Requirements
Capture the rules, data, user journeys, approval paths, amendments, renewals, and handoffs that decide whether CPQ will actually work.
Do not let the RFP reward the best sales story.
Kentravo helps companies shape CPQ RFPs around real business outcomes, must-have requirements, demo scenarios, vendor scoring, SI selection, and Lead-to-Cash execution risk.
Demo design
Use scenarios that expose complexity instead of polished happy paths: non-standard products, pricing exceptions, multi-step approvals, and downstream impacts.
SI selection
Evaluate the proposed team, methodology, CPQ depth, estimation quality, release approach, and run-state transition, not only the partner brand.
What Kentravo can help with
- RFP strategy and decision criteria
- Business and technical requirement shaping
- Vendor and SI demo scripts
- Scoring model and executive decision support
- Risk readout before final selection
The so-what
A weak RFP creates a false sense of certainty. A sharper RFP reveals where software fit, implementation approach, partner capability, and run-state ownership may break down.
Plan a stronger CPQ selection