Area and requirement
Clarify what the process actually needs, not simply a feature name.
CPQ selection checklist
Manufacturing CPQ requirements checklist and evaluation worksheet
A CPQ purchase succeeds when real configurations, prices and approval scenarios work end-to-end. This editable worksheet captures requirements, owners and test cases before a software demo turns into a long implementation.
Excel workbook + PDF guide + CSV · fictional examples · no email required
What is inside
Fields designed for real operational review.
Priority
Distinguish must-haves from later implementation phases.
Current state
Record where the process lives today, such as spreadsheet, CRM, or ERP.
Acceptance test
Define how a live quote scenario will prove a requirement works.
Owner and vendor notes
Assign accountability for verification and unresolved questions.
How to use it
Turn the worksheet into an implementation-ready test.
Document one real quote
Use a representative machine, accessories, customer and price level from your existing operation.
Test all permitted and invalid choices
Confirm required accessories, incompatible combinations and seller permissions.
Test margins, discounts and approvals
Verify normal deals, edge-case exceptions, reviewers and revision history.
Reconcile CRM and quote lifecycle
Verify source deal context, product line items, quote state and order handoff without overwriting manual CRM records.
Important cautions before sharing or importing the worksheet.
Avoid scoring a product solely on a polished demo.
Do not presume CAD, BOM or ERP functionality unless explicitly verified.
Do not count “integration available” as proof of line-item reconciliation.
Do not move restricted cost data through uncontrolled exports.
Who can use it
Useful for the people who actually manage quoting.
Manufacturing and distribution revenue leaders
Sales operations and pricing administrators
CRM/HubSpot administrators
Implementation and IT teams comparing CPQ products
FAQ
Before you start.
Can this be used as a vendor RFP?
Yes. Add vendor responses and demonstrations to the worksheet, and require evidence for each must-have.
Does it only apply to QuotePoint?
No. The checklist is intentionally vendor-neutral and useful for evaluating alternatives.
What should be tested first?
One representative quote with dependencies, multiple price contexts, an approval exception and CRM handoff.