CallidusCloud’s CPQ (formerly Webcom’s Websource CPQ) has long been part of AppExchange, helping to automate and accelerate the quotation and proposal generation process for sales teams and channel partners. CPQ (configure, price, quote) accelerates sales cycles across companies, ranging from those with simple product catalogs and distribution models all the way to complex, multi-channel sales networks.
The real news here is the product’s much tighter security and integration with salesforce.com. Platform vendor salesforce.com has become stricter on what gets endorsed as part of its partner program, as opposed to what just sits in the AppExchange marketplace. Commercially it is also better for CallidusCloud: salesforce.com’s reps can now highlight CallidusCloud (formerly Callidus Software) as a supplier that meets high security standards.
The highlights from the recently held Dreamforce 2012 conference for CallidusCloud’s arsenal of products that target sales employees and help them perform their tasks better were its gamification (points-based rewarding of reps) offering, MySalesGame, and CPQ. This indicates the heightened interest in improving sales productivity—adding capacity (i.e., hiring more reps) is no longer sustainable for many organization. It will be interesting to watch what CallidusCloud decides to do with former Webcom’s workflow management software, ResponsAbility.