Select Page

The Definitive QTC Guide Sneak Peek: Implementation

Dec 7, 2020 | Admin, Implementation Services, Latest News, Salesforce CPQ

It’s estimated that 33 percent of IT projects fail due to senior leadership not getting involved and requirements changing too much. And when it comes to an all-important quote-to-cash technology implementation, you can’t afford that kind of margin for failure. The tools that power revenue, sales, and customer relationships need to be done confidently and with everyone on board from the start. And that’s what the implementation stage is all about.  

Gilles Muys discusses the advantages and disadvantages of Agile and Waterfall methodologies in regards to a quote-to-cash technology implementation and, ultimately, shares why a hybrid approach is the best strategy for this kind of undertaking. Additionally, this chapter of his quote-to-cash book explains the importance of active participation during implementation and using an iterative build. Check out our highlighted quotes below or order the complete book here.


1. Agile or waterfall? Don’t do just one. 

“While considering methodologies, you may already have one or another in mind. Agile and Waterfall are, after all, the most popular implementation methodologies in the market. However, when it comes to QTC implementation, neither is truly up for the task … The ideal approach combines aspects of Agile and Waterfall into a new methodology perfect for ensuring your QTC implementation’s success: the Hybrid.” —Gilles Muys 


2. Active participation in the implementation process

“To get the outcomes you desire, you need to be a proactive partner working alongside your QTC consultant every step of the way. The goal isn’t for you to do the work of your implementation consultant; rather, it’s to provide your consultant with a critical perspective and insights about your organization itself. You need to communicate your organization’s priorities, serve as a liaison and a spokesperson for your stakeholders, and help your consultant understand the sensibilities, preferences, and nuances of your stakeholders.” —Gilles Muys 


3. The importance of iterative build

“The major goal in the build phase is to be able to do multiple show-and-tell sessions. These will give you the insight you need to course-correct carefully and early. With CPQ more than other clouds, there aren’t as many paths to correct implementation (e.g., products must come before pricing, but they remain dependent on each other).” —Gilles Muys 



Learn more about launching a successful implementation of QTC tools by reading the complete book, The Definitive QTC Guide, out now on Amazon. 



Submit a Comment


Gilles Muys
Gilles Muys
Vice President of Customer Solutions at | + posts

Gilles Muys is VP of Customer Solutions at Simplus and an experienced executive. He knows CPQ across various industries, has extensive startup experience, and was one of the first three SteelBrick employees. Gilles is the only Salesforce CPQ Black Belt in the world.