TrustRadius
Big Machines is the best-known vendor in the CPQ space and offers three main flavors: Sales Engine for direct sales, Channel Sales for sales through partners, and eCommerce engine for direct self-service selling. This is a Saas offering and appeals to those with SaaS CRM systems already in place - particularly Salesforce.https://media.trustradius.com/product-logos/RE/42/MLHKDFOH2FOX.pngCPQ is definitely the 1-4-UPart of my role in procurement was to analyze orders taken by our sales reps and project these figures into our annual budget as well as examine areas of potential growth. My role within CPQ Cloud was to access this data and communicate the findings with our executives. It allows for simple access and accurate reporting for taking orders and generating quotes.,Orders have always been accurate and we've never yet had an issue processing one Pricing configuration allows for complex tiers within an organization's portfolio and so there are multiple options depending on your situation Report building is simple and intuitive,Although reporting is intuitive, it could use a more robust reporting look and feel especially when it comes to graphical displays Mobile view and approvals can be a bit wonky sometimes and need to be refreshed,8,Without a doubt CPQ helped us in managing not only our supply chain but also communication for when a product was sold and how much we needed to allocate for. Understanding the figures in real time and preparing inventory and transportation greatly improved and we were able to accurately report on these numbers to the executive level managers.,Most notably I would say our length of deal cycle was reduced the most and saw the most improvement. Before, our deals were submitted to a custom database that did not allow for real time information and had the issue of user error when inputting figures. CPQ really does make it easy to input information and has saved us a lot of headaches from trying to figure out what went wrong.,YesDeep (not really) Thoughts of a 6 year CPQ Cloud AdminOracle CPQ Cloud is our defacto system for generating customer quotes. Currently, our new equipment sales, aftermarket sales, and customer service groups are the primary users of CPQ, with the output from the system feeding Engineering and Order Entry. CPQ addresses a number of past issues, including reduced time from inquiry to quote, full visibility of the sales pipeline, reduction of errors, unified quote style and layout, and consistent pricing.,Incredibly powerful configuration rules engine Offers flexibility to achieve almost any business need Very well supported - Oracle is clearly investing in development of CPQ Cloud as updates to the system are regular and significant,Document generation systems need some work - Old Document Engine is very powerful, but not user friendly. Newer Document Designer is very user friendly, but lacks a number of features available in Document Engine. CPQ Cloud has gone through some growing pains as part of BigMachines being acquired by Oracle. Many people on the sales side of Oracle still aren't very aware of CPQ, and don't understand how it fits in the big picture. CPQ Cloud is in serious need of a UI update, but that is in the works for upcoming releases.,9,CPQ Cloud allows us full visibility of our entire sales stream. We utilize independent representatives for a fair amount of our sales, so before implementing CPQ, our company would often not be made aware of sales opportunities. As we expand our CPQ footprint to the global business, we are gaining more and more visibility of the entire sales picture.,For smaller opportunities where a quote that used to take 2-3 days to complete, we can now get those quotes in the hands of the customer the next day or sometimes even the same day. For larger opportunities, the time spent working on the quote has been reduced by almost 70 percent. Errors have also been reduced by approximately 80 percent.,,NoOracle CPQ (BigMachines) is a highly useful system for any complex enterpriseWe use Oracle CPQ Cloud to direct our sales people to the correct configurations of hardware solutions that the customers need. The system is used by nearly all sales branches and is being rolled out globally as well. The standardized pricing and quote output provide value to our customers and the data collection and reporting capabilities help our management stay up to date with sales and customer relations. Customer relations are being additionally improved by the integration of Oracle's CRM through a separate contract purchase of that software.,Directed sales is done very well by this software but you need dedicated administrators to create, update and grow the configurations. Quote calculation and presentation are done well also.,The freedom provided by the administration back end can make the logic to become too complex and conflict, so the administrators need the power in the organization to draw the line on user requests. Oracle has put a lot of effort into improving the document engine (to produce quote documents) but it still has it's headaches and limitations. It can pretty much do what the old engine did after years of development. But they dumbed things down a lot which is frustrating sometimes but will probably be good in the long run.,9,We have achieved an impressive level of streamlining in our sales process with Oracle CPQ. Before this, the advanced configurations were all done by hand, in excel spreadsheets, and with some macros. This led to a wide range of customer experiences which we were able to standardize with Oracle CPQ. This also was prone to many more mistakes caused by human error which are now much better.,Productivity has been improved with Oracle CPQ because it's faster for sales to create a good, accurate, and visually appealing quote and also quicker to modify a quote once everyone was familiar with the tool. There were some growing pains but now, sales would never revert to using spreadsheets for customer sales quotes.,SteelBrick CPQ,NoOracle CPQ - Cut your Sales Cycle in HalfOracle CPQ is being used to enhance our customer's interaction and flow through our website, and significantly decrease the amount of time it takes us to process quotes and to increase transparency and standardization throughout the sales process. It helps us reduce the amount of time it takes to get through the sales process.,Helped us standardize our quotes. Provides transparency. Reduces the time it takes to provide quotes.,It still has bugs at times. A lot of training is required to be able to use Oracle CPQ effectively.,9,Oracle CPQ Cloud has undoubtedly helped us organize and simplify our sales and quote process across multiple product lines. It has increased transparency and flexibility as well.,Oracle CPQ Cloud has significantly reduced the length of the sales cycle for us, and has increased productivity by simplifying the process and providing transparency. Now our Sales staff is able to focus more on sales strategies and building customer relationships versus imputing contract data and administration tasks related to sales.,Salesforce CPQ, IBM Sterling CPQ and Cloud CPQ ExpressSuccess with CPQ!Oracle CPQ Cloud is being used to provide our channel partners with a front end to configure products, get instant pricing, produce quotation documents, produce product drawings and link to product specification sheets. This information is provided to them in minutes instead of hours making our company easier to do business with. It is being rolled out systematically to our principal customers.,The system is very flexible, allowing us to do pretty much whatever we want with the customer experience. Implementation consultants are VERY knowledgeable and picked up the nuances of our business very quickly.,Along with the flexibility comes some technical complexity. We are not fully up to speed on the technology needed to make all modifications to our product configurator without consulting assistance. Oracle solutions are not cheap, nor are their consulting resources. We got what we paid for however.,10,We are now easier to do business with because our customers can get information themselves that used to require substantial time from our internal resources.,We are only live for a short time so time will tell the impact on sales, however, we expect by being easier to do business with, we will grab extra market share.,BigMachines SOAP Interface ExperienceWe use the B2B module from our server using SOAP transactions with our ERP system.,Documentation was pretty straight forward and useful. Their server performance was good. Their GUI interface was easy to use.,The use of CDATA in the XML isn't something to get excited about.,10,ROI has been good. Increased employee efficiency through automation.,Robust software, highly configure-able but not without challengesAt our company, BigMachines is used as the primary Sales quoting and contracting software. It is primarily used by the Sales organization (both internal Sales and District Sales Managers) to build out quotes and generate contracts and addendums for new and existing business. Sales Operations is the owner and is the admin of the software, along with IT, who facilitate the use of user licenses. The software is also used by the Product organization and is a key component in the Go-To-Market process by making new pricing generally available for sale. Business analysts work directly with IT developers to design user requirements when building out new quote products. The software helps to automate the contracting and approval process, making sure that specific quote products go through the correct discount approval channels. There is tie in with Salesforce as well, which has allowed us to generate Opportunities with Products reports and report on sales activities and KPIs for specific products.,Automation of discount approvals and protection of margin- This is probably one of the most widely-discussed features. Our ability to set maximum allowable discount thresholds is imperative, especially when there are hard costs like vendor or partner royalties associated with each quote product. You can really lock product discounts down at the line item level (though presents slight frustrations as well). Configurable and customize-able - The code base is configurable and has allowed our in-house developer to develop some fully custom discount approval workflows. It can also be customized to program in maximum and minimum allowable values and graphical control elements like pop up menus, help text, list boxes, text fields, and other software components. Ability to implement business rules based on business requirements (i.e. publicly traded company, Sarbanes Oxley) is a plus. The software is great for implementing simple if/then logic (if X product is selected then Y product should also print on the agreement). Specific trigger rules can be written and implemented based on if/then criteria in order to meet business rules and scenarios. You can write as many quote requirements as you need. Integration with Salesforce,One of the biggest challenges we've experience with the software is the lack of flexibility in deploying snippets of code changes to production. Unlike making changes in our Salesforce test environment, when deploying BM to a production environment our IT developer has to migrate a fully tested code-complete snapshot of sandbox to our production environment all at once. This presents challenges for IT when managing multiple projects from different areas of the business, specifically general sales availability expectations. In order to meet business deadlines, sprint cycles are managed against a floating deployment schedule to ensure that code for all projects are deployed at once. While the software is customize-able, deploying more complex changes takes much time and effort. Dedicated programmers and business systems analysts are needed to define the business rules, document the programmed changes, and deploy the software to production. It takes time to learn and and train on the logic behind the scenes. User training is definitely required for more complex configurations. There is no automated wizard to walk-through test configurations (this would be a nice-to-have). In a fast paced agile environment, the software is a little slow in how it integrates into business process, approvals, and Go-To-Market strategy.... at least in our business. Navigation between configuration pages is a little cumbersome. The software UI has been modified A LOT to make the user experience easier for the Sales teams. A lot of credit goes to the programmer but overall the software UI is still static and at times inflexible when compared to other new drag and drop/cloud-based wizard models. Would be nice if there were integration with our billing system (this is a nice to have!) Product Catalog (SKU) management becomes very manual and all the more important when there is lack of integration with the billing system. We have to coordinate efforts with Billing, Sales, and IT to make sure that the product catalog stays clean and up-to-date. While the ability to lock down discount allowables is a plus, this can also stall deals if allowables HAVE to be exceeded to win business (more of a process/culture change I know). Ad-hoc Emergency fixes can be deployed but you have to weigh the benefits against these "whirl-wind" resource costs.,7,Sales Operations or IT would have a better understanding of the license user costs and ROI. I do know that Sales has experienced frustrations in the the lead gen-to-close process and have experienced delays with some deals. In other instances, the software has worked fine. I would love to see an analysis on how our lead-conversion rate, sales cycles, and proposal volume stacks up.,Selectica CPQ,3,5,Selection of products through graphical user components like dropdowns, list views and use of help text. Automation of trigger rules and implementation of if/then logic (i.e. If Product A is selected, then Product B should also print on the proposal) Adding products to quotes is straight-forward Entering product quantities and building order positions is straight-forward,Lack of a wizard. A lot of credit goes out the the programmer in making the UI more accessible and more "wizard-like" to improve the user experience. Page to page navigation is cumbersome at times, especially during quote reconfiguration The quote page can be quite complex to navigate and configure before printing a proposal or contract,6An Admin's perspective on Big Success with BigMachinesAs with most CRM solutions, BigMachines CPQ engine provides best value when the toolset is optimized to align with the needs of the business. While this is an obvious statement, I've found that achieving alignment is sometimes the biggest challenge. But if the implementation is done right, BigMachines can dramatically transform the sales cycle and drive revenue to new levels. In short, the toolset is powerful and flexible but success hinges on collaboration between the team using it and the team developing/supporting it. As a developer/admin, I've been able to deliver functionality within BigMachines that automates complex business logic, ensures accuracy of materials on a quote, includes quick and easy discounting with appropriate approval checking and renders to a variety of PDF proposals. Users have reported reductions in quote preparation time from hours to minutes. Beyond the out-of-the-box features that simply get turned on/off, BML coding of utility functions and Rule administration allow creative and challenging solutions. For example, we were able to allow users to quote support/maintenance for variable terms across multiple products with existing or expired agreements with 100% accuracy. By writing a function that calculates a prorated price based on unit price and end date we were able to plug prorated pricing into any item being quoted. Prior to using BigMachines this was a big challenge which cost salesreps time and resulted in delays due to inaccuracy.,There are areas within the tool that are very difficult to troubleshoot and require assistance from BigMachines support. As a developer, this can be frustrating and limiting. For example, when the results of a configuration are added to an existing quote the data passes from "configuration" to "commerce" through what seems like an invisible portal. Improvement in visibility to this process would be of great value. From an admin's perspective, a "developer mode" that shows whats going on under the hood while in commerce or config is needed. The document engine is tough to work with, but BigMachines is commited to rolling out improvements. The latest update is that a complete refresh is on the way.,9,We implemented 6 months ago. I recently asked a Sales Rep who uses BMI daily how things were going. He replied, "I actually enjoy using it and thoroughly look forward to working with it each day".,80,9The best CPQ tool on the market!With most software you either customize the software to fit your process, or you customize your process to fit the software. BigMachines provides customization of its configuration and commerce rules, allowing companies the flexibility to fit to their processes, without requiring customization of the base code. This is not to say that BigMachines is perfect, but compared to the other products out there, BigMachines is far and above their competitors. BigMachines listens to their user community's suggestions for feature requests. Their users also have the ability to vote on other people's suggestions. With 4 releases per year, BigMachines is always moving forward with adding features their users want. The customer support structure at BigMachines is the most responsive I have ever worked with. Support is a very high priority for them, as is evidenced in their ramp up and training of support personnel. More companies should model their customer support after BigMachines!,The biggest problem I hear most about BigMachines is how difficult or complex it is to program pricing. I feel it is unfair to lay the blame for this on BigMachines, as each company has their own methods or algorithms for calculating sales price. But, to BigMachines' credit, they are always looking for new ways to make this easier for their customers, as was evidence in the release of the Pricing Rules and Formula Manager functionality. This functionality takes a lot of programming out of pricing and puts it in a format easy enough for non-programmers to work with. My biggest complaint about the product is bulk migration. BigMachines keeps moving in the right direction toward granular or package development, but the way the product works now I must have all of my development completed before I can migrate from my test to my production environment. This forces me to make "live" changes in production for emergency fixes. BigMachines continually adds functionality to their roadmap to enhance this functionality.,9,BigMachines has provided us with a configuration tool that is scalable, accessible and useable by our international sales staff, and through the configuration rules, has increased the accuracy of the quotes being generated for a very complex product. BigMachines has allowed us to integrate CPQ with our CRM tool (Salesforce.com), thus putting more information at the fingertips of our executive team. BigMachines has allowed us to put more structure and control around our product pricing.,90,2,Prior to BigMachines we were using an Excel configurator. That configurator worked well for people physically on our network, but our international sales users were basically unable to use that tool due to performance issues. With BigMachines being a cloud app, it is now available to our world-wide sales organization with similar performance for all. Our configurations are very complex and we were having issues with getting valid configurations from Sales to Manufacturing. With the implementation of BigMachines, we are now able to set precise rules leading to the generation of accurate configurations. Our previous configurator did not provide locked-down controls over cost, pricing and product code generation. BigMachines has allowed us to build a CPQ tool with the controls required to meet Sarbannes-Oxley compliance.,We previously struggled with the generation of upgrade quotes. BigMachines has allowed us to greatly simplify this process by using quotes previously created in BigMachines, and comparing them to full configuration upgrade quotes to provide a quote of the differences. With the integration between BigMachines and Salesforce.com, we are now able to get more sales and forecasting data into the hands of the analysts within our company, and in reports and dashboards that they are already familiar with. We are now able to do some calculations within the configurator for estimated system performance and bandwidth to provide real-time feedback to our sales staff. In the past, this would have required additional communication from our product or benchmarking teams, resulting in a delay in generating quotes.,We have plans to implement our service renewals as a configurable product within BigMachines. We have plans to integrate BigMachines with our Agile/JDE ERP systems to eliminate manual processes.,10,Vendor implemented Professional services company,Yes,Change management was a major issue with the implementation,We spent 6 months implementing pricing alone. This was due to internal problems coming to an agreement on how to implement pricing, though, versus any issue with BigMachines or the implementation team. It is highly recommended to get this figured out prior to the start of implementation. Our product was developing/maturing at the same time we were implementing, which meant a ton of rule changes were needed from how the rules had been captured by the implementation team. Lack of active executive sponsorship to push for user adoption.,10,7A Powerful tool, but not for everyoneThe ability to configure complex packages and bundles with highly advanced configuration rules. The document engine is a powerful tool that gives great control on what the finished quote will look like Most recently, the Admin screen is very user-friendly and easy for a new user to pick it up and use,Advanced coding for some areas in config and pricing engine are written in BML. This Java-like code may be a bit tricky for someone trying to write very advanced configuration rules or advanced pricing. The flagship system needs to have an easier way to enter in pricing. In the BMX version, pricing is handled through multiple matricies, but in the flagship it is compiled into one ugly rule. Customization. Other software comes with tools to help customize the "look and feel" quickly. To get a re-vamped look on the flagship product, you'll need a CSS expert.,5,Increased Sales Rep efficiency. Being able to create multiple quotes ACCURATELY and quickly was a game changer. Large implementation time. It's a little difficult to fit BMI into a SCRUM style build, with multiple working models and prototypes of all 3 simultaneously. A larger fee for licensing and implementation cost. ROI wouldn't be realized in the first year.,6Time Saver, but not without problemsWe use BigMachines in the quoting of all sales and renewal pricing for our company, as well as to generate our contracts and order documents that we send to customers. It is used primarily by the sales team, with use by the renewals team as well. Our finance and legal departments have it as a guideline to ensure that pricing is quoted correctly and that contracts are uniform across all deals that we close. It solves the problem of standardizing our pricing and contract process. Makes quoting customers fairly quick and easy.,BigMachines is great for quickly putting together quotes and contracts for customers, making the process less time consuming than it would be otherwise. The system integrates with Salesforce, allowing for integrated asset management. Can automatically apply discounts.,Sometimes when BigMachines is required to prorate pricing, it does not seem to do it correctly and there can be a number of glitches. BigMachines and Intacct round to different decimal points. Our company integrated BigMachines, Salesforce, and Intacct, and this causes slight variations when we invoice off an opportunity that has a BigMachines quote, as the three systems will have slightly different numbers. The system seems overall very buggy. Our organization has faced different issues that have stemmed from BigMachines not doing certain things correctly, such as populating contract end dates on new assets.,2,Faster quoting process for customers. After we were able to get our renewal contracts into BigMachines, the time it takes to quote customers decreased dramatically. Data integrity issues have stemmed from BigMachines updating assets in Salesforce incorrectly, which has led to time consuming cleanup projects for our employees. Uniform price quoting and contracts across the company.,,2,5BMX to drive your quoting processWe use the Express version which for a smaller product catalog without a complex pricing model is a great solution. This product is much cheaper and much easier to implement than the Enterprise version of BigMachines, but for the right situation is a great value. This works right inside Salesforce and works like it is part of Salesforce. If you and your team is comfortable with Salesforce then this product just feels like another Salesforce application.,Just like with Salesforce without going outside the existing product you have some limits in formatting the product. The HTML editor for laying out your proposal templates is very basic. You really need to do the design work outside of BigMachines and then import the template into Salesforce. We used just use a free online WYSIWYG editor but for what we have seen you can use pretty much any HTML editor. It really depends on your level of sophistication and what you are comfortable using This one is being corrected with the latest release, but when we did our implementation the lack of a true formula field made some things tricky.,Getting a proposal has gotten much quicker and easier to complete. Since the proposals are done inside Salesforce we now always have a copy of the proposal in Salesforce instead of having to follow up with the reps to make sure they remember to attach a copy. We are able to use this tool to help follow our goal of getting a consistent look to everything we do. Before the reps used Excel and Word and could do whatever they wanted so their was no company-wide consistency.,9,10,Implemented in-house,No,Change management was a small part of the implementation and was well-handled,We pushed to get a roll out done based on a date set early in the process before we had even finalized the purchase of Big Machines. It was not based on taking a real look at what the requirements of the implementation were and making a plan based on those requirements. The Big Machines team bent over backwards to help us meet our goal and we came very close even though we did in about a 1/3 of the time that they recommended. I was a brand new employee at Extension Healthcare when the implementation started and the main implementer on the customer side of this project. I was trying to learn Big Machines and get used to working in a new SalesForce implementation at the same time. Also the first week of our Big Machines roll out I was at Dreamforce so not very available to our sales staff. As I pointed out we made almost every possible mistake you could make as the customer of a software product who is trying to do an implementation. I stress that it was all our poor planning not Big Machines suggesting we do things this way. Even with all those issues we got the product rolled out and our reps are using it thanks to a lot of help from Big Machines and the fact that Big Machines Express is really not that hard to roll out.,8BigMachines Express - A Force.com native CPQ Solution for budget-conscious businessesBigMachines is being used primarily by the Field Sales department and Inside Sales team to create quotes quickly and efficiently.,The administration of the product is quite easy and straightforward. You can quickly setup products and configuration formulas. It's a simple process, but you can make it advanced via the powerful administration tools. BigMachines Express is a Force.com native application built directly into Salesforce, creating a seamless experience for users. The Quoting module can help you create really professional-looking quotes and proposals.,The software could use a more robust approval workflow system. Currently it interfaces with the Sales Price field within Salesforce which can make setting discount levels outside of the tool difficult due to Sales Price being your new List Price. Needs more grouping/nesting options in the Quoting module. Would be nice to be able to clone Configuration Rules as they can get quite complex.,10,Increased quoting efficiency over our old home-grown quoting tool. With our old tool it could take an Account Executive 30 minutes to 2 hours to create a quote due to being so slow and buggy. Customers have more confidence with a company whose quotes look more professional. Quoting errors are reduced significantly. Approval workflow allows for pricing control by the upper levels of management.,,10Hard to steer, but once on autopilot, then its greatWe needed a strong CPQ engine to do our quoting processes. After reviewing most of the ones that were out there, nothing compared to Big Machines. It was initially implemented as a stand alone platform then integrated with Salesforce.,Strong Configure Price Quote(CPQ) engine Flexible enough to handle any business processes you may have Integrates seemlessly with Salesforce to make it a much better experience with the sales users Can be used as a shopping cart engine as well,Too complex at times Some API calls don't seem to work the same way as the UI calls The document engine is pretty slow Sometimes you need to do a lot of coding to acheive a small functionality Approval process is not mobile friendly,8,Easier for customers to review and approve quotes with the reps which resulted into faster conversion of orders Seamless integration with Salesforce so the reps don't have to jump through multiple screens Simple for users to understand and use,8Best CPQ Platform that integrates with SalesforceBigmachines was used to launch our retail sales initiative. To build and manage quotes from internal sales and channel partners.,Salesforce Integration Pricing, Managing part numbers Data tables.,Dynamic pick lists Document engine User interface was difficult to make changes to,8,Positive impact: Data was copied back to Salesforce.,,1BigMachines is a BigDeal!BigMachines makes it easy for business people or beginning developers to help configure they're own product. BigMachines has a great configuration element. It can handle some very complex configurations, and often handles add-ons like calls to webservices pretty well. BigMachines (the company) usually does a great job of helping the customer when they get stuck on an issue. In my experience, when we open a case, someone responds fairly quickly.,DocEngine needs some serious help. It's buggy, not user friendly, and in general not very consistent. The DocX output type is especially challenging to work with. The Help section of BigMachines has been downright neglected it seems. The articles are very basic, and as a developer it can be very frustrating not to be able to find the answers you are looking for with more specific and advanced questions.,N/A,10,9BigMachines, a maintenance nightmare!It handled heavy calculations very well, i.e. fast. It is possible to add any business logic to the system.,Support and documentation are very poor. The support is bordering on unprofessional. The documentation on how to configure the system is minimal, and Googling information, returns no hits. So the cost of maintenance is high. It is very hard to maintain your implementation, and deployment of changes is non-trivial. So the cost of maintenance is high. The document engine (the rich text editor part) is so poor we turned back to the xsl markup language to deploy changes faster and have more control. The engine automagically removed variables. So the cost of maintenance is high. The user interface make it very hard and time consuming for users to produce quotes.,Decreased the business value the IT department can deliver to salespeople and administrators using the company's sales software. It made it possible to create quotes with a quite complex price model.,6,1,Yes,2,Yes,One of their guys fixed a couple of issues for us, fast, with quality and explained them to us. Very impressive.,Validation rules Adding users,Layout changes Deploying Debugging Finding all business logic,3Good product for Sarbox compliance, but requires time and effort.I don’t see any other alternatives, that are based on Salesforce.com and that would support our complexity - complex order outputs, sophisticated configuration engine for complex business rules Sarbox compliance - our business rules are very complex and Sarbox makes it much more complicated as you need to track everything. It is configurable – just requires time from a system analyst,I know it can work, but it takes a lot of time, effort and money We used to use their virtual administrator service, but experienced a lot of turnover and varying skill levels. We felt we were better off having someone in-house. It does however help to have expertise available from Big Machines. The VA service provides technical depth on their end. They have suffered from a lot of growth – both in turnover and burnout of people,Rep self-service (without - for simple orders, they are now done independently by This means that reps can close deals faster. Streamlined Sarbox compliance - we now have a system to capture approvals in an automated, secure way and sales reps don’t need to worry about whether an approval needs to be The system tells them and it emails the approver This means we avoid audit failures. Some cost savings in human data entry time, to synchronize successful orders from Big Machines into Salesforce.Each one of those entries could have taken 45 A ball park saving is at least 0.5 FTE.,7,6,100,0.5,Proposal and order form creation Manage product catalog and pricing The primary reason we bought the application was supporting the two key processes above, but the application got hijacked for SARBOX purposes and promotions that we were not prepared for. We haven’t implemented it correctly yet but don’t believe the software is the barrier.,,,Vendor implemented Implemented in-house,5,In-person training,8,No,8,6,Salesforce.com Echosign,,We put in SLAs around down time and downtime at EOQ. We negotiated for this especially.Requires dedicated admin. UI is poor.For flexibility and a complex offer/contract, I would absolutely recommend the tool with the caveat that this needs to have dedicated admin with a more technical leaning depending upon the volume of changes needed in pricing, contract or For complex offers/contracts, I would give it an 8 or 9 In the last year BMI has made major improvements in usability and the roadmap continues to reflect their commitment to If it continues as is, by early 2013, I would give 8 or 9 regardless of configuration or offer type, again due to the flexibility and with new improvements, much easier to use. It supports all processes we bought it for plus some we don’t use with the exception of publishing a price list.,For simpler offers, I would give it a 6 or 7 only due to it being designed by an engineer with no usability training whatsoever.,There were no quantifiable metrics defined other than 80% of orders going through system and over 90% are however there is still a higher touch from Legal than where we should be. However, with the complexity explosion we have had in the last 2 or so years, there are some deal types with such complex invoicing, that these orders cannot be done without BMI, even for Legal team.,9,7,100,1,Pricing, both tiered and single level Product/service configuration Commerce calculations such as subtotals, invoicing and discounting Workflow approvals that have proved invaluable for our Sarbanes-Oxley audits,,Vendor implemented Professional services company,7,In-person training,8,No,10,7,9,8,Salesforce.com,Yearly payments, payment for professional services after services performed, 48 months with 12 month auto renewal.Effective CPQ engine, but output DocEngine is unstable.Ability to incorporate business logic within the configurator, i.e. if you buy “x” product, must also include “y” product Ability to trigger approvals based on business rules i.e. sales manager approval needed if discount exceeds 20%. Ability to trigger approvals based revenue recognition rules i.e. finance approval needed if one module discounted more than the others, finance approval needed in previous contract within 6 months, etc. Allowed us to have line-item pricing history.,The feature that distinguishes BigMachines from its competition is also the feature that needs the most improvement- DocEngine. DocEngine is the tool that creates RTF or PDF documents based on the results of configuration and discounting/approvals. Most competitors do not have an output option, only configuration. It is supposed to be dynamic, but is very unstable and the output can break. We still have to run contracts through legal to ensure that the system has not caused any errors. Part of the issue is stability, and part is administration UI. Earlier versions required system administrators to understand a code called “BQL”. It was a system designed by engineers with little thought about non-technical system administrators. The latest releases of the product show much more investment and improvement in this area as they move towards clicks not code configuration. Custom pricing/invoicing is difficult, mostly because it’s hard to build logic around “custom” in the system.,Better audit trail for maintaining Estimated Selling Price. Line item visibility on pricing/discounts. Faster time to create order and contract.,8,8,75,2,Product configuration Quoting Contracts,,,Vendor implemented Professional services company,5,In-person training,,To support our business processes,No,,8,8,Salesforce.com Echosign,,Negotiated an “out” based on proof of concept. Once implementation was complete we had the right to end contract if tool didn’t meet needs.
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Oracle CPQ Cloud (BigMachines)
111 Ratings
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Oracle CPQ Cloud Reviews

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Oracle CPQ Cloud
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Score 8 out of 10
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Part of my role in procurement was to analyze orders taken by our sales reps and project these figures into our annual budget as well as examine areas of potential growth. My role within CPQ Cloud was to access this data and communicate the findings with our executives. It allows for simple access and accurate reporting for taking orders and generating quotes.
  • Orders have always been accurate and we've never yet had an issue processing one
  • Pricing configuration allows for complex tiers within an organization's portfolio and so there are multiple options depending on your situation
  • Report building is simple and intuitive
  • Although reporting is intuitive, it could use a more robust reporting look and feel especially when it comes to graphical displays
  • Mobile view and approvals can be a bit wonky sometimes and need to be refreshed
I think CPQ had worked so well for our company because of the widespread nature of our associates and tracking orders that were being placed in multiple time zones. My team specifically needed a way of analyzing these orders to track our progress in real time and sort out any supply orders before they became an issue. If you are in a centralized location with a smaller team then this may not yield much use to you.
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Jason Parpart profile photo
Score 9 out of 10
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Oracle CPQ Cloud is our defacto system for generating customer quotes. Currently, our new equipment sales, aftermarket sales, and customer service groups are the primary users of CPQ, with the output from the system feeding Engineering and Order Entry. CPQ addresses a number of past issues, including reduced time from inquiry to quote, full visibility of the sales pipeline, reduction of errors, unified quote style and layout, and consistent pricing.
  • Incredibly powerful configuration rules engine
  • Offers flexibility to achieve almost any business need
  • Very well supported - Oracle is clearly investing in development of CPQ Cloud as updates to the system are regular and significant
  • Document generation systems need some work - Old Document Engine is very powerful, but not user friendly. Newer Document Designer is very user friendly, but lacks a number of features available in Document Engine.
  • CPQ Cloud has gone through some growing pains as part of BigMachines being acquired by Oracle. Many people on the sales side of Oracle still aren't very aware of CPQ, and don't understand how it fits in the big picture.
  • CPQ Cloud is in serious need of a UI update, but that is in the works for upcoming releases.
I believe Oracle CPQ Cloud would be a useful tool for any company that quotes and sells a product or service. The flexibility and power of the system are such that it can handle any magnitude of users, quote size, or business rule complexity. Unless the business is very straightforward and quote generation and business rules are very simple, CPQ Cloud would likely be a good fit.
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Gary Sheppard profile photo
Score 9 out of 10
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We use Oracle CPQ Cloud to direct our sales people to the correct configurations of hardware solutions that the customers need. The system is used by nearly all sales branches and is being rolled out globally as well. The standardized pricing and quote output provide value to our customers and the data collection and reporting capabilities help our management stay up to date with sales and customer relations. Customer relations are being additionally improved by the integration of Oracle's CRM through a separate contract purchase of that software.
  • Directed sales is done very well by this software but you need dedicated administrators to create, update and grow the configurations.
  • Quote calculation and presentation are done well also.
  • The freedom provided by the administration back end can make the logic to become too complex and conflict, so the administrators need the power in the organization to draw the line on user requests.
  • Oracle has put a lot of effort into improving the document engine (to produce quote documents) but it still has it's headaches and limitations. It can pretty much do what the old engine did after years of development. But they dumbed things down a lot which is frustrating sometimes but will probably be good in the long run.
This is enterprise software that will be good for any large sales team. Startup companies should stay away until they get more established. A business would need to have a very diverse and customizable product line in order to really benefit from the high cost of this good and flexible system.
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Jack Hui profile photo
Score 9 out of 10
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Oracle CPQ is being used to enhance our customer's interaction and flow through our website, and significantly decrease the amount of time it takes us to process quotes and to increase transparency and standardization throughout the sales process. It helps us reduce the amount of time it takes to get through the sales process.
  • Helped us standardize our quotes.
  • Provides transparency.
  • Reduces the time it takes to provide quotes.
  • It still has bugs at times.
  • A lot of training is required to be able to use Oracle CPQ effectively.
Oracle CPQ is very well suited for mid to large companies who want to reduce the length of their sales cycle and time to quote. Additionally, we have used it with great success to help conversion on our website and improve the flow overall. This is a product with many different functions and capabilities, and we aren't even using it to its full capabilities.
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Paul Shapiro, CPA profile photo
February 02, 2017

Success with CPQ!

Score 10 out of 10
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Oracle CPQ Cloud is being used to provide our channel partners with a front end to configure products, get instant pricing, produce quotation documents, produce product drawings and link to product specification sheets. This information is provided to them in minutes instead of hours making our company easier to do business with. It is being rolled out systematically to our principal customers.
  • The system is very flexible, allowing us to do pretty much whatever we want with the customer experience.
  • Implementation consultants are VERY knowledgeable and picked up the nuances of our business very quickly.
  • Along with the flexibility comes some technical complexity. We are not fully up to speed on the technology needed to make all modifications to our product configurator without consulting assistance.
  • Oracle solutions are not cheap, nor are their consulting resources. We got what we paid for however.
The system is well suited for product configuration. Our pricing is not customer specific and accomplishing that, though possible, will be complicated.
Read Paul Shapiro, CPA's full review
Craig Jacquez profile photo
Score 10 out of 10
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We use the B2B module from our server using SOAP transactions with our ERP system.
  • Documentation was pretty straight forward and useful.
  • Their server performance was good.
  • Their GUI interface was easy to use.
  • The use of CDATA in the XML isn't something to get excited about.
The BigMachines SOAP interface works as advertised and has proved to be quite reliable.
Read Craig Jacquez's full review
Stephen Crane profile photo
Score 7 out of 10
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At our company, BigMachines is used as the primary Sales quoting and contracting software. It is primarily used by the Sales organization (both internal Sales and District Sales Managers) to build out quotes and generate contracts and addendums for new and existing business. Sales Operations is the owner and is the admin of the software, along with IT, who facilitate the use of user licenses. The software is also used by the Product organization and is a key component in the Go-To-Market process by making new pricing generally available for sale. Business analysts work directly with IT developers to design user requirements when building out new quote products. The software helps to automate the contracting and approval process, making sure that specific quote products go through the correct discount approval channels. There is tie in with Salesforce as well, which has allowed us to generate Opportunities with Products reports and report on sales activities and KPIs for specific products.
  • Automation of discount approvals and protection of margin- This is probably one of the most widely-discussed features. Our ability to set maximum allowable discount thresholds is imperative, especially when there are hard costs like vendor or partner royalties associated with each quote product. You can really lock product discounts down at the line item level (though presents slight frustrations as well).
  • Configurable and customize-able - The code base is configurable and has allowed our in-house developer to develop some fully custom discount approval workflows. It can also be customized to program in maximum and minimum allowable values and graphical control elements like pop up menus, help text, list boxes, text fields, and other software components.
  • Ability to implement business rules based on business requirements (i.e. publicly traded company, Sarbanes Oxley) is a plus.
  • The software is great for implementing simple if/then logic (if X product is selected then Y product should also print on the agreement). Specific trigger rules can be written and implemented based on if/then criteria in order to meet business rules and scenarios. You can write as many quote requirements as you need.
  • Integration with Salesforce
  • One of the biggest challenges we've experience with the software is the lack of flexibility in deploying snippets of code changes to production. Unlike making changes in our Salesforce test environment, when deploying BM to a production environment our IT developer has to migrate a fully tested code-complete snapshot of sandbox to our production environment all at once. This presents challenges for IT when managing multiple projects from different areas of the business, specifically general sales availability expectations. In order to meet business deadlines, sprint cycles are managed against a floating deployment schedule to ensure that code for all projects are deployed at once.
  • While the software is customize-able, deploying more complex changes takes much time and effort. Dedicated programmers and business systems analysts are needed to define the business rules, document the programmed changes, and deploy the software to production. It takes time to learn and and train on the logic behind the scenes. User training is definitely required for more complex configurations. There is no automated wizard to walk-through test configurations (this would be a nice-to-have).
  • In a fast paced agile environment, the software is a little slow in how it integrates into business process, approvals, and Go-To-Market strategy.... at least in our business.
  • Navigation between configuration pages is a little cumbersome.
  • The software UI has been modified A LOT to make the user experience easier for the Sales teams. A lot of credit goes to the programmer but overall the software UI is still static and at times inflexible when compared to other new drag and drop/cloud-based wizard models.
  • Would be nice if there were integration with our billing system (this is a nice to have!) Product Catalog (SKU) management becomes very manual and all the more important when there is lack of integration with the billing system. We have to coordinate efforts with Billing, Sales, and IT to make sure that the product catalog stays clean and up-to-date.
  • While the ability to lock down discount allowables is a plus, this can also stall deals if allowables HAVE to be exceeded to win business (more of a process/culture change I know). Ad-hoc Emergency fixes can be deployed but you have to weigh the benefits against these "whirl-wind" resource costs.
If you're looking for a robust solution that is highly customize-able and configurable, BigMachines is definitely worth exploring. I wouldn't say that the software itself is slick, but rather, its configurable nature allows a talented programmer to implement some pretty slick solutions. The things our developer has been able to do with soft and hard floor discount approval rules is pretty cool. However, dedicated analysts are needed to help with documentation and user training because the software doesn't have a wizard interface. Also be sure to understand how internal business processes (like sales approvals, IT sprint cycles, and SarBox requirements) are impacted due to the strict bulk code sandbox-to-production migration requirements. A complete snapshot of the test environment has to be deployed all at once; this is a limiting factor in our fast pace agile environment (though we've adapted) where speed to market is imperative. Just make sure you can re-write processes if needed, dedicate time and resources to train users and document business rules. Also, make sure the business has a clear operational strategy when it comes to Product Catalog (SKU) management. This process may become very manual due to lack of billing system integration capabilities (based on what I've seen). End-of Sales efforts may have to be coordinated with Billing, Sales, and IT departments to during the SKU removal or clean-up process.
Read Stephen Crane's full review
Dave Merullo profile photo
Score 9 out of 10
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Verified User
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  • As with most CRM solutions, BigMachines CPQ engine provides best value when the toolset is optimized to align with the needs of the business. While this is an obvious statement, I've found that achieving alignment is sometimes the biggest challenge. But if the implementation is done right, BigMachines can dramatically transform the sales cycle and drive revenue to new levels. In short, the toolset is powerful and flexible but success hinges on collaboration between the team using it and the team developing/supporting it.
  • As a developer/admin, I've been able to deliver functionality within BigMachines that automates complex business logic, ensures accuracy of materials on a quote, includes quick and easy discounting with appropriate approval checking and renders to a variety of PDF proposals. Users have reported reductions in quote preparation time from hours to minutes.
  • Beyond the out-of-the-box features that simply get turned on/off, BML coding of utility functions and Rule administration allow creative and challenging solutions. For example, we were able to allow users to quote support/maintenance for variable terms across multiple products with existing or expired agreements with 100% accuracy. By writing a function that calculates a prorated price based on unit price and end date we were able to plug prorated pricing into any item being quoted. Prior to using BigMachines this was a big challenge which cost salesreps time and resulted in delays due to inaccuracy.
  • There are areas within the tool that are very difficult to troubleshoot and require assistance from BigMachines support. As a developer, this can be frustrating and limiting. For example, when the results of a configuration are added to an existing quote the data passes from "configuration" to "commerce" through what seems like an invisible portal. Improvement in visibility to this process would be of great value.
  • From an admin's perspective, a "developer mode" that shows whats going on under the hood while in commerce or config is needed.
  • The document engine is tough to work with, but BigMachines is commited to rolling out improvements. The latest update is that a complete refresh is on the way.
In my experience, having at least one resource in-house that knows how to develop and support BMI makes a huge difference. Leveraging the BOA process to analyze and document business processes is also of great value not only at the beginning of the implementation but periodically as well. Understand that familiarity from the users will promote ideas for improvement that simply cannot be identified in the blueprinting phase. Plan for continuous improvement and agile development.
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Jim Kiltie profile photo
Score 9 out of 10
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  • With most software you either customize the software to fit your process, or you customize your process to fit the software. BigMachines provides customization of its configuration and commerce rules, allowing companies the flexibility to fit to their processes, without requiring customization of the base code. This is not to say that BigMachines is perfect, but compared to the other products out there, BigMachines is far and above their competitors.
  • BigMachines listens to their user community's suggestions for feature requests. Their users also have the ability to vote on other people's suggestions. With 4 releases per year, BigMachines is always moving forward with adding features their users want.
  • The customer support structure at BigMachines is the most responsive I have ever worked with. Support is a very high priority for them, as is evidenced in their ramp up and training of support personnel. More companies should model their customer support after BigMachines!
  • The biggest problem I hear most about BigMachines is how difficult or complex it is to program pricing. I feel it is unfair to lay the blame for this on BigMachines, as each company has their own methods or algorithms for calculating sales price. But, to BigMachines' credit, they are always looking for new ways to make this easier for their customers, as was evidence in the release of the Pricing Rules and Formula Manager functionality. This functionality takes a lot of programming out of pricing and puts it in a format easy enough for non-programmers to work with.
  • My biggest complaint about the product is bulk migration. BigMachines keeps moving in the right direction toward granular or package development, but the way the product works now I must have all of my development completed before I can migrate from my test to my production environment. This forces me to make "live" changes in production for emergency fixes. BigMachines continually adds functionality to their roadmap to enhance this functionality.
If you want a successful implementation of BigMachines you will need:
  • Executive sponsorship that is actively involved in the the implementation and will help drive user adoption
  • Well documented configuration and pricing rules
  • An implementation team that understands your company's sales, finance, manufacturing and procurement processes
  • Knowledgeable consultants to implement BigMachines using best practices
  • For larger companies, trained system administrators to support and maintain your BigMachines environment (BigMachines offers Yellow and Blue Belt training...I highly recommend both!). For reference, support for our 90 users is split about 75-25% between myself and a consultant.
  • For sustainability, an engaged Sales Operations team who stays current with configuration rule changes and additions and can interface between the product teams and your BigMachines system administrator
Read Jim Kiltie's full review
Josh Saylor profile photo
Score 5 out of 10
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  • The ability to configure complex packages and bundles with highly advanced configuration rules.
  • The document engine is a powerful tool that gives great control on what the finished quote will look like
  • Most recently, the Admin screen is very user-friendly and easy for a new user to pick it up and use
  • Advanced coding for some areas in config and pricing engine are written in BML. This Java-like code may be a bit tricky for someone trying to write very advanced configuration rules or advanced pricing.
  • The flagship system needs to have an easier way to enter in pricing. In the BMX version, pricing is handled through multiple matricies, but in the flagship it is compiled into one ugly rule.
  • Customization. Other software comes with tools to help customize the "look and feel" quickly. To get a re-vamped look on the flagship product, you'll need a CSS expert.
If the customer is looking for a very advanced solution around configuration, I would recommend BigMachines. If the customer is looking for something that is easier to maintain and use their in-house resources I would probably go with another product. BigMachines is a powerful tool, just in more specific use cases than what I usually see.
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Nikki Flannigan profile photo
Score 2 out of 10
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We use BigMachines in the quoting of all sales and renewal pricing for our company, as well as to generate our contracts and order documents that we send to customers. It is used primarily by the sales team, with use by the renewals team as well. Our finance and legal departments have it as a guideline to ensure that pricing is quoted correctly and that contracts are uniform across all deals that we close. It solves the problem of standardizing our pricing and contract process. Makes quoting customers fairly quick and easy.
  • BigMachines is great for quickly putting together quotes and contracts for customers, making the process less time consuming than it would be otherwise.
  • The system integrates with Salesforce, allowing for integrated asset management.
  • Can automatically apply discounts.
  • Sometimes when BigMachines is required to prorate pricing, it does not seem to do it correctly and there can be a number of glitches.
  • BigMachines and Intacct round to different decimal points. Our company integrated BigMachines, Salesforce, and Intacct, and this causes slight variations when we invoice off an opportunity that has a BigMachines quote, as the three systems will have slightly different numbers.
  • The system seems overall very buggy. Our organization has faced different issues that have stemmed from BigMachines not doing certain things correctly, such as populating contract end dates on new assets.
I have used BigMachines for over three years and at two different companies. It is not a product that I particularly like from a renewals perspective, but it seems to work much better for our sales staff and they seem to have a more positive appreciation for it. I think it is great that it integrates contract documents with the pricing, which not only makes things quick, but keeps contracts uniform. Most people at our company do not find it to be particularly intuitive to learn, and I would be interested in looking for something that was more user friendly and had less bugs.
Read Nikki Flannigan's full review
Steven Steier profile photo
Score 10 out of 10
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  • We use the Express version which for a smaller product catalog without a complex pricing model is a great solution.
  • This product is much cheaper and much easier to implement than the Enterprise version of BigMachines, but for the right situation is a great value.
  • This works right inside Salesforce and works like it is part of Salesforce. If you and your team is comfortable with Salesforce then this product just feels like another Salesforce application.
  • Just like with Salesforce without going outside the existing product you have some limits in formatting the product.
  • The HTML editor for laying out your proposal templates is very basic. You really need to do the design work outside of BigMachines and then import the template into Salesforce.
  • We used just use a free online WYSIWYG editor but for what we have seen you can use pretty much any HTML editor. It really depends on your level of sophistication and what you are comfortable using
  • This one is being corrected with the latest release, but when we did our implementation the lack of a true formula field made some things tricky.
We love the product and for anyone with a smaller product line I would strongly recommend the product. If you have a complex pricing model or a large catalog you would need to look at some of the more complete Big Machine editions but Express is a great fit and price for a company with simpler needs
Read Steven Steier's full review
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Score 10 out of 10
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Verified User
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BigMachines is being used primarily by the Field Sales department and Inside Sales team to create quotes quickly and efficiently.
  • The administration of the product is quite easy and straightforward. You can quickly setup products and configuration formulas. It's a simple process, but you can make it advanced via the powerful administration tools.
  • BigMachines Express is a Force.com native application built directly into Salesforce, creating a seamless experience for users.
  • The Quoting module can help you create really professional-looking quotes and proposals.
  • The software could use a more robust approval workflow system. Currently it interfaces with the Sales Price field within Salesforce which can make setting discount levels outside of the tool difficult due to Sales Price being your new List Price.
  • Needs more grouping/nesting options in the Quoting module.
  • Would be nice to be able to clone Configuration Rules as they can get quite complex.
BigMachines Express is a great tool for smaller businesses that may not have a huge budget. The pricing is very reasonable for what you get, and their staff is willing to work with you on pricing to make the solution viable.
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Score 8 out of 10
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Verified User
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We needed a strong CPQ engine to do our quoting processes. After reviewing most of the ones that were out there, nothing compared to Big Machines. It was initially implemented as a stand alone platform then integrated with Salesforce.
  • Strong Configure Price Quote(CPQ) engine
  • Flexible enough to handle any business processes you may have
  • Integrates seemlessly with Salesforce to make it a much better experience with the sales users
  • Can be used as a shopping cart engine as well
  • Too complex at times
  • Some API calls don't seem to work the same way as the UI calls
  • The document engine is pretty slow
  • Sometimes you need to do a lot of coding to acheive a small functionality
  • Approval process is not mobile friendly
It's great for small businesses that do not go through a lot of customization often or for big companies that have inhouse expertise to handle the changes that would need to be made. Once it's implemented it is kind of hard to modify unless you have a professional service agreement with them to handle the change requirements.
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Score 8 out of 10
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Bigmachines was used to launch our retail sales initiative. To build and manage quotes from internal sales and channel partners.
  • Salesforce Integration
  • Pricing, Managing part numbers
  • Data tables.
  • Dynamic pick lists
  • Document engine
  • User interface was difficult to make changes to
Integration with custom built apps and APIs is a critical question IMO.
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November 08, 2013

BigMachines is a BigDeal!

Score 9 out of 10
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  • BigMachines makes it easy for business people or beginning developers to help configure they're own product.
  • BigMachines has a great configuration element. It can handle some very complex configurations, and often handles add-ons like calls to webservices pretty well.
  • BigMachines (the company) usually does a great job of helping the customer when they get stuck on an issue. In my experience, when we open a case, someone responds fairly quickly.
  • DocEngine needs some serious help. It's buggy, not user friendly, and in general not very consistent. The DocX output type is especially challenging to work with.
  • The Help section of BigMachines has been downright neglected it seems. The articles are very basic, and as a developer it can be very frustrating not to be able to find the answers you are looking for with more specific and advanced questions.
I think as a consultant who mostly helps configure the product for the customer, this question is a little difficult because I don't often get to see the product being used.
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Score 1 out of 10
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  • It handled heavy calculations very well, i.e. fast.
  • It is possible to add any business logic to the system.
  • Support and documentation are very poor. The support is bordering on unprofessional. The documentation on how to configure the system is minimal, and Googling information, returns no hits. So the cost of maintenance is high.
  • It is very hard to maintain your implementation, and deployment of changes is non-trivial. So the cost of maintenance is high.
  • The document engine (the rich text editor part) is so poor we turned back to the xsl markup language to deploy changes faster and have more control. The engine automagically removed variables. So the cost of maintenance is high.
  • The user interface make it very hard and time consuming for users to produce quotes.
I was using BigMachines with Salesforce and I would strongly suggest skipping CPQ and customizing Salesforce instead. If that is not sufficient, if your product catalog is large and you add a large amount of different products per opportunity, I would suggest scanning the market for other options.
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Score 6 out of 10
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  • I don’t see any other alternatives, that are based on Salesforce.com and that would support our complexity - complex order outputs, sophisticated configuration engine for complex business rules
  • Sarbox compliance - our business rules are very complex and Sarbox makes it much more complicated as you need to track everything.
  • It is configurable – just requires time from a system analyst
  • I know it can work, but it takes a lot of time, effort and money
  • We used to use their virtual administrator service, but experienced a lot of turnover and varying skill levels. We felt we were better off having someone in-house. It does however help to have expertise available from Big Machines. The VA service provides technical depth on their end.
  • They have suffered from a lot of growth – both in turnover and burnout of people
In hindsight, it would have been better to re-engineer/simplify our business processes and pricing structure as a precursor to buying software.

We were surprised by the hidden cost of ownership – due to staff time.

You can turn configurator into client or partner view, though we don’t use those attributes.
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Score 7 out of 10
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  • For flexibility and a complex offer/contract, I would absolutely recommend the tool with the caveat that this needs to have dedicated admin with a more technical leaning depending upon the volume of changes needed in pricing, contract or For complex offers/contracts, I would give it an 8 or 9
  • In the last year BMI has made major improvements in usability and the roadmap continues to reflect their commitment to If it continues as is, by early 2013, I would give 8 or 9 regardless of configuration or offer type, again due to the flexibility and with new improvements, much easier to use.
  • It supports all processes we bought it for plus some we don’t use with the exception of publishing a price list.
  • For simpler offers, I would give it a 6 or 7 only due to it being designed by an engineer with no usability training whatsoever.
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Score 8 out of 10
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  • Ability to incorporate business logic within the configurator, i.e. if you buy “x” product, must also include “y” product
  • Ability to trigger approvals based on business rules i.e. sales manager approval needed if discount exceeds 20%.
  • Ability to trigger approvals based revenue recognition rules i.e. finance approval needed if one module discounted more than the others, finance approval needed in previous contract within 6 months, etc.
  • Allowed us to have line-item pricing history.
  • The feature that distinguishes BigMachines from its competition is also the feature that needs the most improvement- DocEngine. DocEngine is the tool that creates RTF or PDF documents based on the results of configuration and discounting/approvals. Most competitors do not have an output option, only configuration. It is supposed to be dynamic, but is very unstable and the output can break. We still have to run contracts through legal to ensure that the system has not caused any errors. Part of the issue is stability, and part is administration UI.
  • Earlier versions required system administrators to understand a code called “BQL”. It was a system designed by engineers with little thought about non-technical system administrators. The latest releases of the product show much more investment and improvement in this area as they move towards clicks not code configuration.
  • Custom pricing/invoicing is difficult, mostly because it’s hard to build logic around “custom” in the system.
BMI may be the “Cadillac” of CPQ systems. Make sure your org will get ROI.

BMI can also integrate with other CRM systems such as Oracle, SAP, Microsoft, etc.

Consider having at least 3 environments. Production, Development, Testing/QA

Don’t underestimate the end-user support needed. And QA required.
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Feature Scorecard Summary

Quote sharing/sending (18)
7.9
Product configuration (18)
8.0
Configuration options (18)
8.1
Pricing rules (17)
7.8
Price adjustment (18)
7.5
Purchase history and open contracts (17)
6.2
Guided selling/Sales portal (17)
6.7
CPQ reporting & analytics (18)
5.9
CPQ-CRM integration (16)
7.4
Attachments to quotes (18)
7.7
Order capturing (7)
8.3

About Oracle CPQ Cloud

Big Machines was one of the best-known vendors in the CPQ space, and was acquired by Oracle in 2013 and integrated into their Customer Experience Cloud. Today the product is called Oracle CPQ Cloud, and works as a connector between a company's CRM and ERP systems. It covers product selection and configuration, pricing and quoting, presentations and proposals, orders and fulfillment, and reporting and analysis.

There are three packages available: Standard (searchable product catalog, configurable products, list and customer-specific pricing, discounting, extensible scripting and data structures, output document integration, CRM integration); Enterprise (Standard plus a native reporting module, batch transaction export to populate data warehouse, sales channel module, eCommerce module); or Premium (Enterprise plus a test environment, multi-source document creation, etc.)
Categories:  CPQ

Oracle CPQ Cloud Competitors

Oracle CPQ Cloud Technical Details

Operating Systems: Unspecified
Mobile Application:No