Across the sector, telecoms are replacing aging quote-to-cash workflows with modern CPQ platforms, reporting faster design and run times and stronger digital engagement. VicTrack in Australia highlights this shift, noting a 30% improvement after adopting a streamlined CPQ approach that also consolidates hundreds of products into a simpler catalog.
Orange Business recently announced a switch to a catalog-driven CPQ to simplify quotes and order fulfillment, a move analysts describe as a strategic platform play aligned with enterprise expectations. Hriday Ravindranath, CTO of Orange Business, said the transformation aims to deliver a fully digital, AI-native operation.
Key considerations when selecting CPQ include:
- Centralized
- and rules-based cataloging
- Seamless integration
- Dynamic pricing
- Margin analysis
- Mobile compatibility
A 2024 Appledore Research whitepaper, based on 50 senior executives across 23 countries, found that 85% say their existing CPQs meet fewer than 75% of requirements and 60% report meeting less than half. The report attributes chronic gaps to legacy systems, including automation shortfalls, slow response times, and limited real-time margin visibility.
Analysts caution that CPQ alone won’t solve every challenge, but specialized CPQ platforms are seen as a vital enabler for enterprise growth, helping CSPs modernize sales operations and accelerate go-to-market timelines.
