Why is user acceptance critical during CPQ implementation?

User acceptance is critical during CPQ implementation because it directly influences the overall success of the system. When end-users embrace and effectively utilize the new configuration, pricing, and quoting (CPQ) system, the organization is more likely to achieve its goals, such as increased efficiency, improved accuracy in quotes, and enhanced customer satisfaction.

High user acceptance leads to better engagement with the system, which can result in the full realization of its capabilities. Users who are comfortable with the CPQ tools are more inclined to explore and use advanced features, resulting in more accurate quotes and reduced sales cycles. Conversely, if the users resist or are hesitant to adopt the system, it can hinder the effectiveness of the implementation, resulting in lost opportunities for improvement and potentially undermining the return on investment.

While aspects like training processes and product addition capabilities are important, they are secondary to the impact of user acceptance on the overall success of the CPQ implementation. An effective system can have limited success if the users do not accept or are not proficient in using it.