CPQ (Configure, Price, Quote)
The system governing how products are configured, priced and quoted, enforcing rules about what may be sold and at what discount.
Why it belongs to RevOps
CPQ encodes commercial policy: valid configurations, approval thresholds, discount limits. When it does not, those rules live in people's memory and are applied inconsistently — which surfaces later as unexplained margin variance.
Quoting time is a pipeline metric
RELATED TERMS
Average Contract Value (ACV)
The annualised value of a contract, averaged across a set of deals. The standard unit for comparing new business.
Revenue Leakage
Revenue the business had already earned the right to collect but does not, through process gaps rather than lost deals — unbilled usage, missed renewals, unapplied price increases, discounts that outlive their approval.
Deal Desk
A cross-functional function reviewing non-standard deals — pricing exceptions, unusual terms, complex structures — before they are committed.
Learn how to apply this: CRM Admin 101
Definitions are the vocabulary. The courses are where you learn to operate it, with the interactive audit tools.
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