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Sunday, Nov 29th

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MGI 360 Ratings - in Configure-Price-Quote (CPQ)

MGI 360 LogoSUMMARY: We are initiating coverage of in the Configure Price Quote (CPQ) market with an MGI 360 Rating of 64 and a Positive outlook.
OPINION: At 3,500+ clients (MGI estimate), Salesforce CPQ (S-CPQ) is the most widely used CPQ solution in the world. We estimate that the company adds between 300 to 400 new CPQ accounts per quarter, propelling the product to market share leader in seats, client companies and revenue. We view the core functional capabilities of S-CPQ as best suited to organizations with low to moderate sales complexity and minimum or no configurable physical goods. S-CPQ broad product focus can be a mismatch with use cases of more sophisticated customers. Yet, its breadth and depth of integration, partnership ecosystem reach and widely available training elevate the overall Product dimension rating. Salesforce has consistently broadened the market appeal of CPQ as a discipline to a new and expanding audience, making CPQ into a standard budget item category for sales automation. 
USE CASE: Digital services-oriented SME and larger organizations seeking to add structure and speed to quote generation and basic discipline to price management with light configuration complexity.
COMPANY DESCRIPTION: is the leading provider of cloud enterprise software in the world. The company entered the CPQ market in 2015 via a $360 Million acquisition of SteelBrick. The solution is integrated with Salesforce Sales Cloud, Service Cloud,  and the Commerce Cloud (the former CloudCraze). For implementation, the company relies on the largest CPQ system integrator partner network in the world. Its Trailhead online learning site is the most comprehensive CPQ training and certification source in the industry.  For advanced capabilities like complex configuration, visualization and price optimization, Salesforce relies on its network of specialized CPQ partners.  
COMPETITORS: Apttus, Oracle, SAP SE, servicePath, KBMax, Tacton, Zuora and numerous other CPQ solutions
MGI 360 Ratings is a comprehensive system for evaluating technology companies. IT organizations use MGI 360 to track suppliers, assess purchasing risks and identify promising new vendors. Vendors utilize MGI 360 to track their markets and evaluate partners. Institutional investors use MGI 360 for independent assessment of tech companies. MGI 360 ratings help lower costs, save time, reduce risks, and identify new opportunities.
The MGI 360 ratings are on a scale from 0 to 100 and reflect company opinions of MGI analysts in five key areas on a scale of 0 to 20:
  • PRODUCT: How strong is the product competitive position
  • MANAGEMENT: How competent and experienced is the management team
  • CHANNELS: Does the company have a sales capability and channels needed to bring products to market?
  • STRATEGY: Does the company have a realistic view of the opportunity and a compelling strategy for success?
  • FINANCE: Is the company growing and profitable
Each of these key criteria is subdivided into numerous sub-categories. In total, over 149 criteria are combined to generate an MGI 360 rating in each specific market space. Companies can have one or more MGI 360 rating - one for each market. MGI 360 ratings are revised as important developments occur. While the MGI 360 rating process is comprehensive, this scoring system is not meant to be a predictor of company solvency, liquidity, absence of accounting fraud or stock performance. Access to MGI 360 Ratings is by subscription.
MGI Research is an independent industry research and advisory firm focused on disruptive trends in the technology industry. Through ratings, industry benchmarks, best practices groups, subscription research, market forecasts, advisory engagements, industry studies and conferences, MGI Research helps clients identify opportunities for reducing IT costs and minimize technology risks. MGI Research analysts work closely with business and technology organizations to help make timely go/no-go IT investment decisions, optimize vendor relationships, and create practical strategies for new initiatives in agile billing, payments management, order management, CPQ, contract lifecycle management and other elements of agile monetization platform (AMP).
For additional information on research coverage of Configure-Price-Quote (CPQ), please see Key Issues in CPQ Research.
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