Why Self-Service CPQ is the Future of B2B Sales

The way manufacturers sell complex machines is changing fast. Customers and dealers no longer want to wait days or weeks for a quote. Instead, they expect the same instant, digital-first experience they get when ordering online.

This shift is accelerating the adoption of self-service CPQ portals. By enabling dealers and customers to configure, price, and generate quotes on their own, manufacturers can reduce bottlenecks, eliminate errors, and scale sales capacity — without adding headcount.

And the market is moving quickly: the global CPQ software market is projected to grow from $3 billion in 2024 to $9.7 billion by 2032, fueled by digital-first sales models and AI-driven automation.

The Problem with Traditional Quoting

For many manufacturers, quoting is still a slow, manual process. Dealers send requests to HQ, sales teams scramble to check configurations, and engineers get pulled in to validate every detail. Quotes can take weeks, and every step introduces risk:

• Outdated spreadsheets cause price mismatches.

• Emails get lost between sales, engineering, and finance.

• Customers get frustrated by delays and errors.

These inefficiencies don’t just waste time - they cost deals. According to a recent study, CPQ adoption reduces quoting errors by 36% and improves customer experience by 35%.

What is a Self-Service CPQ?

A self-service CPQ is an online tool that allows dealers or even end customers to independently:

• Configure machines with guided rules.

• View real-time pricing in their local currency.

• Generate quotes without sales intervention.

At the same time, manufacturers stay in control. Built-in logic ensures that only valid, profitable, and compliant configurations are possible. This means no surprises when an order reaches production.

Hot Trends Driving Adoption

Why are self-service CPQ portals taking off now? A few industry shifts stand out:

• Dealer empowerment – Global networks expect autonomy. Manufacturers that don’t provide digital tools risk losing dealer engagement.

• AI and guided selling – CPQ systems use AI to prevent invalid configurations and optimize pricing.

• System integration – Connected ERP, CAD, and CRM ensure data flows seamlessly from quote to production.

• Scalability – Businesses leveraging CPQ see up to a 17% increase in lead conversion rates.

Benefits for Manufacturers

With self-service CPQ portals, manufacturers can:

• Scale quoting capacity without adding sales staff.

• Standardize product knowledge with one source of truth.

• Shorten quote cycles — CPQ reduces sales cycles by up to 25%.

• Empower dealers while keeping control over rules, compliance, and margins.

The impact is clear: in a survey of CPQ professionals, 69% of manufacturers said they plan to increase investment in CPQ this year.

Benefits for Dealers & Customers

For dealers, self-service CPQ portals mean independence. No more waiting on HQ for quotes or approvals; they can serve customers faster and win more deals.

For customers, the benefits are just as strong:

• Accurate quotes in hours instead of weeks.

• Clear, visual product options.

• Fewer errors and misunderstandings.

Ultimately, faster responses lead to stronger trust and higher satisfaction.

Why Elfsquad CPQ Stands Out

Not all CPQ systems are designed for the complexity of packaging, processing, and other manufacturing industries. Elfsquad CPQ is built for exactly this.

• Cloud-based & visual: Accessible anywhere, with interactive visuals that simplify configuration.

• Multi-language & currency support: Essential for global dealer networks.

• Seamless integrations: ERP for pricing, CAD for drawings, CRM for tracking, all connected.

• Self-maintainable: Product managers can update rules without coding or external consultants.

With Elfsquad, manufacturers can empower dealers, free up engineering time, and deliver accurate, production-ready quotes at scale.

Discover how Elfsquad CPQ can transform your sales process and future-proof your business.