Which factor does not influence the placement of pricing steps in a CPQ model?

The placement of pricing steps in a CPQ model is crucial for ensuring that the pricing process aligns with the overall business strategy and product offerings. The type of pricing model used plays a significant role in determining how prices are calculated, which can affect the sequence and structure of the pricing steps. Similarly, the specific attributes of the products, such as cost, availability, and market demand, can directly influence how pricing is structured in order to remain competitive and profitable. Additionally, the desired outcome of the pricing strategy, such as maximizing margin, facilitating quicker sales, or implementing discounts, serves as a guiding principle for where and how pricing steps are placed within the model.

In contrast, the preferences of the sales team, while potentially valuable for practical considerations and engagement, do not serve as a fundamental influencing factor for the structural design of the CPQ model’s pricing steps. The primary framework of the CPQ process should be built around objective factors such as pricing models, product attributes, and strategic outcomes rather than subjective preferences of the sales team, ensuring consistency and alignment with overall pricing goals.