Sales is a challenging job. From generating leads to engaging prospects, dealing with competitors and closing deals, salespeople have many crucial activities. Their role becomes even more challenging when multiple products and services come into play; when they start dealing with diverse market groups and pricing becomes more flexible and personalized.

When your enterprise grows in size and complexity, you need more effective business processes to survive fierce competition and grow in the market. Sometimes a technology modernization; and sales is not an exception.

In such complex business landscapes, CPQ is a lifesaver for sales professionals. Gartner says the CPQ market is expected to grow up to 25% by 2020. It looks like a must-have for modern enterprises in the coming years to improve sales and revenue.

What is CPQ Software?

CPQ, or Configure Price Quote is a set of software that helps sales teams manage the pricing of varied products and services, create accurate quotes and configure custom product packages for customers.

Do you really need a CPQ?

CPQ software improves the productivity of your sales teams and streamlines your sales process. It helps you generate sales quotes faster and with complete accuracy. It shortens the sales cycle and removes errors caused due to manual quoting. It also helps you send quotes, manage invoices, maintain configuration records and reporting.

If you’re an enterprise with a wide range of offerings, customer-specific quotations and configured pricing, you can definitely benefit from a CPQ software. However, not all businesses absolutely need a CPQ software; especially the ones that have limited products or services and fixed price models.

Selecting the right CPQ for your enterprise

With hundreds of CPQ tools and vendors in the market, it is difficult to select an ideal solution to suit your enterprise needs. Consider these key factors while looking for a CPQ for your enterprise.

Find your CPQ type

There are two popular types of a CPQ solution – On-premise and Cloud-based. On-premise CPQ software is a one-time investment as it is installed on authorized computer systems. It gives you complete ownership of the software. But you must look after its in-house maintenance, timely upgrades and strong security.

On the other hand, SaaS or Cloud-based CPQ systems are hosted on the Cloud by an external vendor. Sales teams can even access it remotely. It is a recurring subscription, and the vendor carries out maintenance, upgrades and security. Select a CPQ solution that best suits your enterprise and is more sustainable in the long run.

Understand your requirements

Carry out a detailed research with your internal sales teams and try to understand what CPQ features could benefit them the most. Depending on how basic or advanced a CPQ is, it can have multiple features. Choose a solution that offers the most suitable features for your sales team. Product configuration styles, pricing adjustments, automated proposals, custom quotes, analytics and guided selling are some primary features to consider.

System integration is essential

Some enterprises still depend on legacy applications while some could be using newer technology systems. A sophisticated CPQ software is easy-to-integrate with traditional as well as modern software. Integration with your existing technology and applications is a key consideration.

Integration helps improve not just sales but your marketing activities too. An ideal CPQ should also be able to sync with your existing sales and marketing applications, customer database, ERP and CRM.

CPQ should be mobile-friendly

There is a growing trend in the demand for mobile CPQ systems. Mobility enables your sales teams to send quotes, configure pricing, view reports and communicate with prospects on the go. In this fast-moving and digital landscape, mobile CPQ also ensures higher customer satisfaction due to its speed and convenience. Go for a CPQ solution that is mobile-friendly and can be accessed anytime, using any device

It should be easy-to-use

The ultimate user of the CPQ software is your sales team. Some sales reps might be tech savvy, while others may not be. In either case, select a CPQ software that is easy to install, operate and customize as per individual needs. It takes less time to train your sales teams on software with simpler functionality. The implementation is also quicker and more effective.

You must modernize your sales techniques and generally followed practices from time to time. Many businesses are now realizing the need for technology-driven sales processes to stand out among competitors and satisfy the customer. Consider adopting a good CPQ that suits the unique demands of your enterprise to build a strong sales team and make your sales process more resilient in the digital age.

Prem Shankar Patel
Senior Manager
Prem brings nearly three decades of analytics and information management experience to Estuate. He is a recognized expert who has received several awards over the years. In 2003, he was awarded the Center of Excellence (CoE) Champion Award for introduction of advanced training and certification for BIDW architects and consultants. In FY03-04 and FY04-05, he received the Best Faculty of the Year Award for his significant and effective contribution as a faculty member in the delivery of BIDW training. Previously in 2005, he received the Feather in My Cap (FIMC) Award for defining metrics for BIDW projects and establishing organizational norms. Prior to joining Estuate, Prem worked in various strategic positions at Wipro Limited and R S Software (India) Ltd. He holds an M. Tech in Computer Science from the Indian Statistical Institute, Kolkata.
Nagaraja Kini
Founder and Chief Financial Officer
Nagaraja has more than two decades of engineering, business development, consulting, alliances and management experience in software development, integration and implementation. He has worked extensively with global teams to consistently simplify ERP implementations for businesses. Nagaraja brings with him the commitment, willingness, and capability to anticipate and act on the continually evolving needs of a business.
Prior to founding Estuate, Nagaraja served at Oracle as Director in Application and Industry Solutions group within Global Sales Support. Nagaraja holds a Master of Technology in Industrial Electronics from the National Institute of Technology, Surathkal, and a Bachelor’s in Engineering from the SJ College of Engineering, Mysore, India.
Marc Hebert
Chief Operating Officer
Marc joined Estuate in December, 2008 as its first Chief Operating Officer. Marc is a recognized expert on offshore outsourcing. He has appeared on CNN’s Lou Dobbs Tonight, was interviewed in Investor’s Business Daily, and has been widely quoted in major media publications, including the Wall Street Journal, Forbes, Fortune, Financial Times, New York Times and Boston Globe on offshore outsourcing. He is recognized as an “IBM Champion” for his role in expanding the market for IBM’s Information Lifecycle Governance product line.
Prior to Estuate, he served in leadership roles at large global corporations, including as the CMO at Virtusa Corporation; EVP, Marketing and Alliances for Sierra Atlantic; and Vice President for eight years at Oracle Corporation. Marc holds a Bachelor of Science degree in experimental psychology from Harvard University, and an MBA from Stanford University.
Seemakiran Upadhya
Global Delivery Head and Managing Director, India
Seemakiran brings to Estuate more than 25 years of experience in the IT industry. She has been successful in building high-performing teams for the Delivery, Sales, and Operations departments. She was instrumental in setting up Estuate’s India center. Prior to joining Estuate, Seemakiran worked at Satyam, where she developed, tested, and implemented software projects in Oracle Technologies across multiple domains. She is highly proficient at working with a global client base.
Seemakiran holds a Bachelor’s degree in Electronics & Communication Engineering from Karnataka University.
Prem Shankar Patel
Senior Manager
Prem brings nearly three decades of analytics and information management experience to Estuate. He is a recognized expert who has received several awards over the years. In 2003, he was awarded the Center of Excellence (CoE) Champion Award for introduction of advanced training and certification for BIDW architects and consultants. In FY03-04 and FY04-05, he received the Best Faculty of the Year Award for his significant and effective contribution as a faculty member in the delivery of BIDW training.
Previously in 2005, he received the Feather in My Cap (FIMC) Award for defining metrics for BIDW projects and establishing organizational norms. Prior to joining Estuate, Prem worked in various strategic positions at Wipro Limited and R S Software (India) Ltd. He holds an M. Tech in Computer Science from the Indian Statistical Institute, Kolkata.
Sreekantha B. S.
Head Strategic Projects
Sreekantha brings to Estuate more than 33 years of experience in IT. He has successfully sold and delivered over 130 turnkey software projects worldwide for various clients across a variety of sectors - from software, finance, manufacturing, utilities, services, and more.
Prior to joining Estuate, Sreekantha led Buzznet (a Malaysian software company) for 17 years and Inventa Corporation (a US-based software company having an office in Malaysia) for 6 years. Through his experience, Sreekantha brings in-depth knowledge of software engineering, delivery, and implementation of software projects across all technology sectors that have emerged over the last 30+ years. Sreekantha holds a Bachelor of Engineering in Electronics & Communications from Mysore University and a Master of Business Administration in Marketing from Newport University, USA.
Naveen Shankar
Associate Director – Talent Acquisition
Naveen is a seasoned professional in the field of Human Resources and brings to Estuate a rich experience of 14 years. He holds more than 12 HR-related certifications, including some in the space of Diversity & Inclusion. Over the years, he has been consistently recognized as a change maker in his respective organizations.
Before joining Estuate, Naveen led ForthPage as the Director-Cofounder. He has also worked with organizations such as General Electric, Time Inc., and Lumen Technologies in critical HR-centric roles. Naveen holds a Master of Business Administration from XLRI - Xavier School of Management, Jamshedpur.
Piyush Singh
Practice Head - Insurance
Piyush has fifteen years of work experience, including one year with Estuate. Piyush holds a Master of Computer Applications degree from Bharati Vidyapeeth University, Pune. Piyush is a highly accomplished professional with a wealth of experience in IT services and product engineering. Piyush has worked with PwC and Accenture in the past and his last positions were Delivery Manager and Dev Lead respectively.
He has received the Great Performance award from PwC and the ACE award from Accenture. Piyush has also delivered many end-to-end projects on a medium to large scale.
Subbarao Satyavolu
Vice President - Service Delivery, Americas
Subbarao is a results oriented Senior Leader with 30+ years experience in Enterprise Solution Consulting, Enterprise Program Management, Digital Enterprise Transformation/IT Modernization, Product Engineering, Governance, Risk & Compliance (GRC), IT Service and Operations Management (ITSM/ITOM) and Strategic Account management. Global experience in building & managing high performing teams in solving complex business & technological challenges for the clients
Subbarao is a proven problem solver with extensive experience in the IT industry. He has been recognized as an outstanding performer by his employers, Hitachi/Sierra Atlantic and Computer Sciences Corp (CSC). Subbarao has also been certified in Six Sigma and Project Delivery Excellence by CSC University. In addition, Subbarao is certified in Supply Chain Management and IT Infrastructure Library (ITIL). He holds an M. Tech in Computer Aided Engineering from Indian Institute of Technology (IIT) Kharagpur.
Satya Bobba
SVP, Global Head of GRC and Customer Success
Satya Bobba brings more than 20+ years of experience in building market-leading enterprise SaaS products and solutions. Her experience spans engineering, cloud strategy, business development and customer success. Her passion is to help customers achieve GRC goals while simplifying their processes and reduce implementation costs. She brings more than 14 years of domain experience in building and delivering GRC solutions to top enterprise customers across Financial Services, Life sciences, Hi-Tech, Healthcare and Quality verticals.
Prior to joining Estuate, she worked at MetricStream as AVP Cloud Strategy, Global Head of Platform Engineering and Head of Advanced Engineering GRC Products and Services. Earlier in her career, at AOL and Netscape she held technical roles in enterprise server technologies and personalization frameworks. She has a bachelor degree in Computer Science from Andhra University.
Prasanna Kulkarni
Vice President - Sales and Marketing
Prasanna is a seasoned Technology & Sales leader with over two decades of valuable global experience. Prasanna has been with Estuate for the past 5 years, leading the Sales and Marketing department with excellence. Prasanna holds a Bachelor of Engineering from GCoE, Amravati and a Stanford Advanced Program Management qualification from Stanford Center for Professional Development. Before joining Estuate, Prasanna held various leadership roles at HCL, Wipro, Nihilent Technologies, and Godrej.
Stanley Perumal
Global Practice Delivery Lead
Stanley Perumala is the Global Practice Delivery Lead with 8.6 years at Estuate. He holds a Masters degree in Computer Science from International Technological University, which is his area of specialization. Stanley has 16 years of experience and has held various positions at Netpace, Cognizant and Hewlett-Packard.
He has received multiple accolades for his achievements such as building an innovation segment with zuora and leading the BRM practice. Stanley is a key contributor for the BRM practice, having built the team from the ground up and building the core team for the same.
Prakash Balebail
Founder and Chief Executive Officer
Prakash brings more than two decades of software development & implementation experience, including over 16 years in several key roles in Oracle Corporation. His management principle has been to provide commitment to continuously improve how he serves all of his customers, partners, and employees by anticipating their needs and exceeding their expectations through a culture of creativity & forward thinking.
Prior to founding Estuate, Prakash was the Senior Director in Oracle Applications Global Sales Solutions team, which built complex Oracle E-Business Suite application demonstrations for Sales activities. Additionally, he had leadership roles in the development of Oracle’s much-acclaimed Business Flow Accelerator (BFA) for the E-Business suite. During this time, Prakash also built the highly-regarded India operations team from the ground up. Prakash holds a BS in Electrical Engineering from Karnataka University in India.