How do CPQ systems aid in upselling and cross-selling?

CPQ systems are designed to streamline the configuration, pricing, and quoting processes, and one of their key features is the ability to enhance revenue through upselling and cross-selling. The correct answer highlights how these systems suggest additional products or upgrades during the quoting process.

When a salesperson uses a CPQ system, it can analyze customer needs and preferences, as well as current product configurations. This allows the system to recommend complementary products or higher-end alternatives that align with what the customer is already interested in, thus increasing the chances of an upsell or cross-sell. By integrating this capability, CPQ systems help sales teams provide tailored, value-added options that can enhance the customer experience and boost overall sales.

Other options, such as excluding additional products or limiting offers to current products, would hinder the ability to maximize sales opportunities. Similarly, focusing solely on price reduction would neglect the broader potential to offer value through a wider range of product solutions that may better meet customer needs.