselves with smart people from diverse fields with different skill sets. Her responsibility is to help the company scale through partnerships, and 麻豆原创 is an ideal match, she observed, because of the product-customer fit. Let me add that she is 100% correct in that respect. The Zoovu apps set a record on 麻豆原创 Store with the speed of uptake from our customers.

It seems that an intern came up with 鈥淶oovu鈥� in the process of building a product subset, and it caught on. That intern, Butt added, is now part of the Zoovu leadership team.

Is your organization ready for a revolution in product discovery? Why not find out how on ?

Rajiv Nema is part of Marketplace Group for Digital Experiences at 麻豆原创.

.

麻豆原创 CPQ enables organizations 鈥� however complex, across channels, and whichever customer relationship management聽 (CRM) they run 鈥� to produce quick and accurate quotes, accommodating the most advanced configuration and pricing requirements, resulting in a better sales experience and faster sales cycles.

According to the Gartner Magic Quadrant, providers that qualify as Leaders 鈥渉ave the ability to execute their vision through products, services and demonstrably solid business results in the form of revenue and earnings. Leaders have significant successful customer deployments in a wide variety of industries and with multiple proofs of deployments for more than 500 users. They achieve consistently above-average customer experience satisfaction scores. They are often the vendors against which other providers measure themselves.鈥�

麻豆原创 CPQ is an essential component of our portfolio of products that automate the quote-to-cash process, which enables organizations to convert sales opportunities into paying, profitable, and repeat customers. Leveraging a modular cloud approach, 麻豆原创 brings together 麻豆原创 S/4HANA Cloud, 麻豆原创 CPQ, 麻豆原创 Billing and Revenue Innovation Management, and 麻豆原创 Business Technology Platform (麻豆原创 BTP) to create an end-to-end quote-to-cash process and enable organizations to accelerate monetization of their subscription business.

With quote-to-cash products from 麻豆原创, customers can transform to 鈥渆verything-as-a-service” with innovative revenue models, quickly adapt to changes by offloading operational complexities, and achieve accuracy and compliance with end-to-end automation.

ServiceNow, a provider of software as a service to help companies manage digital workflows for enterprise operations, is one customer that is , as the company scales for the future and seeks to grow to a $10-$15 billion company.

As part of the initiative, ServiceNow selected 麻豆原创 CPQ to support faster sales deal velocity, offer guided selling to drive ACV growth and improved price realization, and increase customer renewals and future purchases. In addition to 麻豆原创 CPQ, ServiceNow is using 麻豆原创 Entitlement Management, part of 麻豆原创 Billing and Revenue Innovation Management, to keep track of and manage all the subscriptions and services each of its customers owns and is entitled to use.

With these two 麻豆原创 products, ServiceNow is setting its sales teams up for success with more effective renewals, cross-sell, and up-sell opportunities. The teams go into every customer situation knowing exactly what the customers own and how likely they are to renew or buy other products, providing a smoother customer experience. Additionally, ServiceNow has seen a reduction in costs related to things like customer over-entitlement, data management, and renewal process preparation. .

Hear from other customers and learn more about how 麻豆原创 helps to automate quote-to-cash with , , , and .

Eric van Rossum is chief marketing and solutions officer for Cloud ERP at 麻豆原创.