Sales reps spend 66% of their time on activities that aren't selling. A big chunk of that goes to configuring products, calculating prices, and building quotes manually.
CPQ software automates the configure, price, and quote process so teams can generate accurate proposals in minutes instead of days. This guide covers 13 CPQ platforms across enterprise, mid-market, and SMB categories, with honest evaluations of where each tool fits best.
What's inside
This guide covers 13 CPQ tools across enterprise, mid-market, and SMB categories. We evaluated platforms based on CRM and ERP integration depth, ease of configuration for non-technical users, pricing model flexibility, and G2/Gartner ratings. You'll find options for manufacturing, SaaS, and general B2B sales motions.
TL;DR
- CPQ software automates product configuration, pricing calculations, and quote generation to reduce errors and speed up sales cycles
- Enterprise picks: Salesforce CPQ, Oracle CPQ, and SAP CPQ handle complex manufacturing and large-scale deployments
- Mid-market standouts: DealHub and Conga CPQ balance power with faster implementation timelines
- Key differentiator: How well the platform handles your specific pricing model (subscription, usage-based, tiered, or custom)
- CPQ connects to your broader sales stack including CRM, ERP, e-signature, and demo tools
What is CPQ software
CPQ (Configure, Price, Quote) software automates three core sales functions: configuring complex products, calculating accurate pricing, and generating professional quotes. Sales teams use CPQ platforms to replace spreadsheets and manual calculations when dealing with products that have multiple options, dependencies, or custom pricing structures.
The software sits between your CRM and ERP systems. When a rep selects product options, the CPQ engine validates compatibility, applies pricing rules, and outputs a branded proposal. What used to take days of back-and-forth between sales, product, and finance now happens in minutes.
Core capabilities of CPQ systems
Product configuration
A configuration engine validates product combinations based on rules you define. When a rep selects options, the system checks compatibility, enforces dependencies, and prevents invalid configurations from reaching the quote. This matters most for companies with hundreds or thousands of product variants.
Guided selling
Guided selling prompts reps with questions to recommend optimal product combinations based on customer needs. Instead of memorizing your entire catalog, reps answer a few questions and the system surfaces the right products. Newer reps can perform like veterans without deep product expertise.
Dynamic pricing and discounting
CPQ pricing tools apply volume discounts, contract terms, promotional pricing, and margin guardrails automatically. Multi-currency support handles international deals, while approval thresholds prevent unauthorized discounting. The system calculates everything in real time as reps adjust configurations.
Quote and proposal generation
Once configuration and pricing are set, CPQ software generates branded, error-free quotes and proposals. Many platforms include e-signature integration so buyers can approve directly from the document.
Approval workflow automation
Non-standard deals route through approval chains automatically based on discount thresholds, deal size, or custom rules. Managers receive notifications, can approve from mobile devices, and the system tracks the full approval history.
CRM and ERP integration
CPQ platforms connect to CRM systems like Salesforce and HubSpot for opportunity data, then sync approved quotes to ERP and billing systems for order management. Bidirectional data flow ensures accuracy from initial quote through revenue recognition.
Analytics and revenue intelligence
CPQ platforms provide visibility into quote performance, win rates by configuration, and pricing effectiveness. You can see which products get quoted together, where deals stall in approval, and how discounting affects margins.
Why sales teams invest in CPQ solutions
Faster quote turnaround
Automating configuration and pricing eliminates back-and-forth between sales, product, and finance teams. Quotes that took days now take minutes. This speed advantage matters in competitive situations where the first accurate quote often wins.
Fewer pricing errors
Rules-based pricing removes manual calculation mistakes and unauthorized discounting—CPQ adoption has reduced pricing errors by approximately 45%. Every quote follows your pricing logic exactly, protecting margins and ensuring customers receive accurate information.
Larger average deal sizes
Guided selling and bundling recommendations surface upsell and cross-sell opportunities reps might miss. The system can suggest complementary products, highlight volume discount thresholds, or recommend premium configurations based on customer needs.
Shorter sales cycles
Faster quotes and fewer revisions accelerate time-to-close. When buyers receive accurate, professional proposals quickly, they move through evaluation faster.
Better margin protection
Discount guardrails and approval workflows prevent margin erosion from ad-hoc discounting. Sales managers gain visibility into discounting patterns and can coach reps who consistently give away margin.
When to use CPQ software
Complex product catalogs with dependencies
If your products have configurable options, compatibility rules, or dependencies that spreadsheets struggle to manage, CPQ brings order to chaos. Manufacturing companies, which account for 31% of CPQ adoption, with engineer-to-order products, software vendors with modular pricing, and service businesses with customizable packages all benefit.
High quote volume with multiple stakeholders
When your team handles dozens of quotes weekly and multiple people touch each deal, manual processes become a bottleneck. CPQ centralizes the workflow so everyone works from the same data.
Multi-tier or channel pricing structures
Partner pricing, reseller margins, and customer-specific contract rates create complexity that manual systems handle poorly. CPQ maintains pricing rules for each scenario and applies them automatically.
Subscription and usage-based pricing models
SaaS and recurring revenue businesses face unique challenges with renewals, mid-term amendments, and usage tiers. Modern CPQ tools handle subscription scenarios natively, calculating prorations and managing subscription lifecycles.
Global selling with multi-currency requirements
International sales require localized pricing, tax handling, and currency conversion. CPQ platforms manage exchange rates, regional pricing rules, and compliance requirements across markets.
CPQ software comparison table
13 best CPQ software tools and platforms
1. Salesforce CPQ
Salesforce CPQ is the dominant configure price quote solution for organizations already running Salesforce CRM. The platform handles complex product bundling, subscription billing, and advanced approval workflows natively within the Salesforce ecosystem. As part of Salesforce Revenue Cloud, it connects quoting to billing, contracts, and revenue recognition in a unified data model.
The platform excels at enterprise-scale deployments where teams require sophisticated configuration rules and tight CRM integration. Implementation typically requires Salesforce expertise and can take several months for complex deployments.
Best for: Enterprise sales teams already invested in the Salesforce ecosystem who want advanced CPQ capabilities without third-party integration complexity.
The tutorial belos shows how products are set up in Salesforce, the foundation for CPQ configuration:
Key strengths
- Native Salesforce CRM integration: Eliminates data sync issues between quoting and opportunity management
- Advanced product bundling: Supports nested configurations with complex dependency rules
- Subscription billing support: Handles recurring revenue, amendments, and renewals
- Approval automation: Multi-level approval routing with mobile support
- Einstein AI pricing insights: Deal scoring based on historical data
Pricing: Contact Salesforce for pricing. Plans typically start around $75/user/month for CPQ, with additional costs for Revenue Cloud features.
2. DealHub CPQ
DealHub positions itself as a modern CPQ platform built for the way B2B sales actually works today. Beyond configuration and pricing, DealHub includes DealRoom, a digital sales room where buyers can access proposals, content, and contracts in one place.
The platform offers no-code configuration so sales ops teams can build and modify product rules without developer support. Subscription management handles renewals and amendments, while native integrations with Salesforce and HubSpot keep CRM data synchronized.
Best for: Mid-market B2B companies with complex sales cycles who want CPQ combined with buyer engagement capabilities.
Key strengths
- No-code product and pricing configuration: Sales ops can modify rules without engineering
- DealRoom digital sales rooms: Centralized buyer engagement hub
- Subscription and renewal management: Built-in recurring revenue handling
- Native Salesforce and HubSpot integration: Bidirectional CRM sync
- Contract lifecycle features: Quote-to-contract workflow included
Pricing: Contact DealHub for pricing. The platform offers tiered plans based on features and user count.
3. PandaDoc
PandaDoc approaches CPQ from the document automation angle, combining quoting capabilities with proposal creation, e-signatures, and payment collection. For SMBs that want to configure products, generate quotes, and close deals without juggling multiple tools, PandaDoc provides an integrated workflow.
The platform includes a template library for common proposal types, drag-and-drop editing, and CRM integrations with Salesforce, HubSpot, and Pipedrive. Pricing tables allow interactive configuration where buyers can select options and see totals update in real time.
Best for: Small and mid-sized businesses that want quoting, proposals, and e-signatures in a single platform.
Key strengths
- Document automation: Branded templates with drag-and-drop editing
- Built-in e-signatures and payment collection: Close deals without additional tools
- Interactive pricing tables: Buyer self-service configuration
- CRM integrations: Connects with major platforms
- Content library: Reusable proposal sections
Pricing: Free plan available with limited features. Essentials starts at $19/user/month, Business at $49/user/month, with Enterprise pricing on request.
4. Oracle CPQ
Oracle CPQ (formerly BigMachines) serves large enterprises with complex product configurations, particularly in manufacturing and high-tech industries. The platform handles intricate configuration rules, multi-level approvals, and integration with Oracle's broader cloud ecosystem including ERP and supply chain applications.
Oracle CPQ supports both direct and channel sales models, with partner portals and distributor pricing capabilities. The configuration engine can manage thousands of product options with complex dependencies.
Best for: Large enterprises, especially manufacturers, with complex product configurations and existing Oracle infrastructure.
Key strengths
- Advanced configuration rules: Handles thousands of product options with dependencies
- Oracle Cloud integration: Connects across CX, ERP, and SCM
- Multi-channel support: Partner portals and distributor pricing
- Subscription and usage-based pricing: Modern pricing model support
- Global deployment: Multi-currency and localization
Pricing: Contact Oracle for pricing. Enterprise licensing typically involves annual contracts based on user count and modules.
5. SAP CPQ
SAP CPQ integrates deeply with SAP's ERP and CRM systems, making it the natural choice for organizations running SAP infrastructure. The platform handles variant configuration for manufacturing, multi-language support for global deployments, and complex approval workflows.
For companies with SAP S/4HANA or SAP ERP, the integration ensures product data, pricing, and inventory information flow seamlessly between systems.
Best for: Organizations with SAP ERP investments that want CPQ tightly integrated with existing infrastructure.
Key strengths
- Native SAP ERP and CRM integration: Seamless data flow across SAP landscape
- Variant configuration: Manufacturing-specific product rules
- Multi-language and multi-currency support: Global deployment ready
- Manufacturing-specific workflows: Engineer-to-order support
- Approval routing: SAP workflow integration
Pricing: Contact SAP for pricing. Licensing typically aligns with SAP's enterprise pricing models.
6. Conga CPQ
Conga CPQ (formerly Apttus) positions itself as part of a broader revenue lifecycle platform covering CPQ, contract lifecycle management, and document generation. For organizations that want unified workflows from quote through contract execution, Conga provides that integration natively.
The platform runs on Salesforce and offers AI-assisted selling features that recommend products and pricing based on deal context.
Best for: Teams that want CPQ and contract lifecycle management in a unified platform, particularly Salesforce users.
Key strengths
- Salesforce-native architecture: Built on the Salesforce platform
- Integrated contract lifecycle management: Quote-to-contract workflow
- AI-assisted selling recommendations: Product and pricing suggestions
- Complex pricing model support: Subscription, usage, and outcome-based
- Document generation and e-signature: End-to-end deal execution
Pricing: Contact Conga for pricing. Plans vary based on modules and user count.
7. ConnectWise CPQ
ConnectWise CPQ serves managed service providers (MSPs) and IT solution providers with templates and workflows designed for technology sales. The platform includes hardware and software bundling, recurring revenue support, and integration with ConnectWise's broader PSA and RMM ecosystem.
Best for: MSPs and IT solution providers who want CPQ designed for technology sales.
Key strengths
- IT and MSP-specific templates: Pre-built for technology sales
- Hardware and software bundling: Product combination rules
- ConnectWise ecosystem integration: PSA and RMM connectivity
- Quote-to-project workflow: Sales to service delivery handoff
- Recurring revenue support: Managed services pricing
Pricing: Contact ConnectWise for pricing. Plans integrate with broader ConnectWise platform licensing.
8. Zuora CPQ
Zuora built its CPQ specifically for subscription businesses, handling the complexity of recurring billing, usage-based pricing, and mid-term amendments that traditional CPQ tools struggle with. The platform connects quoting to Zuora's billing and revenue recognition systems.
Best for: Subscription and SaaS businesses with complex billing requirements.
Key strengths
- Subscription-first architecture: Built for recurring revenue
- Usage-based and consumption pricing: Metered billing support
- Amendment and renewal handling: Mid-term changes and co-terming
- Revenue recognition integration: ASC 606 compliance
- Billing system connectivity: End-to-end subscription management
Pricing: Contact Zuora for pricing. Plans scale with subscription volume and features.
9. Vendavo Intelligent CPQ
Vendavo combines CPQ with B2B pricing optimization, helping manufacturers and distributors improve margins through data-driven pricing. The platform analyzes transaction history to identify pricing opportunities and provides deal guidance to sales reps.
Best for: B2B manufacturers and distributors focused on pricing optimization and margin improvement.
Key strengths
- Price optimization engine: Data-driven pricing recommendations
- Margin analytics and deal guidance: Rep-level coaching
- Rebate management: Complex incentive programs
- ERP integration: Pricing data synchronization
- B2B-specific pricing models: Distribution and manufacturing focus
Pricing: Contact Vendavo for pricing. Enterprise licensing based on modules and transaction volume.
10. QuoteWerks
QuoteWerks offers accessible CPQ for small sales teams who want straightforward quoting without enterprise complexity. The platform integrates with major CRMs, connects to IT distributors for real-time pricing, and provides templates for common quote formats.
Implementation takes days rather than months, making QuoteWerks practical for teams without dedicated sales operations resources.
Best for: Small sales teams wanting straightforward quoting without enterprise complexity or pricing.
Key strengths
- Quick implementation: Days rather than months to deploy
- IT distributor integrations: Real-time pricing from Tech Data, Ingram, etc.
- CRM connectivity: Major platform support
- Affordable licensing: Entry-level pricing
- Quote templates: Pre-built formats for common scenarios
Pricing: Starts at $15/user/month for cloud version. Perpetual licenses available for desktop version.
11. Infor CPQ
Infor CPQ serves manufacturing and distribution companies within the Infor ecosystem, offering visual configuration and tight ERP integration. The platform handles complex product rules while providing 3D visualization.
Best for: Infor ERP customers with configured products in manufacturing or distribution.
Key strengths
- Infor ERP integration: Native connectivity
- Visual configuration: 3D rendering capabilities
- Manufacturing rules engine: Complex product dependencies
- Multi-channel quoting: Direct and dealer support
- Cloud deployment: Modern infrastructure
Pricing: Contact Infor for pricing. Licensing aligns with Infor's enterprise pricing models.
12. Proposify
Proposify approaches quoting from the proposal design perspective, offering tools that help sales teams create visually compelling proposals. The platform includes interactive pricing tables, content libraries, and analytics that show how buyers engage with proposals.
Best for: Teams that prioritize proposal design and want visibility into buyer engagement.
Key strengths
- Proposal design tools: Professional templates and customization
- Content library: Reusable sections and assets
- Interactive pricing tables: Buyer-facing configuration
- Buyer engagement analytics: View tracking and insights
- E-signature integration: Close deals in-document
Pricing: Team plan starts at $19/user/month. Business plan at $49/user/month with advanced features.
13. HubSpot Quotes
HubSpot Quotes provides native quoting for HubSpot CRM users with straightforward needs. The feature pulls product and pricing data from HubSpot's product library, generates branded quotes, and connects to payment processing.
Best for: HubSpot CRM users with straightforward quoting who want native functionality.
Key strengths
- Native HubSpot CRM integration: No additional tools required
- Simple setup: Quick configuration
- Product library management: Centralized catalog
- Payment link integration: Faster collection
- Deal automation triggers: Workflow connectivity
Pricing: Included with HubSpot Sales Hub. Professional tier ($90/user/month) unlocks full quoting features.
How to choose the right CPQ solution
Define your product complexity level
Start by assessing how complex your product configuration actually is. If you sell standardized products with simple pricing, lightweight tools like PandaDoc or HubSpot Quotes may suffice. Manufacturing CPQ software like Epicor or Infor makes sense when you have engineer-to-order products with thousands of configuration options.
Map your CRM and ERP integration requirements
Your existing tech stack largely determines which CPQ tools make sense. Salesforce shops naturally gravitate toward Salesforce CPQ or Conga. SAP customers benefit from SAP CPQ's native integration. Fighting against your existing infrastructure creates ongoing friction.
Evaluate AI and automation capabilities
AI pricing recommendations, guided selling intelligence, and automation depth vary significantly across platforms. PROS, a four-time Gartner Magic Quadrant Leader, and Vendavo lead on pricing science, while DealHub and Conga offer AI-assisted selling.
Calculate total cost of ownership
CPQ pricing varies widely, from $15/user/month for QuoteWerks to six-figure annual contracts for enterprise platforms. Beyond license fees, factor in implementation services, training, customization, and ongoing administration.
Plan for implementation timeline and resources
Enterprise CPQ platforms like Salesforce CPQ, Oracle CPQ, and SAP CPQ typically require months of implementation work. Lighter tools like PandaDoc and QuoteWerks can deploy in weeks.
How CPQ integrates with your sales stack
CRM platforms
CPQ tools connect to Salesforce, HubSpot, Microsoft Dynamics, and other CRMs to pull opportunity data and push quote information back. Bidirectional sync ensures sales reps work from accurate data without manual entry.
ERP and billing systems
Approved quotes flow to ERP systems for order management and billing systems for invoicing. This quote-to-cash integration eliminates rekeying and ensures pricing consistency from proposal through revenue recognition.
E-signature and contract management tools
DocuSign, Adobe Sign, and CLM platforms integrate with CPQ to close the loop from quote to signed contract. Many CPQ tools include native e-signature, while others connect to specialized platforms.
Sales enablement and demo tools
CPQ connects to the broader sales enablement stack for end-to-end deal flow. Interactive demos can showcase configured products to buyers before finalizing quotes, helping pre-sales teams accelerate deal cycles by letting prospects experience the product they're about to purchase.
From quote to close
The right CPQ tool depends on your product complexity, existing tech stack, and team size. Enterprise manufacturers with thousands of product variants have different requirements than SaaS startups with straightforward subscription pricing.
Start by mapping your actual quoting workflow and identifying where manual processes create delays or errors. Then evaluate platforms against those specific pain points rather than feature checklists.
Start your journey with Guideflow today!
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