Impartner has launched a configure, price, and quote (CPQ) capability within its partner relationship management platform, giving resellers, distributors, and other channel partners a more direct way to build and submit quotes while vendors retain control over pricing, catalogs, and approvals.
Impartner targets manual partner quoting processes
This capability was developed in part because quoting is mostly a manual process for many partner programs. Partners may depend on vendor sales teams to prepare quotes using traditional CPQ systems designed for direct sellers, or may require additional licensing for external users.
The new Impartner CPQ brings the process directly into the partnership workflow, enabling users to access a vendor-controlled product catalog and configure offerings based on their tier and segment.
Users can apply established pricing rules, create and compare versions, and designate a primary proposal to submit for approval within the Impartner platform.
“Quoting should not be the point where a partner opportunity slows down,” said Robert Harris, VP of Product Management, Impartner. “In a direct sales model, sellers have the tools and authority to move an opportunity from one stage to the next. Vendor companies have historically had to bridge the partner quoting gap through manual processes and internal team intervention.”
He added: “We’re changing that dynamic by giving partners a direct path to act while preserving the controls vendors need to run their business. The result is a partnership motion that can move at the speed of the opportunity, not the speed of the process.”
Impartner supports distributor, VAR and reseller models
The solution supports a range of channel business models, including distributor, VAR, and reseller programs, as well as hyperscaler co-sell motions.
It streamlines partner operations while maintaining oversight of catalog access, pricing, and approvals. For partners, it provides a direct path from opportunity to submission without relying on a vendor representative for every transaction.
CPQ integrates with HubSpot, Dynamics, and Salesforce
The Impartner CPQ supports organizations running channel programs on HubSpot or Microsoft Dynamics, operating without a CRM, or using Salesforce without extending CPQ capabilities across large external user populations.
The capability leverages partner segmentation, tiering, and deal registration to create a connected workflow, eliminating the need for separate systems for external users.
Additionally, vendors can define product catalogs, tier-based pricebooks, pricing rules, and approval requirements.
Users, meanwhile, can configure products and bundles, manage configurable attributes, create multiple versions, and submit primary proposals through Impartner’s approval workflow.