FAQ: The Overlooked CPQ Crisis in Digital Transformation

What is the main criticism of Deloitte’s 2025 Digital Transformation Report?

The report completely overlooks the critical CPQ (Configure, Price, Quote) crisis that’s undermining revenue operations and growth initiatives at enterprises investing billions in digital transformation.

Why is the CPQ crisis significant for enterprises?

CPQ systems are the core engines of revenue generation, and their collapse is slowing sales cycles, alienating customers, draining margins, and causing unreliable revenue forecasting despite massive digital transformation investments.

What percentage of digital transformation budgets typically goes to Revenue Operations?

According to Gartner, Revenue Operations receives less than 3% of total transformation budgets despite being the infrastructure that supports every customer interaction and directly impacts revenue recognition, forecasting, and deal velocity.

What are the consequences of ignoring the CPQ crisis?

Sales teams face slow, error-prone quoting processes; finance leaders lack visibility into deal data leading to unreliable forecasts; and customers experience friction, delays, and pricing mistakes that erode trust.

What impossible decision do companies face regarding their CPQ systems?

Companies must choose between staying with legacy CPQ systems that are no longer supported or capable of handling complex business models, or moving to unproven replacements like Salesforce Revenue Cloud that come with integration risk, uncertain ROI, and high migration costs.

What recent development has forced organizations into urgent CPQ decisions?

Salesforce recently announced the end-of-sale for its legacy CPQ product, forcing thousands of organizations into an urgent and expensive decision-making cycle about their quoting systems.

How does the CPQ crisis affect digital transformation initiatives?

According to DealHub’s State of CPQ report, without a solid CPQ foundation, AI, cloud, and analytics investments won’t deliver the expected impact, causing digital transformation initiatives to fail when the revenue engine is broken.

Who is primarily affected by this CPQ crisis?

Enterprise sales teams, finance leaders, customers, and executives responsible for digital transformation initiatives are all affected by the collapsing CPQ systems that undermine revenue generation and growth.

What is the relationship between strategic planning and frontline execution according to the content?

There’s a widening gap between boardroom strategy and day-to-day reality, with strategic plans becoming disconnected from frontline execution, particularly in revenue operations.