5 Questions to Ask Your CPQ Consultant Before Implementation

Implementing configure price quote, or CPQ, software isn’t as simple as turning the key in a new car. You wouldn’t want it to be. Turnkey solutions are limited by definition. The right CPQ implementation should be customized to your unique business processes and requirements.

Before you start your CPQ implementation, asking the right questions helps ensure:

1. That your consultant has experience implementing CPQ systems
2. That your consultant can explain what they do to your system in a way that you can understand

1. What are the most common implementation mistakes you see?

A seasoned CPQ consultant should be able to identify common pitfalls they’ve seen in previous projects. Look for answers that include:

• Inefficient configuration that creates a slow-running system which frustrates users
• Rigid development that gets the system to work for the moment but does not anticipate growth or changing needs
• Poor communication between the consultant and client that leads to dissatisfaction and delays

If your consultant can’t articulate common mistakes, they may not have enough experience to avoid them.

2. How do you ensure we don’t have any problems with implementation?

A well-structured implementation process should include:

• A series of meetings to establish basic business requirements
• A way to preview the implementation often to monitor progress
• A discussion of communication channels and expectations
• A strategy for launching (and troubleshooting) your CPQ program
• A training plan for your in-house CPQ administrators

This question reveals whether your consultant has a repeatable process or is just “winging it.”

3. What happens when we upgrade our system?

CPQ platforms regularly release updates and new features. Your consultant should be able to explain:

• How upgrades will impact your custom configurations
• What testing is required after an upgrade
• Whether they provide ongoing support for upgrade management
• How to take advantage of new features without breaking existing functionality

4. Do we have to call you every time we have a problem?

A good implementation should empower your team, not create dependency. Ask about:

• Documentation — Will they provide detailed documentation of all configurations?
• Training — What training will your administrators receive?
• Self-service capability — What changes can your team make without consultant help?
• Support tiers — What issues truly require consultant intervention?

5. What happens if we bring in someone else to manage our CPQ solution?

This question tests whether your consultant is building for long-term success or just job security. A professional consultant should:

• Write clean, documented code that other developers can understand
• Follow industry best practices rather than proprietary methods
• Provide complete handover documentation
• Be confident in their work without feeling threatened by this question

Red Flags to Watch For

• Consultants who can’t clearly explain their process
• Vague answers about timelines and deliverables
• Resistance to discussing handover or documentation
• No references or case studies from similar implementations

The right CPQ consultant should be a partner in your success, not just a vendor. Taking time to ask these questions upfront can save months of frustration and significant budget overruns down the road.