We helped McAfee identify their current
pain points and challenges, in addition
to what process improvements
or business capabilities it would like
to enable in a CPQ program.

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At a Glance

Because of a combination of an archaic infrastructure, a lack of business and pricing intelligence, and a negative sales and channel partner experience, McAfee was seeing inefficiencies with time management, sales, and customer satisfaction.

Services Provided
  • Advisory Services
  • Strategy
  • Platform Agnostic

McAfee needed help to drive a decision around a CPQ platform for these main reasons

  • Archaic Infrastructure: McAfee was experiencing siloed, disparate systems and technical limitations that were leading to process inefficiencies in their quoting, pricing, discounting, and approval operations.


  • Negative Sales and Channel Partner Experience: McAfee heads up a high-touch, manual pricing & discounting process. Due to a lengthy ‘lead to order’ cycle, it was unable to get a quote to customers in a timely fashion. Meanwhile, a competitor could get a quote back in a fraction of the time. There was little standardization in discounting policy and therefore customer discounting was inconsistent. This was in turn driving low cross-sell and upsell revenue.


  • Lack of Business/Pricing Intelligence: Limited CPQ capabilities, pricing intelligence, and data quality drove inefficiencies across sales, operations, finance, legal, and product management. Developing GTM strategies was difficult and costly as a result.

The Solution

Simplus rolled out a discovery phase to be leveraged as the foundation of a CPQ platform. We helped construct an RFP for both CPQ platform selection and Implementation Services Provider, and provided CPQ industry best practices to help McAfee shape its CPQ Program.

Our recommendations were as follows:

  • Simplify Price Books: Allow for channel self-service and reduce overhead.


  • CPQ Accuracy Validation: Utilizing CPQ functionality, McAfee would be able to reduce sales cycle time, improve user experience, and validate quote data before being sent off for approval.


  • Single Source of Truth: Define one single product master and develop hierarchy for accounts and contacts.


  • Build Product Configuration: Eliminate quote rework due to configuration errors.


  • Pricing Waterfall: Enable full visibility and understanding of discounted price and all pricing rules.


  • Streamline Processes: Eliminate quote rework due to noncompliance with business rules, reduce quote cycle time, and use installed base data to drive cross-sell and upsell opportunities.

The Result

  • Overview of Process: We helped McAfee identify its current pain points and challenges, in addition to what process improvements or business capabilities it would like to enable in a CPQ program. We also developed a concise idea of success for a CPQ program and discovered organizational challenges or adoption concerns that may impede the success of a CPQ program.


  • Current State Workshops: We conducted 15 workshops across 15 process areas, which were attended by 52 participants covering 17 cross-functional teams based on RACI role. We also documented workshop notes, compiled findings, and analyzed themes.


  • High-Level Capabilities: Developed and documented 95 RFP capabilities categorized by domain, capability, and role. We also conducted four requirements review sessions to validate and update capabilities and one findings summary readout meeting.


  • Continued Guidance: We’re continuing our advisory services with McAfee by focusing on addressing some of the recommendations as part of first strategy engagement.
About McAfee

McAfee is one of the world’s leading independent cybersecurity companies. Inspired by the power of working together, McAfee creates business and consumer solutions that make the world safer. By building solutions that work with other companies’ products, McAfee helps businesses orchestrate cyber environments that are truly integrated—where protection, detection, and correction of threats happen simultaneously and collaboratively. By protecting consumers across all their devices, McAfee secures their digital lifestyle at home and away. By working with other security players, McAfee is leading the effort to unite against cybercriminals for the benefit of all.

Headquarters: Campbell, CA
Industry: Computer Software