Published on February 5, 2026
The Challenges Faced by MSPs in Sales Processes
Managed Service Providers (MSPs) operate in a highly competitive and complex environment. As they strive to deliver superior customer service and operational efficiencies, they often face significant challenges in their sales processes. These challenges include managing advanced service configurations, pricing complexities, and the need for accurate and timely proposals. The traditional methods of handling these tasks can be cumbersome, leading to extended sales cycles and missed opportunities.
Moreover, MSPs must navigate the complexities of integrating various tools and platforms, which can further complicate the sales process. This can result in inconsistent data, errors in quoting, and ultimately, a negative impact on customer satisfaction. To stay ahead of the competition, MSPs need a solution that simplifies these complexities and accelerates their sales processes.
What is ServiceNow CPQ and How It Works
ServiceNow CPQ (Configure, Price, Quote) is a next-generation solution designed to address the unique challenges faced by MSPs. Built on the robust Now Platform, ServiceNow CPQ streamlines the entire sales process by automating and optimising the configuration, pricing, and quoting of services. This powerful tool enables MSPs to manage complex service offerings with ease, ensuring accurate and timely proposals.
ServiceNow CPQ leverages attribute-based rules to manage advanced service configurations and pricing. This eliminates the need for endless bundles, SKUs, or manual workarounds, allowing MSPs to offer tailored solutions that meet their customers' specific needs. Additionally, the platform integrates seamlessly with other essential tools like Salesforce CPQ, eCommerce platforms, and visualisation tools, ensuring a smooth and efficient workflow from sales to fulfillment.
Simplifying Complex Service Offerings with ServiceNow CPQ
One of the most significant benefits of ServiceNow CPQ is its ability to simplify complex service offerings. MSPs often deal with intricate configurations and pricing structures that can be difficult to manage manually. ServiceNow CPQ automates these processes, using attribute-based rules to ensure accuracy and consistency. This not only reduces the risk of errors but also frees up valuable time for sales teams to focus on building relationships and closing deals.
In addition, ServiceNow CPQ provides guided selling capabilities that help sales representatives navigate complex configurations with ease. This ensures that they can offer the best possible solutions to their customers, enhancing the overall customer experience. By simplifying the management of complex service offerings, ServiceNow CPQ enables MSPs to deliver more accurate and timely proposals, ultimately driving higher customer satisfaction and increased sales.
Accelerating Sales Velocity through Guided Selling and Omni-Channel Quoting
ServiceNow CPQ is designed to accelerate sales velocity by providing tools that enable faster, more accurate proposals. Guided selling functionality helps sales teams navigate complex configurations, ensuring that they can quickly and confidently offer the best solutions to their customers. This reduces the time spent on manual tasks and allows sales representatives to focus on closing deals.
Furthermore, ServiceNow CPQ supports omni-channel quoting, enabling MSPs to generate proposals across direct sales, partner channels, and self-service portals. This flexibility ensures that customers can receive accurate quotes through their preferred channels, enhancing the overall customer experience. By streamlining the quoting process and reducing turnaround times, ServiceNow CPQ helps MSPs close deals faster and more efficiently.
Scaling Your MSP Business with Centralised Administration and Seamless Integrations
As MSPs grow, managing multiple tools and platforms can become increasingly challenging. ServiceNow CPQ addresses this issue by providing centralised administration and seamless integrations with essential tools like Salesforce CPQ, eCommerce platforms, and visualisation tools like ThreeKit and kBridge. This reduces operational effort and ensures a smooth and efficient workflow from sales to fulfillment.
Centralised administration allows MSPs to manage their entire sales process from a single platform, reducing the risk of errors and inconsistencies. Seamless integrations ensure that data flows smoothly between systems, providing a complete and accurate view of the sales process. This not only improves efficiency but also supports scalable growth, enabling MSPs to expand their operations without compromising on service quality.
Join the Live Webinar: Learn from Industry Expert Stevie Davey
To further explore the transformative benefits of ServiceNow CPQ for MSPs, we invite you to join our upcoming live webinar. Hosted by Stevie Davey, ServiceNow CPQ EMEA Lead, this webinar will provide in-depth insights and live demonstrations of the platform's capabilities. With over 15 years of experience delivering CPQ solutions across multiple industries, Stevie is passionate about creating seller-centric CPQ experiences that drive faster sales cycles and maximise revenue outcomes.
During the webinar, you will learn how next-gen CPQ supports complex, service-led MSP sales, discover ways to reduce quote turnaround time and improve accuracy, and find out how ServiceNow CPQ connects sales through to fulfillment. Additionally, you will have the opportunity to experience live CPQ demonstrations and participate in an expert Q&A session.
Don't miss this opportunity to gain valuable insights and learn how ServiceNow CPQ can revolutionise your sales processes. Register now to secure your spot and take the first step towards transforming your MSP operations.
Ready to transform your sales process and boost your MSP business?
Join our live webinar on 11 March at 11:00 am, hosted by Stevie Davey, and discover the power of ServiceNow CPQ. Register now to secure your spot and learn how to streamline your sales processes, enhance profitability, and support scalable growth. Don't miss this opportunity to gain valuable insights and take your MSP operations to the next level.