- CPQ software at a glance
- Ten CPQ tools to consider
- Where the quote ends and the invoice begins
- CPQ inside your CRM, quote-to-revenue or industry CPQ?
- Set CPQ up so reps keep using it
- Features that make the biggest difference
- Signs you've outgrown spreadsheet quoting
- CPQ for smaller sales teams
- My plain advice on choosing CPQ software
- Frequently asked questions
The best CPQ software turns your product rules into accurate quotes, so reps can't sell a combination that doesn't work. Some tools sit inside a CRM, some cover the whole path from quote to revenue and some are built for engineered products or IT resellers. Ten options follow in no particular order.
When products come in many options, quotes go wrong. A rep picks a part that doesn't fit, forgets a required add-on or applies the wrong terms, and the mistake shows up after the customer has signed.
The ten tools below are listed alphabetically and in no particular order. Each description comes from the vendor's own site, read this week. If you also answer long tender documents, my roundup of RFP software covers that job.
CPQ software at a glance
In the free plan column, Yes means the tool's own site names a free plan, a free version or an open source edition. Trial only means a time-limited trial. Not stated means the pages I read named neither, even where there's a button inviting you to try it.
| Tool | Type | Good for | Free plan |
|---|---|---|---|
| Apparound | Sales enablement and CPQ | Field reps quoting on tablets | Not stated |
| Conga CPQ | Quoting rules engine | Complex products and margin control | Not stated |
| DealHub | Quote-to-revenue | Quotes and subscriptions in one flow | Not stated |
| Experlogix CPQ | Product configurator | Microsoft Dynamics and Salesforce users | Trial only |
| HubSpot CPQ | Quotes inside a CRM | Teams already working in HubSpot | Trial only |
| Nue | Quote-to-cash | Usage-based and hybrid billing | Not stated |
| Quoter | MSP quoting | IT service providers quoting hardware | Not stated |
| QuoteWerks | Quoting and proposals | Quotes from connected catalogues and CRM | Not stated |
| Salesforce Revenue Cloud | Revenue management | Large Salesforce sales teams | Not stated |
| Tacton | Manufacturing CPQ | Engineered products with many options | Not stated |
Ten CPQ tools to consider
Apparound
Best for: Field sales teams that want quoting, content and sales enablement in one app, with a reseller portal for partners who sell for them.
Conga CPQ
Best for: Sales teams with complex products that want quoting rules plus document automation and e-signature from one vendor, to protect margins.
DealHub
Best for: B2B software and subscription sellers who want CPQ, subscriptions and the path from quote to revenue in one platform.
Experlogix CPQ
Best for: Manufacturers and distributors on Microsoft Dynamics or Salesforce who want a configurator for products with many options.
HubSpot CPQ
Best for: Sales teams already on HubSpot CRM who want quotes built next to their deals instead of in a separate CPQ tool.
Nue
Best for: SaaS companies with self-service and sales-led deals that want CPQ, billing and collections on one platform.
Quoter
Best for: Managed service providers that want quoting built for IT services, from quote through to collected payment.
QuoteWerks
Best for: Businesses selling products, services and configurable solutions that want quotes built from connected product catalogues and CRM data.
Salesforce Revenue Cloud
Best for: Larger companies on Salesforce that want quoting and the wider revenue process run inside the Salesforce platform they already use.
Tacton
Best for: Manufacturers of engineered products where sales and technical teams both need to configure the product before a quote goes out.
Where the quote ends and the invoice begins
A quote isn't an invoice, and that handover is where records often break. GOV.UK lists what a UK invoice must include, starting with a unique identification number, your company name and address, the customer's company name and address, a clear description, the supply date and the invoice date.
So check how each CPQ tool passes an accepted quote to whatever raises your invoices. If someone has to retype the details, errors creep back in.
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CPQ inside your CRM, quote-to-revenue or industry CPQ?
CPQ inside a CRM suits teams who live in that CRM and want quotes built next to their deals. Quote-to-revenue platforms add subscriptions, billing and collections, which helps software and subscription businesses. Industry CPQ tools are built for engineered products, manufacturing or IT resellers, where configuration rules are the hard part.
Match the group to your product. Simple products with a few bundles rarely need an engineering configurator, and complex machinery won't fit a basic quote builder.
Set CPQ up so reps keep using it
- Start with your most common products, not every edge case.
- Write your configuration rules down before anyone builds them.
- Agree who approves discounts and special terms.
- Build quote templates that match your brand.
- Test with real past deals before going live.
- Review quotes that needed fixing every month.
Features that make the biggest difference
- Configuration rules. Stop incompatible options being quoted.
- Approval workflows. Route special terms to the right person.
- Branded documents. Quotes that look like the rest of your materials.
- CRM connection. Quotes tied to the deal they belong to.
Signs you've outgrown spreadsheet quoting
If reps keep copies of old quotes to start new ones, if finance regularly fixes quotes after signature or if only one person understands the product rules, it's time to look at CPQ.
CPQ for smaller sales teams
Smaller teams should look for quick set-up and templates over deep customisation. Several tools here are built for specific industries, which often means less configuration work.
Do you make CPQ software? Tool makers can ask to be considered for a featured place on this list.
My plain advice on choosing CPQ software
Buy CPQ to fix a real problem, such as wrong configurations, slow approvals or quotes that don't match contracts. If your quotes are simple and mostly right, a lighter quoting tool will do the job.
Pick the tool that fits where your sales team already works. A brilliant CPQ that lives outside the CRM your reps use every day will be bypassed. My breakdown of the stages of a sales funnel shows where quoting sits in the wider sales process.
Frequently asked questions
What does CPQ software do?
CPQ software helps sales teams configure products correctly and produce accurate quotes using your product rules and approval steps.
Is there free CPQ software?
None of the tools on this list names a free plan on the pages I read. A couple offer a free trial.
Do I need CPQ if I already have a CRM?
If your products are simple, your CRM's quote features may be enough. CPQ helps most when products have many options and rules.
What must a UK invoice include?
GOV.UK lists items including a unique identification number, both company names and addresses, a description, the supply date and the invoice date.
Is CPQ only for large companies?
No. Some tools on this list are built for specific teams, such as IT service providers.
How long does CPQ take to set up?
It depends on how many products and rules you have. Starting with your most common products gets reps using it sooner.
