5 CPQ Analytics Insights You Might Be Missing Out On

What if you could predict which quotes will fail before they do? Many manufacturers using Tacton CPQ aren’t fully leveraging their data. They generate thousands of quotes, but without proper analytics, they miss out on valuable insights that could boost win rates, optimize pricing, and improve sales efficiency.

If you’re not using Business Intelligence (BI) tools like Power BI or Looker Studio, you’re probably flying blind. Here are five critical CPQ analytics insights that could be transforming your sales process—but aren’t, unless you have the right BI setup.

1. Win/Loss Analysis – Why Are You Losing Deals?

How often do you analyze the reasons behind lost quotes? Without BI, most companies rely on guesswork. With CPQ analytics, you can:

• Identify common rejection reasons – Is it pricing, slow response times, or product fit?
• Track patterns across customers and regions – Are certain discounts more effective in specific markets?
• Compare sales rep performance – Are some reps closing more deals because they price more strategically?

✅ Example: A manufacturer using Power BI found that deals lost in Europe had significantly higher discounting than in the U.S.—leading to an optimized regional pricing strategy.

2. Pricing Optimization – Are You Over-Discounting?

Pricing is one of the most powerful levers in sales, yet many companies apply discounts inconsistently. CPQ analytics helps:

• Analyze discount impact – See how discounts affect closing rates and overall margins.
• Optimize pricing tiers – Identify the ideal price points that maximize both win rates and profits.
• Track competitor price positioning – Use market data combined with CPQ trends to stay competitive.

✅ Example: A company using Looker Studio visualized their discounting trends and discovered that quotes with a 10% discount had almost the same win rate as those with 15%. They immediately adjusted their pricing strategy, leading to a 5% increase in margins.

3. Quote Pipeline Bottlenecks – Where Are Delays Happening?

Is your sales team struggling with slow approvals or stalled quotes? BI tools help track:

• Time-to-quote – Identify which steps in the CPQ process take the longest.
• Approval bottlenecks – Are quotes getting stuck waiting for management sign-off?
• Customer responsiveness – Which prospects take the longest to move forward?

✅ Example: A manufacturer using Tacton CPQ and Power BI found that 80% of delayed quotes came from customized product requests, prompting them to improve their configuration workflows and speed up approvals.

4. Product Configuration Trends – What Are Customers Really Buying?

Your CPQ system stores all customer preferences, but are you using that data to refine your product strategy? With BI analytics, you can:

• Identify best-selling configurations – Focus on the most popular product combinations.
• Spot unpopular options – Reduce complexity by discontinuing rarely chosen features.
• Personalize future quotes – Use past purchase data to suggest optimal configurations.

✅ Example: A lift manufacturer analyzed CPQ data in BigQuery and found that customers rarely selected manual controls when a smart control option was available. This insight led them to streamline their product offering, saving costs on unnecessary inventory.

5. Sales Forecasting – Can You Predict Future Revenue?

Sales teams often struggle with inaccurate forecasts. By leveraging CPQ data, you can:

• Predict future sales trends – Use historical data to estimate demand.
• Adjust production planning – Reduce lead times by aligning manufacturing with expected orders.
• Improve revenue projections – Spot potential dips in sales before they happen.

✅ Example: A heavy equipment manufacturer used Power BI to forecast seasonal demand fluctuations, allowing them to adjust staffing levels and inventory planning proactively.

Don’t Let These Insights Slip Away

If your CPQ data isn’t connected to a BI tool, you’re missing out on opportunities to close more deals, optimize pricing, and improve forecasting. Your competitors might already be using CPQ analytics to gain an edge—don’t get left behind.

Ready to unlock the full potential of your CPQ data? Book a virtual coffee with our CPQ analytics experts (Ingemar and Jonas) today at cpq.se.