The Reality of Modern Quote-to-Cash Operations

Dec 13, 2022 2:30:08 PM | CPQ The Reality of Modern Quote-to-Cash Operations

With insight from over 50 system integration partners across the country, we've compiled the need-to-knows about all things modern QTC operations.

When it comes to asking the big questions, knows the right answers may not always be easy to find.

But easy or not, they’re more than worth the effort to uncover.

We began to wonder just what is going on in the world of quote-to-cash operations, as businesses across industries face unprecedented buyer expectations, accelerated software development, and dynamic supply chains doing their best to support increasingly complex manufacturing.

Enter our trusted network of system integration partners. 

They know better than most the intricacies, advancements and shortcomings of modern quote-to-cash operations. So, who better to look toward for insight into the current state of the market?

We proctored a multi-part survey to over 50 partners across the country with questions surrounding the quote-to-cash status quo, client preferences and satisfaction rates, implementation practices, and more. 

Collectively, the data showed that more than ever, shoppers are expecting elevated experiences when it comes to purchasing B2B products. 

Businesses are having more trouble with the configuration aspect of their CPQ solutions than anything else, and the market demand for QTC-inclusive tech stacks is only set to increase, as is pressure for sellers to increase sales efficiency. 

A whopping 98% of surveyees reported that providing end users – aka consumerized buyers – with the ability to do more self-service quoting and transacting in coming years is of notable importance. 

Another 77% are expecting increased demand for top-tier CPQ solutions in 2023 specifically. 

The full statistics, along with directly quoted insight and recommendations on how to exceed market demand based on these new anchor points, are available for free, on-demand download the guide here.


Blake Grubbs

Written By: Blake Grubbs

Blake has successfully helped several high-growth tech startups build and scale marketing over the past 10 years. Held marketing leadership roles at Seismic, Drift, Alyce, and Simplr, all who successfully doubled and tripled ARR bookings during his tenure. He has a Bachelor's Degree in Business Administration and Management from Boston University's Questrom School of Business.