Best CPQ Software for 2026: 9 tools compared for buyers
This page answers a practical question: which CPQ software fits your catalog, your CRM and your team? Nine tools are covered, from Salesforce-native quoting and SAP-linked configuration to industrial rules engines, MSP quoting and a document-first option. They are written for sales operations leads, IT owners and procurement teams who need quotes that are correct before a customer sees them.
Each tool was compared on fit for its target buyer, configuration and pricing features, ease of rollout and how openly the vendor shows its pricing. Alongside that, every listing notes what the vendor publishes about security, admin and contract terms, so you know which questions to bring to a demo.
Our shortlist at a glance
- Best for Salesforce-first teams
Salesforce Revenue CloudIt is built around Salesforce data, with quoting, a configurator and subscriptions in Growth, though it requires an underlying Salesforce CRM license.
$150 per user per month billed annually, Revenue Cloud Growth - Best for SAP-run manufacturers
SAP CPQIt handles product dependencies and variant configuration reuse, and it connects to SAP S/4HANA Cloud, Sales Cloud and Commerce Cloud.
Contact sales - Best for engineered equipment
Experlogix CPQIts rules engine covers product options, BOM and engineering constraints, and it hands CRM quotes to ERP for mid-market and enterprise manufacturers.
Contact sales - Best for governed subscription deals
DealHub AIIt pairs guided configuration and governed discount approvals with amendments, co-terming and renewals, and the vendor publishes SOC 2 Type II and ISO 27001.
Contact sales - Best for managed service providers
ConnectWise CPQIt brings real-time distributor price feeds into quotes and links to ConnectWise PSA and Autotask, with management approvals on the Premium plan.
Contact sales - Quickest fit for IT resellers
QuoteWerksIt covers bundles, a configurator and required or substitute items for small and mid-size IT sales teams, with single sign-on included in Essential.
$45.83 per concurrent user per month billed annually, Essential
What is CPQ software?
CPQ software, short for configure, price, quote, turns a sales rep's selections into a valid, priced and approved quote. Day to day, reps pick products, the system blocks combinations that cannot ship together, applies customer-specific prices and discounts, and sends anything unusual to an approver. Sales operations, finance and deal desk teams maintain the rules behind it. The defining capabilities are product rules, pricing controls, approval routing, CRM and ERP data exchange, and support for recurring or usage-based sales.
CPQ Software side by side
| Tool | Best for | Starting price | Free plan or trial |
|---|---|---|---|
| Salesforce Revenue Cloud | Best for Salesforce-first teams. | $150 per user per month billed annually, Revenue Cloud Growth | No |
| SAP CPQ | Best for SAP-run manufacturers. | Contact sales | No |
| Experlogix CPQ | Best for engineered equipment. | Contact sales | No |
| DealHub AI | Best for governed subscription deals. | Contact sales | No |
| ConnectWise CPQ | Best for managed service providers. | Contact sales | No |
| QuoteWerks | Quickest fit for IT resellers. | $45.83 per concurrent user per month billed annually, Essential | No |
 PandaDoc | Sales teams generating quotes and contracts from templates and CRM data. | Enterprise CPQ is quote-only; Business document quoting $49 per seat/month billed annually | Free plan |
 Conga CPQ | Enterprise teams managing complex product catalogs and contract pricing. | Contact sales | No |
 Oracle CPQ | Large enterprises with complex configurable products and ERP workflows. | $240 per hosted named user per month list price; 25-user minimum | No |
Prices as published by each vendor on October 24, 2026. "Contact sales" means the vendor publishes no price.
The 9 CPQ software tools in detail
Best for Salesforce-first teams
Salesforce Revenue Cloud
Salesforce Revenue Cloud helps salesforce-centric revenue teams manage configuration, pricing and quotes through a structured commercial workflow.
Salesforce Revenue Cloud is a quoting and revenue suite for teams that already run on Salesforce. Growth includes quoting, a configurator and subscriptions, while Advanced adds contracts, invoicing and analytics. It needs a Salesforce CRM license underneath.
- Best for
- Salesforce-centric revenue teams.
- Company size
- Mid-market and enterprise Salesforce customers.
Key features
- Configuration rules
- Quoting and configurator in Growth.
- Approval routing
- Quote controls within Salesforce; ask about approval setup.
- CRM and ERP integrations
- Salesforce platform; requires a CRM license.
- Subscriptions and renewals
- Subscriptions in Growth; consumption and invoicing in Advanced.
Pros
- Salesforce-native quoting and subscriptions.
- Commercial terms tied to Salesforce data.
Cons
- Requires a Salesforce CRM license.
- Billing capabilities require a higher edition.
Pricing: $150 per user per month billed annually, Revenue Cloud Growth
Best for SAP-run manufacturers
SAP CPQ
SAP CPQ helps manufacturers and distributors with sap erp product models manage configuration, pricing and quotes through a structured commercial workflow.
SAP CPQ is aimed at manufacturers and distributors that model products in SAP ERP. It reuses variant configuration, controls customer and channel prices, and automates exception approvals. SSO setup is documented with SAP Identity Authentication, and pricing is quoted through SAP sales.
- Best for
- Manufacturers and distributors with SAP ERP product models.
- Company size
- Mid-market and enterprise SAP customers.
Key features
- Configuration rules
- Product dependencies and variant configuration reuse.
- Approval routing
- Automated exception and approval workflows.
- CRM and ERP integrations
- SAP S/4HANA Cloud, Sales Cloud and Commerce Cloud.
- Subscriptions and renewals
- Subscription workflow fit requires scope confirmation.
Pros
- SAP product configuration and pricing controls.
- S/4HANA integration.
Cons
- Minimum quantity can price out small teams.
- Specialist setup for complex rules.
Pricing: Contact sales
Best for engineered equipment
Experlogix CPQ
Experlogix CPQ helps industrial sellers quoting configurable equipment and services manage configuration, pricing and quotes through a structured commercial workflow.
Experlogix CPQ suits industrial sellers quoting configurable equipment and services. Its rules engine handles product options, BOM and engineering constraints, and pricing covers contract, tiered and regional rates. It integrates with Microsoft Dynamics 365 and Salesforce and hands data from CRM to ERP.
- Best for
- Industrial sellers quoting configurable equipment and services.
- Company size
- Mid-market and enterprise manufacturing.
Key features
- Configuration rules
- Rules engine for product options, BOM and engineering constraints.
- Approval routing
- Approval routing when price thresholds are exceeded.
- CRM and ERP integrations
- Microsoft Dynamics 365 and Salesforce, CRM to ERP handoff.
- Subscriptions and renewals
- Products, services and subscriptions in one quote.
Pros
- Complex product rules and ERP handoff.
- Pricing exceptions routed for approval.
Cons
- Initial admin training can be substantial.
- Public pricing unavailable.
Pricing: Contact sales
Best for governed subscription deals
DealHub AI
DealHub AI helps mid-market b2b teams selling subscriptions and complex deals manage configuration, pricing and quotes through a structured commercial workflow.
DealHub AI is a quote-to-revenue platform for mid-market B2B teams selling subscriptions and complex deals. It offers guided configuration, configurable bundles, an adaptive pricebook and governed approvals, plus amendments, co-terming and renewals. The vendor publishes SOC 2 Type II and ISO 27001.
- Best for
- Mid-market B2B teams selling subscriptions and complex deals.
- Company size
- Mid-market and enterprise B2B sales.
Key features
- Configuration rules
- Guided quote configuration and configurable bundles.
- Approval routing
- Governed quote and discount approvals.
- CRM and ERP integrations
- Quote-to-revenue platform with CRM connections; verify exact connectors.
- Subscriptions and renewals
- Amendments, co-terming, renewals and expansions.
Pros
- Governed approvals and complex quotes.
- Subscription lifecycle connected to CPQ.
Cons
- No public license price.
- Needs discovery of implementation scope.
Pricing: Contact sales
Best for managed service providers
ConnectWise CPQ
ConnectWise CPQ helps managed service providers quoting hardware, services and renewals manage configuration, pricing and quotes through a structured commercial workflow.
ConnectWise CPQ is built for managed service providers quoting hardware, services and renewals. It combines product catalogs, pricing rules and quote templates with real-time distributor price feeds. Basic, Standard and Premium plans are custom quoted, and approvals arrive with Premium.
- Best for
- Managed service providers quoting hardware, services and renewals.
- Company size
- Managed service providers and IT resellers.
Key features
- Configuration rules
- Product catalogs, pricing rules and quote templates.
- Approval routing
- Management approvals on Premium.
- CRM and ERP integrations
- ConnectWise PSA, Autotask and distributor connections.
- Subscriptions and renewals
- Recurring revenue management in Basic.
Pros
- Distributor pricing inside quotes.
- PSA-linked sales process.
Cons
- Setup and templates can take training.
- Custom pricing makes budgeting slower.
Pricing: Contact sales
Quickest fit for IT resellers
QuoteWerks
QuoteWerks helps it resellers and sales teams with staggered quoting activity manage configuration, pricing and quotes through a structured commercial workflow.
QuoteWerks is a quoting tool for IT resellers and sales teams with staggered quoting activity. It offers bundles, a configurator, and required or substitute items. Plans start with Essential at $45.83 per concurrent user per month billed annually, with SSO, CRM and PSA integrations included.
- Best for
- IT resellers and sales teams with staggered quoting activity.
- Company size
- Small and mid-size IT sales teams.
Key features
- Configuration rules
- Bundles, configurator and required or substitute items.
- Approval routing
- Peer review and approval in Essential.
- CRM and ERP integrations
- CRM and PSA integrations included; QuickBooks Online add-on.
- Subscriptions and renewals
- Quoting focus; full subscription billing not documented.
Pros
- Concurrent seats can reduce idle license cost.
- Distributor quoting and approvals.
Cons
- Some quote editing workflows limit collaboration.
- Accounting integration can cost extra.
Pricing: $45.83 per concurrent user per month billed annually, Essential
PandaDoc
Document automation tool for quotes, proposals and contracts with built-in e-signature, more sales-led than a full CLM.
PandaDoc is a document automation tool for quotes, proposals and contracts with built-in e-signature. It is more sales-led than a full contract management system. CPQ is available only on the custom-priced Enterprise plan, while the quote builder handles discounts and totals for document pricing.
- Best for
- Sales teams generating quotes and contracts from templates and CRM data.
- Company size
- SMB and mid-market document-first sales.
Key features
- Configuration rules
- CPQ available on Enterprise; quote builder for document pricing.
- Approval routing
- Approval workflows in Business.
- CRM and ERP integrations
- CRM integrations on Business.
- Subscriptions and renewals
- Document and quote workflow; subscription billing not confirmed.
Pros
- Easy to use, strong template library.
- E-signature and real-time document tracking.
Cons
- Speed and editing limits.
- Support hard to reach for some.
- Add-ons like API and bulk send cost extra.
Pricing: Enterprise CPQ is quote-only; Business document quoting $49 per seat/month billed annually · Free plan
Conga CPQ
Conga CPQ helps enterprise teams managing complex product catalogs and contract pricing manage configuration, pricing and quotes through a structured commercial workflow.
Conga CPQ serves enterprise teams with complex product catalogs and contract pricing. It supports bundles, guided configuration, eligibility rules, contract price lists and approval workflows for pricing exceptions. Expect dedicated administration, and no public per-seat price is shown.
- Best for
- Enterprise teams managing complex product catalogs and contract pricing.
- Company size
- Enterprise sales and revenue operations.
Key features
- Configuration rules
- Product bundles, guided configuration and eligibility rules.
- Approval routing
- Approval workflows for pricing exceptions.
- CRM and ERP integrations
- Salesforce and Conga contract workflows.
- Subscriptions and renewals
- One-time and recurring pricing, subscription changes.
Pros
- Contract-aware price calculations.
- Complex product configuration.
Cons
- Deployment needs dedicated administration.
- No published per-seat CPQ price.
Pricing: Contact sales
Oracle CPQ
Oracle CPQ helps large enterprises with complex configurable products and erp workflows manage configuration, pricing and quotes through a structured commercial workflow.
Oracle CPQ targets large enterprises with complex configurable products and ERP workflows. It offers constraints, BOM mapping and recommendation rules, with flat, tiered, usage and overage pricing. The listed price is $240 per hosted named user per month, with a 25-user minimum.
- Best for
- Large enterprises with complex configurable products and ERP workflows.
- Company size
- Enterprise and manufacturing organizations.
Key features
- Configuration rules
- Constraints, BOM mapping and recommendation rules.
- Approval routing
- Governed commerce rules; workflow details to confirm.
- CRM and ERP integrations
- Oracle enterprise systems and optional Salesforce connector.
- Subscriptions and renewals
- Recurring and usage-based pricing in Pricing Engine.
Pros
- Detailed rule types for complex catalogs.
- Pricing engine supports recurring and usage items.
Cons
- Minimum contract quantity.
- Rule administration requires specialist ownership.
Pricing: $240 per hosted named user per month list price; 25-user minimum
What to look for in CPQ software
Start with your product and sales model, not a feature checklist. A team that sells configurable equipment needs a strong rules engine, while a team that sells subscriptions needs amendments and renewals. Then check where your customer and product data lives, because quotes are only as accurate as the CRM and ERP behind them. The criteria below are ordered by how much they usually change a CPQ decision, with the commercial terms last.
Configuration rules
Configuration rules decide whether a rep can build a quote that cannot be delivered. Strong tools block invalid combinations, manage bundles and dependencies, and reflect engineering or eligibility constraints. Weaker ones offer a product list with templates. In a demo, ask the vendor to build one of your hardest real configurations.
- Salesforce Revenue Cloud: Quoting and configurator in Growth.
- SAP CPQ: Product dependencies and variant configuration reuse.
- Experlogix CPQ: Rules engine for product options, BOM and engineering constraints.
- DealHub AI: Guided quote configuration and configurable bundles.
- ConnectWise CPQ: Product catalogs, pricing rules and quote templates.
Pricing and discounts
Pricing controls keep every quote consistent with your commercial policy. Look for customer-specific price lists, tiered or contract pricing, discount ceilings and the pricing models you actually sell, such as usage or overage. A good tool applies these automatically. Check how price changes are maintained and who owns them.
- Salesforce Revenue Cloud: Product catalog and price management.
- SAP CPQ: Customer and channel price controls.
- Experlogix CPQ: Contract, tiered, regional pricing and discount stacking.
- DealHub AI: Adaptive pricebook, approval-aware pricing.
- ConnectWise CPQ: Real-time distributor price feeds and pricing rules.
Approval routing
Approval routing sends a nonstandard quote to the right person before it reaches the customer. Strong tools trigger approvals from rules such as discount depth or margin and show the approver the context. Some products include approvals only in higher plans, so confirm the edition. Test an exception from request to sign-off.
- Salesforce Revenue Cloud: Quote controls within Salesforce; ask about approval setup.
- SAP CPQ: Automated exception and approval workflows.
- Experlogix CPQ: Approval routing when price thresholds are exceeded.
- DealHub AI: Governed quote and discount approvals.
- ConnectWise CPQ: Management approvals on Premium.
CRM and ERP integrations
A quote needs accurate customer, product and order data, so the CRM and ERP connections matter more than the quote screen. Check which systems have native connectors, whether data flows both ways and what is left to custom work. Ask who builds and maintains each connection after launch.
- Salesforce Revenue Cloud: Salesforce platform; requires a CRM license.
- SAP CPQ: SAP S/4HANA Cloud, Sales Cloud and Commerce Cloud.
- Experlogix CPQ: Microsoft Dynamics 365 and Salesforce, CRM to ERP handoff.
- DealHub AI: Quote-to-revenue platform with CRM connections; verify exact connectors.
- ConnectWise CPQ: ConnectWise PSA, Autotask and distributor connections.
Subscriptions and renewals
Recurring and usage-based sales add amendments, co-terming, renewals and proration to quoting. Tools built for subscriptions handle these changes inside the quote flow, while quote-focused tools may stop at the first order. If you sell recurring terms, ask for a mid-term upgrade walkthrough.
- Salesforce Revenue Cloud: Subscriptions in Growth; consumption and invoicing in Advanced.
- SAP CPQ: Subscription workflow fit requires scope confirmation.
- Experlogix CPQ: Products, services and subscriptions in one quote.
- DealHub AI: Amendments, co-terming, renewals and expansions.
- ConnectWise CPQ: Recurring revenue management in Basic.
Security and identity
Security and identity decide whether IT can approve a rollout. Confirm single sign-on, role-based permissions, audit history and any certifications, and whether each is available in the plan you would buy. Vendors often document a platform rather than the CPQ product itself. Ask for plan-specific evidence in writing.
- Salesforce Revenue Cloud: Salesforce platform controls; plan-specific evidence required.
- SAP CPQ: SAP CPQ SSO documented with SAP Identity Authentication.
- Experlogix CPQ: Certification and data residency details require vendor documentation.
- DealHub AI: Vendor publishes SOC 2 Type II and ISO 27001.
- ConnectWise CPQ: Product-specific SSO entitlement not published.
Pricing model
CPQ fees scale in different ways: per named user, per concurrent user, per seat with a platform license underneath, or by custom quote. Minimum user counts and initial contract terms can matter more than the per-user rate. Ask for a full quote that includes the CRM license and add-ons.
- Salesforce Revenue Cloud: Per user per month, billed annually, plus underlying CRM license.
- SAP CPQ: User subscriptions with published minimum quantity.
- Experlogix CPQ: Request demo and commercial quote.
- DealHub AI: Custom quote; public per-seat list price not shown.
- ConnectWise CPQ: Custom quote across Basic, Standard and Premium.
Target company size
Catalog complexity and implementation capacity determine fit more than headcount alone. Enterprise tools handle large rule sets but often need dedicated administrators and specialist setup, while lighter tools get small teams quoting sooner. Match the tool to who will maintain it, and ask for references from companies of your size.
- Salesforce Revenue Cloud: Mid-market and enterprise Salesforce customers.
- SAP CPQ: Mid-market and enterprise SAP customers.
- Experlogix CPQ: Mid-market and enterprise manufacturing.
- DealHub AI: Mid-market and enterprise B2B sales.
- ConnectWise CPQ: Managed service providers and IT resellers.
Buying CPQ software: security, admin and vendor checks
Once a tool fits the team, the purchase depends on what the vendor commits to in writing: single sign-on, user provisioning, audit logs, where data lives and the contract. The checks below use each vendor's public pages, so a blank means "ask", not "no".
- Try before you buy
- 1 of 9
- Publish SAML SSO
- 4 of 9
- Publish SCIM provisioning
- 0 of 9
- Publish a DPA
- 0 of 9
0 free trials, 1 free plans
ask the rest in writing
ask every vendor in writing
request it before signing
Must-haves and what each vendor publishes
A blank is not a no, but it is work for your security review. DealHub AI publishes the most (1 of 5); Conga CPQ, ConnectWise CPQ, Experlogix CPQ and Oracle CPQ and 1 more publish none of these controls, so every question goes to their sales team. Tick what your team requires; vendors that drop out show why, and the budget check prices the plan that actually includes single sign-on when you require it.
All 9 vendors shown. Tick a must-have to filter. ● published with the plan, ◐ mentioned without plan or details, ○ not on the vendor's public pages.
| Vendor | SAML SSO | SCIM | Audit logs | Data residency | DPA |
|---|---|---|---|---|---|
| DealHub AI1 of 5 published | ● PublishedSSO setup documented | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| PandaDoc1 of 5 published | ● PublishedEnterprise | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| QuoteWerks1 of 5 published | ● PublishedEssential | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| SAP CPQ1 of 5 published | ● PublishedSSO setup documented | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| Conga CPQ0 of 5 published | ○ Not published | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| ConnectWise CPQ0 of 5 published | ○ Not published | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| Experlogix CPQ0 of 5 published | ○ Not published | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| Oracle CPQ0 of 5 published | ○ Not published | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
| Salesforce Revenue Cloud0 of 5 published | ○ Not published | ○ Not published | ○ Not published | ○ Not published | ○ Not published |
What drives a CPQ quote
5 of 9 vendors publish no usable price, so a shortlist starts with knowing what each one charges for. The most common basis here is "quote only, no stated basis" (5 vendors).
- 5Quote only, no stated basisSAP CPQ, Experlogix CPQ, DealHub AI, ConnectWise CPQ and Conga CPQAsk: What is the price metric, and is there a minimum contract value?
- 4Per user or seatSalesforce Revenue Cloud, QuoteWerks, PandaDoc and Oracle CPQAsk: Who counts as a user: admins only, or everyone who approves or views?
| Tool | Pricing basis | As the vendor describes it | Contract terms |
|---|---|---|---|
| Salesforce Revenue Cloud | Per user or seat | Per named user. | Per user per month, billed annually, plus underlying CRM license. |
| SAP CPQ | Quote only, no stated basis | Custom quote. | User subscriptions with published minimum quantity. |
| Experlogix CPQ | Quote only, no stated basis | Custom quote. | Request demo and commercial quote. |
| DealHub AI | Quote only, no stated basis | Custom quote. | Custom quote; public per-seat list price not shown. |
| ConnectWise CPQ | Quote only, no stated basis | Custom quote. | Custom quote across Basic, Standard and Premium. |
| QuoteWerks | Per user or seat | Per concurrent user. | Concurrent user license, monthly or annual billing. |
| PandaDoc | Per user or seat | Per user. | Monthly plan available (third-party listing); Free plan capped at 60 docs per year. |
| Conga CPQ | Quote only, no stated basis | Custom quote. | Contact sales; public CPQ list price not shown. |
| Oracle CPQ | Per user or seat | Per hosted named user. | Hosted named users with minimum quantity and initial term. |
How to evaluate CPQ software against your requirements
Treat the shortlist as a test of eight things: configuration rules, pricing controls, approval routing, CRM and ERP integrations, subscriptions, security, pricing model and company-size fit. Score every vendor against the same written scenarios, ideally your three hardest real quotes. Published data in this directory is a starting point only. Several vendors leave details such as approval setup, SSO entitlement or certification evidence to sales documentation, so each gap becomes a question you need answered in writing before you sign.
Configuration rules
Bring one real, difficult configuration to the demo and ask the vendor to build it live, including an invalid combination that must be blocked. Check whether bundles, dependencies and engineering constraints are rules you can edit or work that needs vendor services. Ask who maintains the rules after launch, because some tools in this list are described as needing specialist ownership of rule administration.
Pricing and discounts
Test customer-specific price lists, discount ceilings and tiered or usage-based prices with sample accounts from your own data. Ask what happens when a rep stacks several discounts and where the ceiling is enforced. Some tools document contract price lists or distributor price feeds, so confirm that the pricing source you actually use is supported.
Approval routing
Submit a nonstandard quote in the trial or demo and watch who receives it, how fast, and what the approver sees. Ask whether routing is based on discount depth, margin or deal size, and whether approval is a gate before sending or only a notification. Some vendors show approval workflows clearly, while others leave setup details to confirm, so request a configured example.
CRM and ERP integrations
Ask for the exact connector to your CRM and ERP, not a general statement that integrations exist. Clarify who builds and maintains the sync, which objects move in each direction and what breaks when a product or customer record changes. Some listed vendors say you should verify exact connectors, and one requires an existing Salesforce CRM license, so check licensing and prerequisites too.
Subscriptions and renewals
If you sell recurring or usage-based products, walk through an amendment, a co-term and a renewal with proration in the demo. Ask whether billing and invoicing are included or sit in a higher edition or a separate product. Some tools in this list are quoting-focused and do not document full subscription billing, which is fine only if another system owns that step.
Security and identity
Ask for current security evidence for the specific CPQ product, not only the parent company. Confirm SSO method, role-based permissions, audit history and data residency in writing. Published data varies: some vendors list SOC 2 Type II and ISO 27001, others document SSO through an identity service, and some leave certification or entitlement details to request, so put these on your security questionnaire.
Pricing model
Ask for the unit of charge, minimum quantity, term length and what is excluded, then model your user count against it. Named-user, concurrent-user and quote-based fees scale differently, and a concurrent license only helps if your quoting activity is genuinely staggered. Where the vendor shows no price, request a written quote that lists every module you need.
Target company size
Match the vendor to your catalog complexity and your implementation capacity, not to your headcount alone. Enterprise tools may need dedicated administration and a long rollout, while lighter quoting tools can lack deep configuration. Ask for reference customers of similar size and product complexity, and ask how long a comparable rollout took from contract to first live quote.
Questions to ask CPQ vendors
A sales call is where the gaps in public data get closed, so go in with a fixed list and the same questions for every vendor. Ask for answers in writing, and compare them side by side rather than relying on memory of each demo. Several vendors in this category publish no usable price or leave security and approval details to sales documentation. The questions below target the points where CPQ purchases most often drift from the plan.
What exactly is in the quoted price?
Ask for a written quote that names the edition, the user type and every add-on you need, such as approvals, subscriptions or billing. Editions can split these features, and some products require an underlying CRM license on top. Without the full list you cannot compare two quotes.
What are the minimum quantity and initial term?
Some CPQ products set a minimum number of users and an initial contract term, which can matter more than the per-user rate for a small team. Ask for both in writing and ask what happens if you need fewer seats at renewal.
Which exact connector links to our CRM and ERP?
Ask for the named connector, the documentation page and who maintains it. Make the vendor explain what data moves, how often and what you must build yourself. Ask for a reference customer on the same CRM or ERP.
What security evidence exists for this specific product?
Ask for current certifications, the SSO method, role permissions, audit logs and data residency options for the CPQ product itself. Parent-company controls do not always cover every product. Request reports under NDA and a DPA before the security review starts.
Who maintains the rules after go-live?
Rule administration can need specialist skills or dedicated administrators. Ask how much of the work is done by your team versus partners, what training is included and what a typical change request costs in time.
What does implementation involve and who delivers it?
Ask for a scoped plan with phases, responsibilities and the roles you must supply. Implementation scope is often discovered late, so insist on a written estimate and a named delivery partner before you commit.
How to run the decision
Run the decision as a structured test. Write your requirements as scenarios, shortlist three or four vendors that fit your CRM, ERP and catalog, and give each the same demo script and the same security and contract questions. Score the answers, not the pitch. Involve sales operations, IT security and finance early, and require a written quote with edition, minimum quantity and term before you pick a winner.
Our recommendation
Pick the tool that matches your system of record first: Salesforce, SAP, an industrial ERP or an MSP platform. Then test it against your most complex real quote, including an approval and a mid-term change. Shortlist two or three vendors, request written answers on security, plan limits and contract terms, and involve IT and finance before the demo rather than after.
CPQ Software: frequently asked questions
What is CPQ software?
CPQ software applies product configuration rules, customer prices and approval policies to generate quotes. It lets sales teams sell complex catalogs without manually checking every option and discount.
What is the best CPQ software for Salesforce?
Salesforce Revenue Cloud is the Salesforce-native choice, with quoting, a configurator and subscriptions in Growth, but it requires a Salesforce CRM license. Conga CPQ and Experlogix CPQ also list Salesforce integrations, so compare them on your catalog.
Which CPQ software works for manufacturing?
Experlogix CPQ offers a rules engine for product options, BOM and engineering constraints. SAP CPQ suits manufacturers on SAP ERP, and Oracle CPQ targets large enterprises with complex configurable products and ERP workflows.
What is the difference between CPQ and proposal software?
CPQ enforces configuration, pricing and approval rules so quotes are valid. Proposal software such as PandaDoc focuses on documents, templates and e-signature. PandaDoc offers CPQ only on its custom-priced Enterprise plan.
How much does CPQ software cost?
Published prices include Salesforce Revenue Cloud from $150 per user per month billed annually, QuoteWerks Essential at $45.83 per concurrent user per month, and Oracle CPQ at $240 per hosted named user per month with a 25-user minimum. Several vendors quote only on request, and SAP CPQ has no published price.
Which CPQ software include SSO below the enterprise plan?
SAP CPQ (SSO setup documented); DealHub AI (SSO setup documented); QuoteWerks (Included in Essential). The other tools either reserve SAML SSO for their top tier or do not say on their public pages.