What is a common challenge faced during CPQ implementation?

One of the most significant challenges during CPQ (Configure, Price, Quote) implementation is the resistance to change often encountered from sales teams. Sales professionals are typically accustomed to their existing processes and may feel threatened by new technologies or methods that alter their workflow. This resistance can arise from concerns about losing their established routines, being overwhelmed by new technology, or fearing that their skills might become obsolete.

To successfully implement CPQ, it is crucial to manage this resistance effectively. Engaging the sales team early in the process, demonstrating the benefits of the new system, providing comprehensive training, and ensuring that their feedback is considered can help alleviate these concerns. By fostering a culture of acceptance and showing how CPQ can enhance their productivity and improve the customer experience, organizations can ease the transition and encourage buy-in.

The other options listed, while they may contribute to challenges in specific circumstances, are secondary relative to the human factor of resistance to change. For instance, the availability of technology is generally less of an obstacle today, as many robust CPQ solutions are accessible. Similarly, insufficient product offerings can be a concern but is often addressed strategically within the broader scope of implementing CPQ, and high costs associated with software, while impactful, are typically a budgetary issue that