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.

The solution helps streamline the sales-quote-to-cash process, leading to more signed deals, higher margins and a better experience for both sales and customers.

鈥淐ustomers expect a buying process that is quick and simple, no matter how complicated the product or service might be,鈥� said Sameer Patel, chief marketing and solution officer for 麻豆原创 Customer Experience. 鈥淭he last mile of the transaction is extremely critical in the buying process and serves as an opportunity for brands to stand out from the competition and deliver on the customers expectation of a great experience. With 麻豆原创 CPQ, sales teams and partners have the power to quickly build a quote for the right solution, at the right price, every single time.鈥�

麻豆原创 CPQ is part of the portfolio, which goes beyond traditional CRM solutions by bringing together customer data, experiential and operational data, and machine learning. 麻豆原创 Customer Experience offers organizations a complete platform to address all customer interactions using a common data model and functionality from commerce, marketing, sales and service to address their business needs.

To learn more, of the Gartner Magic Quadrant for CPQ Application Suites.

Recently, 麻豆原创 was also named a Leader in the 2021 Gartner Magic Quadrant for Digital Commerce² for the seventh time and as a Leader in the 2021 Gartner Magic Quadrant for Sales Force Automation³ for the third consecutive year. Additionally, Emarsys, now part of 麻豆原创, was recently named a Leader for the third time in the 2021 Gartner Magic Quadrant for Personalization Engines.⁴

Visit the . Follow 麻豆原创 on Twitter at .

Media Contact:
Samantha Finnegan, +1 (415) 377-0475, samantha.finnegan@sap.com, ET
麻豆原创 麻豆原创 Room; press@sap.com

1. Gartner, 鈥淢agic Quadrant for Configure, Price and Quote Application Suites,鈥� ,听, October 21, 2021.
2. Gartner, 鈥淢agic Quadrant for Digital Commerce,鈥� Jason Daigler, Yanna Dharmasthira, Sandy Shen, Penny Gillespie, Mike Lowndes, Aditya Vasudevan, August 31, 2021.
3. Gartner, 鈥淢agic Quadrant for Sales Force Automation,鈥� Adnan Zijadic, Ilona Hansen, Melissa Hilbert, Steve Rietberg, August 4, 2021.
4. Gartner, 鈥淢agic Quadrant for Personalization Engines,鈥�,听,听, July 19, 聽2021.

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.
Gartner and Magic Quadrant are registered trademarks of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as 鈥渁nticipate,鈥� 鈥渂elieve,鈥� 鈥渆stimate,鈥� 鈥渆xpect,鈥� 鈥渇orecast,鈥� 鈥渋ntend,鈥� 鈥渕ay,鈥� 鈥減lan,鈥� 鈥減roject,鈥� 鈥減redict,鈥� 鈥渟hould鈥� and 鈥渨ill鈥� and similar expressions as they relate to 麻豆原创 are intended to identify such forward-looking statements. 麻豆原创 undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect 麻豆原创’s future financial results are discussed more fully in 麻豆原创’s filings with the U.S. Securities and Exchange Commission (“SEC”), including 麻豆原创’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
漏 2021 麻豆原创 SE. All rights reserved.
麻豆原创 and other 麻豆原创 products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of 麻豆原创 SE in Germany and other countries. Please see for additional trademark information and notices.

What is a CPQ system, exactly? Every sales interaction has a few distinct components; namely, the development of a set price for an item, any necessary adjustments, and then presentation to the customer.

This can be viewed, in a simple format, as the purchase of an ice cream cone on a hot day. A single scoop has a set price, and additions like toppings or extra scoops will adjust the price. In this example, it鈥檚 an easy — and delicious — transaction. But many sales processes, especially in the B2B setting, can become complicated very quickly, with variables like specific configurations, pricing changes, the combining of products and services, and multiple validation requirements across an organization.

This is where 麻豆原创 CPQ comes in. The sales configuration solution is designed to allow clients, sales teams, and partners to accurately and efficiently create proposals and configure, price, quote, and order complex products and solutions that deliver what the end client needs.

Nicole France, vice president and principle analyst at Constellation Research, recently did a deep dive into 麻豆原创 CPQ and presented results in an offering overview, 鈥溌槎乖� CPQ Transforms the Sales Process.鈥� The full paper, , first offers a brief overview of the inception of 麻豆原创 CPQ, noting that the solution capabilities were acquired as part of 麻豆原创鈥檚 purchase of CallidusCloud in 2018.

Part of the CallidusCloud acquisition, and since becoming part of the 麻豆原创 Customer Experience portfolio, 麻豆原创 CPQ has evolved to support direct sellers, channel or reseller partners, and commerce channels that enable customers to purchase directly online.

How does CPQ serve customers today? As France explains, 鈥溌槎乖� CPQ aims to solve several primary challenges. One is responding to demand from customers and distributors for self-service buying channels. Another is managing the increasing complexity of pricing, which can be as complex as product configuration. This is particularly true for combinations of products and services. In this scenario, configuring deals becomes more important than configuring products per se.鈥�

Notably, 麻豆原创 has built artificial intelligent (AI) capabilities into 麻豆原创 CPQ to help with both guided selling and deal analysis, and it integrates with a wide range of customer experience solutions both within 麻豆原创 and externally.

While CPQ systems have their origins in manufacturing, where deal sizing and configuring can become extremely complex, technology buyers from all industries are today recognizing the value in investing in CPQ. Notable applications for use include integrating distinct sales organizations after acquisitions and developing quotes in organizations where multiple sales units are involved, up to a point of 100% accuracy.

France notes, 鈥溌槎乖� CPQ streamlines, simplifies, and automates the administrative aspects of providing pricing quotes, proposals, and contract terms. Greater speed and accuracy benefit all parties: buyers, sellers, production, fulfillment, legal, and finance. 麻豆原创 CPQ has the added benefit of nesting within a broader set of related capabilities designed to facilitate the entire sales process.鈥�

She continues, 鈥淢any of 麻豆原创 CPQ鈥檚 customers manage extremely large portfolios of products and offerings. In some cases, those portfolios include products with millions of possible variations. For these types of customers, effective CPQ tools must be able to support both complex configurations and large deals that include many thousands of line items in a single quote鈥� 麻豆原创 CPQ allows coordination across all potential sales channels as well as the ability to manage separate options for each channel.鈥�

For customers that are embarking on a search for a new, or replacement CPQ system, France advises: 鈥淭he buying process may be a crucial element of customer experience, but it is only one element of building durable customer relationships. Because 麻豆原创 CPQ forms part of the overall 麻豆原创 Customer Experience portfolio, it lends itself to sparking change in other aspects of the customer experience as well, notably marketing and customer service. The insights generated by 麻豆原创 CPQ shape a different set of conversations between and among departments. Make the most of those discussions to extend customer-centric transformation.鈥�

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Reza Soudagar is head of Product Marketing, Sales and Service Solutions at 麻豆原创.

What the聽 has shown us is that to optimize for both speed and accuracy, interdependencies among companies are ever more critical. Interconnected digital supply chains are more relevant than ever before, demand prediction is critical to drive commerce, and procurement must become ever more intelligent and sustainable as we look to source goods and services.

The current situation also underlines the strategy that 麻豆原创 defined years ago: that we are moving from an era of siloed functions to an agile, intelligent, and responsive age. In some ways, we are moving back to basics, as we bring back core business process to the forefront, albeit the next-generation versions that will help power operational efficiency and growth for our customers for decades to come. The next generation intelligent suite is integrated but composable, modular, and infrastructure-agnostic, thereby simplifying adoption, increasing flexibility, and offering choice for companies.

A leading customer example for reimagining business processes by transforming the IT landscape is Orica鈥檚 4S program, which stands for Simple, Standard, Single 麻豆原创. Over the past few years, the company has undergone a significant transformation, which covers eight end-to-end business standard processes. Orica redefined all its business processes by consolidating systems on 麻豆原创 S/4HANA, complemented by other 麻豆原创 solutions and extensions. All these business models were redefined based on the prerequisite to not customize any solutions so Orica can benefit from faster innovation delivery and a new level of transparency and efficiency across the enterprise.

If we take a closer look at where we are right now, we are investing in key processes that run every enterprise in any industry and are summarized in聽: Lead to Cash, Recruit to Retire, Source to Pay, and Design to Operate.

We have made significant progress with our integration journey with a cloud-first, but not cloud-only, approach by also enabling . We use key services from , such as master data integration in the cloud, and end-to-end business process blueprints for hybrid scenarios as well.

Lead to Cash

Today, it is increasingly important for organizations to engage with their customers in the most effective way to better understand their needs and meet their expectations. Moreover, customers expect personalized experiences and want to choose when and how they interact with businesses.

But providing flexibility for customers can come at the cost of complexity on the business side.

The Lead to Cash process brings together聽听补苍诲听聽to deal with this complexity. For businesses that use other solutions for customer journeys, APIs offer the flexibility to integrate those solutions as well. Creating a seamless experience from a customer perspective requires seamless collaboration between marketing and sales teams. This in turn is supported by business capabilities that allow for automated, consistent handovers of leads, choice between e-commerce or direct sales, and flexible pricing configuration.

Enabling new business models with one set of solutions is at the core of the Lead to Cash process. It becomes increasingly important to sell physical products, service products, and subscription products in a unified way and allow customers to choose their own specific combinations. Integration scenarios among ,听,听, and 麻豆原创 S/4HANA Cloud and on premise enable a variety of scenarios and allow a flexible business process design to achieve this goal. Furthermore, the process does not stop in the sales domain, but seamlessly integrates with 聽for service scheduling and execution.

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Recruit to Retire

With today鈥檚 business dynamics, organizations are faced with the need to quickly adapt to changing environments. The global pandemic, for example, required companies to re-evaluate and redefine business continuity plans. Companies have seen both sides of the coin: the need to increase workforce and unfortunately, the need to redeploy or furlough employees too. In those moments that matter, transparent communication and trustful collaboration are a must.

This is where Recruit to Retire comes into play, an end-to-end process that enables human resources (HR) leaders to understand, manage, and optimize all aspects of the engagement with their workforce, including external workers. A combined solution portfolio of , , and solutions, along with 麻豆原创 S/4HANA Cloud and helps customers manage their workforce in line with business objectives, while putting the individual human experience at the center.

Think of Return to Work scenarios that are currently top of mind due to COVID-19. Many customers are looking for tools to revitalize and re-energize their workforce. By combining these solutions with , customers can reopen facilities to their employees, reskill their workforce, keep them healthy and engaged, and help them secure new external opportunities if needed — in a human and very interactive way.

础迟听, we will show an聽 that highlights how Recruit to Retire is being supported by three sub processes. These include Hire to Retire, the life cycle of an internal employee; Travel to Reimburse, or travel and expense management; and External Workforce Management, or engaging with contingent workforce. We will show how 麻豆原创 SuccessFactors and 麻豆原创 Fieldglass solutions and 麻豆原创 S/4HANA cover an end-to-end process for hiring and engaging temporary external workers from a supplier 鈥� all connected through one aligned domain model.

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Source to Pay

Procurement departments seek transparency across their trading partners; for example, when it comes to topics such as sustainability or risk and compliance. They also require data-driven business insights at every step of the process. This level of transparency and insight for end-to-end processes can only be achieved in networks on a unified platform. This is the foundation for more effective spend management, better engagement with contingent labor, and sustainable practices across the value chain.

The Source to Pay process involves 麻豆原创 S/4HANA and and 麻豆原创 Fieldglass solutions. Their integration enables organizations to gain a 360-degree view of their processes across the category. This covers a variety of aspects related to Source to Pay building on Ariba Network from supplier management and risk, persona-based guided sourcing, contract management, and buying and invoicing functions tailored to specific industry needs. Capabilities with centralized sourcing, contract, requisitioning, purchasing, and invoice monitoring span across multiple backend systems and drive visibility and efficiency in shared services organizations.

One of our recent innovations in that space is the centralized requisitioning capability released with聽, as well as invoicing delivered as part of 麻豆原创 S/4HANA and 麻豆原创 S/4HANA Cloud. Enabled by the guided buying capability, this process addresses the employee self-service procurement flow with the ability to control a global, distributed, and diverse procurement landscape. Based on the integration to 麻豆原创 S/4HANA for central procurement, it is possible for organizations to scale the purchasing processes to support end-to-end business processes across finance and logistics. This helps enterprises create a path to harmonize system landscapes and centralize processes without disruption. Additionally, central buying reduces process costs and total cost of ownership, while at the same time helping ensure compliance and control.

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Design to Operate

Until recently, supply chains were often considered a back-office function. However, recent events have catapulted supply chains into the spotlight as critical to a business鈥� differentiation and success. No one knew that 2020 would be defined by a pandemic that would bring the global economy to a virtual standstill. Within weeks, the demand for goods and services became highly unpredictable. In such an environment, resilient supply chains become essential. Such resilience allows companies to respond and recover from unanticipated events.

To achieve greater resilience in supply chains, companies need to become more agile in order to sense, predict, and respond to disruption. Building on that, 聽allows them to increase productivity and furthermore, by adopting聽business networks, they can also enable better collaboration with business partners. Finally, strong supply chains not only require, but can also actively support, sustainable business practices.

We deliver capabilities as part of the Design to Operate framework that help customers run such resilient and sustainable supply chains. Our customers can orchestrate an end-to-end life cycle of a product or asset from the design phase to its operation. 麻豆原创 enables customers to leverage our interoperable solution portfolio to realize seamless business processes based on specific sub-processes, including idea to market, plan to fulfill, and acquire to decommission.

I鈥檇 like to highlight a few recent integration examples: We strengthened the business integration between warehouse management and manufacturing, supporting the Supply to Line process and covering just-in-time Supply to Production including internal replenishment. Warehouse workers can now transfer stock from storage locations to production supply areas in聽聽鈥� to accurately and timely supply the production line, thus eliminating waste.

With advanced shipping and receiving within 麻豆原创 S/4HANA, we significantly improved the Order to Delivery process. Customers can gain higher visibility for combined in- and outbound processes as well as for internal shipments, such as when parts are produced in one factory and then shipped to another for final assembly.

Another innovation that stands out is the integration between Qualtrics and Enterprise Product Design; our customers can now factor in product innovation ideas and feedback in real time by incorporating experience data.

One of the outcomes of the Design to Operate framework is the Digital Thread, which covers the lifecycle of products or assets as represented in a digital twin. Here we partner with industry leaders. One example is 麻豆原创鈥檚 partnership with Siemens, which aims to bring together the Siemens Team Center with 麻豆原创鈥檚 product life-cycle management portfolio.

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麻豆原创 is keeping its promise to customers and integrating its portfolio across functions and capabilities to reimagine business processes for the digital age. Integration ultimately enables business innovation, and this is what the vision of the Intelligent Enterprise is all about.

Thomas Saueressig is a member of the Executive Board of 麻豆原创 SE.
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麻豆原创 CPQ provides a richer customer experience by empowering sales teams and partners to offer complex product configurations, optimized pricing and attractive proposals. With the , users can offer the right product at the right price and time and accelerate sales through any channel by seamlessly connecting 麻豆原创 CPQ to any CRM or ERP platform.

According to the report, 麻豆原创 was recognized for its completeness of vision and ability to execute.

鈥淎 mobile salesforce that can operate with speed and agility has never been more important,鈥� said Paula Hansen, chief revenue officer, 麻豆原创 Customer Experience. 鈥淭he ability to develop a customer quote that provides easy up-sell can be a competitive advantage contributing to increased revenue. 麻豆原创 CPQ streamlines the sales-quote-to-cash process, leading to more signed deals, higher margins and most important, a better experience for both sales and customers.鈥�

The 麻豆原创 CPQ solution is part of the larger 麻豆原创 Customer Experience portfolio, which includes the 麻豆原创 Sales Cloud, 麻豆原创 Marketing Cloud, 麻豆原创 Service Cloud, 麻豆原创 Commerce Cloud and 麻豆原创 Customer Data Cloud solutions.

To learn more, of the Gartner Magic Quadrant for CPQ.

Visit the . Follow 麻豆原创 on Twitter at .

Media Contact:
Janice Tsoules, +1 (650) 223-4817, janice.tsoules@sap.com, ET
麻豆原创 麻豆原创 Room; press@sap.com

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.

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as 鈥渁nticipate,鈥� 鈥渂elieve,鈥� 鈥渆stimate,鈥� 鈥渆xpect,鈥� 鈥渇orecast,鈥� 鈥渋ntend,鈥� 鈥渕ay,鈥� 鈥減lan,鈥� 鈥減roject,鈥� 鈥減redict,鈥� 鈥渟hould鈥� and 鈥渨ill鈥� and similar expressions as they relate to 麻豆原创 are intended to identify such forward-looking statements. 麻豆原创 undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect 麻豆原创’s future financial results are discussed more fully in 麻豆原创’s filings with the U.S. Securities and Exchange Commission (“SEC”), including 麻豆原创’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
漏 2020 麻豆原创 SE. All rights reserved.
麻豆原创 and other 麻豆原创 products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of 麻豆原创 SE in Germany and other countries. Please see for additional trademark information and notices.

In its latest report, Gartner assessed products of 10 sales SPM vendors, including the 麻豆原创 Sales Cloud solution.

SPM software from 麻豆原创 is deployed as SaaS only and offers all the core SPM functionalities, including (ICM) and territory and quota management. This SPM offering, along with salesforce automation and the 麻豆原创 CPQ solution, are part of the 麻豆原创 Sales Cloud portfolio.

With 麻豆原创 Sales Cloud:

• Lenovo reduced its quota-setting time to one week from one month
• Docker increased accuracy of payment compensation plans by 95 percent, nearly eliminating disputes
• Pivotal Software reduced compensation inaccuracy by 72 percent

鈥淚n a competitive landscape it is critical for companies to set aggressive goals to ensure fast growth,鈥� said Paula Hansen, chief revenue officer and co-head of 麻豆原创 Customer Experience. 鈥淏ut the truth is many companies don鈥檛 hit their revenue goals, with average quota attainment often falling in the 50鈥�60 percent range. 麻豆原创鈥檚 SPM solution includes analytics with machine learning that increases operational efficiency and planning effectiveness, which helps turn sales professionals into a profitable sales machine.鈥�

The 麻豆原创 Sales Cloud solution is part of the larger 麻豆原创 Customer Experience portfolio, which also includes the 麻豆原创 Marketing Cloud, 麻豆原创 Commerce Cloud, 麻豆原创 Service Cloud and 麻豆原创 Customer Data Cloud solutions.

麻豆原创 was also named a Leader in CPQ application suites and salesforce automation.

To learn more, , with Gartner鈥檚 in-depth analysis on the sales performance management landscape.

Visit the 麻豆原创 News Center. Follow 麻豆原创 on Twitter at .

Media Contact:
Michael Baxter, +49 151 1719 6185, m.baxter@sap.com, CET
麻豆原创 麻豆原创 Room; press@sap.com

Sources: Gartner, Magic Quadrant for Sales Performance Management, Melissa Hilbert, 18 February 2020. 麻豆原创 is previously listed as CallidusCloud because 麻豆原创 acquired the company in April 2018. Magic Quadrant for Configure, Price and Quote Application Suites, Christina Klock, Mark Lewis, 28 October 2019. Magic Quadrant for Sales Force Automation, Theodore Travis, Melissa Hilbert, et al., 26 June 2019.
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, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as 鈥渁nticipate,鈥� 鈥渂elieve,鈥� 鈥渆stimate,鈥� 鈥渆xpect,鈥� 鈥渇orecast,鈥� 鈥渋ntend,鈥� 鈥渕ay,鈥� 鈥減lan,鈥� 鈥減roject,鈥� 鈥減redict,鈥� 鈥渟hould鈥� and 鈥渨ill鈥� and similar expressions as they relate to 麻豆原创 are intended to identify such forward-looking statements. 麻豆原创 undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect 麻豆原创’s future financial results are discussed more fully in 麻豆原创’s filings with the U.S. Securities and Exchange Commission (“SEC”), including 麻豆原创’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
漏 2020 麻豆原创 SE. All rights reserved.
麻豆原创 and other 麻豆原创 products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of 麻豆原创 SE in Germany and other countries. Please see for additional trademark information and notices.