Pricing and quoting automation is becoming a decisive source of competitive advantage in B2B. Based on insights from 200 business leaders, this study shows how CPQ (configure, price, quote) and POM (price optimization and management) drive faster deal cycles, stronger margins, and scalable growth — and what it takes to implement them successfully.
Key Findings
- Clear profitability impact: Three out of four companies achieve a 3 to 10 percent uplift in return on sales through pricing and quoting automation.
- Speed and discipline matter: CPQ shortens lead-to-quote time by 27 percent, while POM improve price discipline and reduces margin leakage by 6 percent.
- Execution over technology: Only 40 percent of implementations fully succeed — clear scope, system integration, and organizational readiness are critical.
