Conga’s CPQs

As a system integrator, we’re increasingly asked by customers about whether they should adopt Conga Advantage CPQ or Conga Smart CPQ (PROS B2B). While both solutions address Opportunity-to-Cash challenges, they are fundamentally different products with distinct architectural philosophies and implementation considerations.

Advantage CPQ is Conga’s native CPQ platform, often designed around Salesforce data models, workflows, security, and platform services.

Key technical advantages of Conga Advantage CPQ:

– Native Conga and/or Salesforce architecture
– Single data model across CRM, CPQ, CLM, and Revenue Lifecycle Management
– Reduced integration footprint for Salesforce-centric organisations
– Easier governance, security, and reporting within the Salesforce ecosystem
– Lower latency between opportunity, configuration, pricing, and quote generation

Implementation considerations for Conga Advantage CPQ:

– Best suited for organisations heavily invested in Salesforce
– Faster deployment cycles due to reduced middleware dependencies
– Easier maintenance when business teams prefer declarative administration over custom integrations
– Strong fit for standard and moderately complex B2B selling motions

Smart CPQ originates from Conga’s acquisition of PROS and brings enterprise-grade pricing science and highly sophisticated configuration capabilities.

Key technical advantages of Conga Smart CPQ:

– Strong support for highly configurable products and services
– Better handling of large-scale product catalogs and complex pricing matrices
– Advanced pricing optimisation and dynamic pricing engines
– Capable of supporting multi-channel pricing strategies
– Designed for organisations where pricing sophistication is a competitive differentiator

Implementation considerations for Conga Smart CPQ:

– Typically requires a more integration-centric architecture.
– Additional effort may be needed to synchronise CRM, ERP, pricing, and master data domains.
– Governance of pricing logic often involves multiple business and technical stakeholders.
– Greater implementation complexity, but potentially higher business value in pricing-intensive industries.

From an implementation perspective the real question is, where does complexity live in your business? If complexity primarily exists in your Salesforce ecosystem and sales processes, Advantage CPQ often provides the most efficient architecture. If complexity exists in pricing science, margin optimisation, product configuration, or multi-channel commerce, then Smart CPQ may justify the additional integration and governance investment.

The most successful CPQ programmes are not driven by feature comparisons alone they are driven by architectural fit. Here at Walpole Partnership we’re pleased to be specialists in helping you work out the best fit for your implementation in either or both of Conga’s CPQs.