{"id":347479,"date":"2026-08-20T20:32:57","date_gmt":"2026-08-20T20:32:57","guid":{"rendered":"https:\/\/experlogix.com\/?p=347479"},"modified":"2026-08-20T20:32:57","modified_gmt":"2026-08-20T20:32:57","slug":"servitization-cpq","status":"publish","type":"post","link":"https:\/\/experlogix.com\/nl\/servitization-cpq\/","title":{"rendered":"How Servitization Complicates Selling (and How CPQ Helps)"},"content":{"rendered":"\n[et_pb_section fb_built=&#8221;1&#8243; theme_builder_area=&#8221;post_content&#8221; _builder_version=&#8221;4.27.7&#8243; _module_preset=&#8221;default&#8221;][et_pb_row _builder_version=&#8221;4.27.7&#8243; _module_preset=&#8221;default&#8221; theme_builder_area=&#8221;post_content&#8221;][et_pb_column _builder_version=&#8221;4.27.7&#8243; _module_preset=&#8221;default&#8221; type=&#8221;4_4&#8243; theme_builder_area=&#8221;post_content&#8221;][et_pb_code _builder_version=&#8221;4.27.7&#8243; _module_preset=&#8221;default&#8221; 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[et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->\/* =========================<!-- [et_pb_line_break_holder] -->   FIVE COMPLEXITIES<!-- [et_pb_line_break_holder] -->========================= *\/<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__complexity-intro{<!-- [et_pb_line_break_holder] -->  max-width:850px;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__complexities{<!-- [et_pb_line_break_holder] -->  display:grid;<!-- [et_pb_line_break_holder] -->  grid-template-columns:repeat(2,minmax(0,1fr));<!-- [et_pb_line_break_holder] -->  gap:1rem;<!-- [et_pb_line_break_holder] -->  margin-top:1.3rem;<!-- [et_pb_line_break_holder] -->  counter-reset:xpl-complexity;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] 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content:counter(xpl-complexity);<!-- [et_pb_line_break_holder] -->  position:absolute;<!-- [et_pb_line_break_holder] -->  left:1.25rem;<!-- [et_pb_line_break_holder] -->  top:1.25rem;<!-- [et_pb_line_break_holder] -->  width:2.45rem;<!-- [et_pb_line_break_holder] -->  height:2.45rem;<!-- [et_pb_line_break_holder] -->  display:flex;<!-- [et_pb_line_break_holder] -->  align-items:center;<!-- [et_pb_line_break_holder] -->  justify-content:center;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-orange);<!-- [et_pb_line_break_holder] -->  border-radius:50%;<!-- [et_pb_line_break_holder] -->  color:#fff;<!-- [et_pb_line_break_holder] -->  font-size:1rem;<!-- [et_pb_line_break_holder] -->  font-weight:700;<!-- [et_pb_line_break_holder] -->  line-height:1;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__complexity-title{<!-- [et_pb_line_break_holder] -->  display:block;<!-- [et_pb_line_break_holder] -->  margin:0 0 .6rem;<!-- [et_pb_line_break_holder] -->  color:var(--xpl-blue);<!-- [et_pb_line_break_holder] -->  font-size:1.08rem;<!-- [et_pb_line_break_holder] -->  line-height:1.35;<!-- [et_pb_line_break_holder] -->  font-weight:700;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__complexity p:last-child{<!-- [et_pb_line_break_holder] -->  margin-bottom:0;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__response{<!-- [et_pb_line_break_holder] -->  margin-top:1rem;<!-- [et_pb_line_break_holder] -->  padding:.9rem 1rem;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-orange-pale);<!-- [et_pb_line_break_holder] -->  border-left:3px solid var(--xpl-orange);<!-- [et_pb_line_break_holder] -->  border-radius:0 8px 8px 0;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__response p{<!-- [et_pb_line_break_holder] -->  margin:0;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->\/* =========================<!-- [et_pb_line_break_holder] -->   CPQ SOLUTIONS<!-- [et_pb_line_break_holder] -->========================= *\/<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__solution-intro{<!-- [et_pb_line_break_holder] -->  max-width:860px;<!-- [et_pb_line_break_holder] -->  margin-bottom:1.3rem;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__solutions{<!-- [et_pb_line_break_holder] -->  display:grid;<!-- [et_pb_line_break_holder] -->  grid-template-columns:repeat(2,minmax(0,1fr));<!-- [et_pb_line_break_holder] -->  gap:1rem;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__solution{<!-- [et_pb_line_break_holder] -->  position:relative;<!-- [et_pb_line_break_holder] -->  padding:1.35rem;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-soft);<!-- [et_pb_line_break_holder] -->  border:1px solid var(--xpl-line);<!-- [et_pb_line_break_holder] -->  border-radius:12px;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__solution:before{<!-- [et_pb_line_break_holder] -->  content:\"\";<!-- [et_pb_line_break_holder] -->  display:block;<!-- [et_pb_line_break_holder] -->  width:34px;<!-- [et_pb_line_break_holder] -->  height:4px;<!-- [et_pb_line_break_holder] -->  margin:0 0 .9rem;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-orange);<!-- [et_pb_line_break_holder] -->  border-radius:999px;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__solution-label{<!-- [et_pb_line_break_holder] -->  display:block;<!-- [et_pb_line_break_holder] -->  margin:0 0 .55rem;<!-- [et_pb_line_break_holder] -->  color:var(--xpl-blue);<!-- [et_pb_line_break_holder] -->  font-size:1.05rem;<!-- [et_pb_line_break_holder] -->  line-height:1.35;<!-- [et_pb_line_break_holder] -->  font-weight:700;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__solution p{<!-- [et_pb_line_break_holder] -->  margin:0;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->\/* =========================<!-- [et_pb_line_break_holder] -->   WHAT THIS MEANS<!-- [et_pb_line_break_holder] -->========================= *\/<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__outcome{<!-- [et_pb_line_break_holder] -->  display:grid;<!-- [et_pb_line_break_holder] -->  grid-template-columns:minmax(0,1.4fr) minmax(270px,.6fr);<!-- [et_pb_line_break_holder] -->  gap:1.4rem;<!-- [et_pb_line_break_holder] -->  align-items:start;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__outcome-copy{<!-- [et_pb_line_break_holder] -->  min-width:0;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__bottom-line{<!-- [et_pb_line_break_holder] -->  margin-top:1.25rem;<!-- [et_pb_line_break_holder] -->  padding:1.15rem 1.25rem;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-orange-soft);<!-- [et_pb_line_break_holder] -->  border-radius:10px;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__bottom-line p{<!-- [et_pb_line_break_holder] -->  margin:0;<!-- [et_pb_line_break_holder] -->  font-weight:700;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__cta{<!-- [et_pb_line_break_holder] -->  position:sticky;<!-- [et_pb_line_break_holder] -->  top:24px;<!-- [et_pb_line_break_holder] -->  padding:1.45rem;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-blue);<!-- [et_pb_line_break_holder] -->  border-radius:14px;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__cta-label{<!-- [et_pb_line_break_holder] -->  display:block;<!-- [et_pb_line_break_holder] -->  margin:0 0 1rem;<!-- [et_pb_line_break_holder] -->  color:#fff;<!-- [et_pb_line_break_holder] -->  font-size:1.05rem;<!-- [et_pb_line_break_holder] -->  line-height:1.45;<!-- [et_pb_line_break_holder] -->  font-weight:700;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__cta-buttons{<!-- [et_pb_line_break_holder] -->  display:grid;<!-- [et_pb_line_break_holder] -->  gap:.7rem;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq a.xpl-servitization-cpq__button,<!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq a.xpl-servitization-cpq__button:visited,<!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq a.xpl-servitization-cpq__button:hover,<!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq a.xpl-servitization-cpq__button:focus,<!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq a.xpl-servitization-cpq__button:active{<!-- [et_pb_line_break_holder] -->  display:flex;<!-- [et_pb_line_break_holder] -->  align-items:center;<!-- [et_pb_line_break_holder] -->  justify-content:space-between;<!-- [et_pb_line_break_holder] -->  gap:.8rem;<!-- [et_pb_line_break_holder] -->  width:100%;<!-- [et_pb_line_break_holder] -->  min-height:46px;<!-- [et_pb_line_break_holder] -->  padding:.78rem .95rem;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-orange);<!-- [et_pb_line_break_holder] -->  border:2px solid var(--xpl-orange);<!-- [et_pb_line_break_holder] -->  border-radius:8px;<!-- [et_pb_line_break_holder] -->  color:#fff!important;<!-- [et_pb_line_break_holder] -->  -webkit-text-fill-color:#fff!important;<!-- [et_pb_line_break_holder] -->  text-decoration:none!important;<!-- [et_pb_line_break_holder] -->  font-size:.95rem;<!-- [et_pb_line_break_holder] -->  line-height:1.25;<!-- [et_pb_line_break_holder] -->  font-weight:700;<!-- [et_pb_line_break_holder] -->  transition:background-color .2s ease,border-color .2s ease,transform .2s ease;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq a.xpl-servitization-cpq__button:after{<!-- [et_pb_line_break_holder] -->  content:\"\u2192\";<!-- [et_pb_line_break_holder] -->  color:#fff;<!-- [et_pb_line_break_holder] -->  -webkit-text-fill-color:#fff;<!-- 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content:\"\";<!-- [et_pb_line_break_holder] -->  position:absolute;<!-- [et_pb_line_break_holder] -->  left:0;<!-- [et_pb_line_break_holder] -->  top:0;<!-- [et_pb_line_break_holder] -->  bottom:0;<!-- [et_pb_line_break_holder] -->  width:4px;<!-- [et_pb_line_break_holder] -->  background:var(--xpl-orange);<!-- [et_pb_line_break_holder] -->  border-radius:11px 0 0 11px;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__faq-question{<!-- [et_pb_line_break_holder] -->  display:block;<!-- [et_pb_line_break_holder] -->  margin:0 0 .45rem;<!-- [et_pb_line_break_holder] -->  color:var(--xpl-blue);<!-- [et_pb_line_break_holder] -->  font-size:1rem;<!-- [et_pb_line_break_holder] -->  line-height:1.4;<!-- [et_pb_line_break_holder] -->  font-weight:700;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->.xpl-servitization-cpq__faq-item p{<!-- [et_pb_line_break_holder] -->  margin:0;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->\/* =========================<!-- [et_pb_line_break_holder] -->   RESPONSIVE<!-- [et_pb_line_break_holder] -->========================= *\/<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->@media (max-width:900px){<!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__shift,<!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__outcome{<!-- [et_pb_line_break_holder] -->    grid-template-columns:1fr;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__cta{<!-- [et_pb_line_break_holder] -->    position:static;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->@media (max-width:760px){<!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__complexities,<!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__solutions{<!-- [et_pb_line_break_holder] -->    grid-template-columns:1fr;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__complexity:nth-child(5){<!-- [et_pb_line_break_holder] -->    grid-column:auto;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->@media (max-width:520px){<!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__section{<!-- [et_pb_line_break_holder] -->    padding:1.8rem 0;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__intro{<!-- [et_pb_line_break_holder] -->    padding:1.3rem;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__complexity{<!-- [et_pb_line_break_holder] -->    padding:1.25rem 1.05rem 1.25rem 4.1rem;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__complexity:before{<!-- [et_pb_line_break_holder] -->    left:1rem;<!-- [et_pb_line_break_holder] -->    top:1.15rem;<!-- [et_pb_line_break_holder] -->    width:2.25rem;<!-- [et_pb_line_break_holder] -->    height:2.25rem;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__research,<!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq__cta{<!-- [et_pb_line_break_holder] -->    padding:1.25rem;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->@media (prefers-reduced-motion:reduce){<!-- [et_pb_line_break_holder] -->  .xpl-servitization-cpq a.xpl-servitization-cpq__button{<!-- [et_pb_line_break_holder] -->    transition:none;<!-- [et_pb_line_break_holder] -->  }<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><\/style><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- INTRO: H1 IS PROVIDED BY THE BLOG HERO TEMPLATE --><!-- [et_pb_line_break_holder] --><div class=\"xpl-servitization-cpq__intro\"><!-- [et_pb_line_break_holder] -->  <pee>The future is full of hybrid deals: products and services sold together as a solution. Offering such solutions adds a fair bit of complexity to your business.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <pee>On the strategy slide, product companies expanding to offer related services makes sense. Stop selling only products and start selling complex solutions designed to fulfill specific outcomes.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <pee>Servitization, the shift from selling products as one-time transactions to selling products bundled with services, changes more than the revenue model. It changes what and who needs to be involved in a deal and what the quote looks like.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <pee>The actual selling gets harder too.<\/pee><!-- [et_pb_line_break_holder] --><\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><section class=\"xpl-servitization-cpq__section\"><!-- [et_pb_line_break_holder] -->  <h2>The Shift Is Hybrid<\/h2><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <div class=\"xpl-servitization-cpq__shift\"><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__shift-copy\"><!-- [et_pb_line_break_holder] -->      <pee>There&#8217;s little question that the future is going to be dominated by complex hybrid deals. Digital services have already become a core offering for historically product-driven businesses.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>The hybrid deal is the real growth engine. The hybrid deal is also exactly where complexity grows exponentially.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <aside class=\"xpl-servitization-cpq__research\"><!-- [et_pb_line_break_holder] -->      <div class=\"xpl-servitization-cpq__research-accent\"><\/div><!-- [et_pb_line_break_holder] -->      <pee>According to Gartner, manufacturers expect digital-services revenue to nearly triple. IDC research shows that new service models already impact operations for 94% of those organizations.<\/pee><!-- [et_pb_line_break_holder] -->    <\/aside><!-- [et_pb_line_break_holder] -->  <\/div><!-- [et_pb_line_break_holder] --><\/section><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><section class=\"xpl-servitization-cpq__section\"><!-- [et_pb_line_break_holder] -->  <h2>Five Ways Hybrid Deals Make Sales More Complex<\/h2><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <div class=\"xpl-servitization-cpq__complexities\"><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <article class=\"xpl-servitization-cpq__complexity\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__complexity-title\">One deal now carries several revenue models.<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>The machine is a one-time sale. The maintenance contract recurs annually. The monitoring subscription bills monthly. The consumables or support tier might be usage-based. Each model brings its own math: proration for mid-term starts, co-terming against a master agreement, ramped pricing across a multi-year term. When that math lives in a spreadsheet beside the quote, every calculation has a chance to be wrong.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <div class=\"xpl-servitization-cpq__response\"><!-- [et_pb_line_break_holder] -->        <pee>The right <a href=\"https:\/\/experlogix.com\/products\/cpq\/\">CPQ solution<\/a> (one that handles your pricing and other complexity needs) centralizes it in to one system and automates those calculations.<\/pee><!-- [et_pb_line_break_holder] -->      <\/div><!-- [et_pb_line_break_holder] -->    <\/article><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <article class=\"xpl-servitization-cpq__complexity\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__complexity-title\">Labor becomes a line item.<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Installation, commissioning, training, integration work: servitized deals put services scoping inside the quote. That means rate cards, roles, regional labor costs, and complexity multipliers like rate tiers and project scoping.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <div class=\"xpl-servitization-cpq__response\"><!-- [et_pb_line_break_holder] -->        <pee>Estimated from memory and spreadsheets, configuring and pricing labor into deals is where errors flood into the quoting process. CPQ software brings consistency to quoting, even if every single order is different.<\/pee><!-- [et_pb_line_break_holder] -->      <\/div><!-- [et_pb_line_break_holder] -->    <\/article><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <article class=\"xpl-servitization-cpq__complexity\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__complexity-title\">Margin fragments across the bundle.<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Hardware might run thin, services rich, the subscription priced strategically to win the relationship. Looking only at the margin for the deal hides that mix entirely. This has a cascading effect that isn&#8217;t obvious at first. It becomes harder to make strategic decisions, because you don&#8217;t know which components of a deal are really driving profit.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Margin also leaks away as discounting becomes harder; if no one knows how much wiggle room there is per-line item, discounting is just guesswork.<\/pee><!-- [et_pb_line_break_holder] -->    <\/article><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <article class=\"xpl-servitization-cpq__complexity\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__complexity-title\">The deal outlives the signature.<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Deals that involve services continue for years after the original contract is signed, and the complexities of managing them add up quickly: renewals with uplifts, mid-term additions that must co-terminate with the existing agreement, upgrades.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Every one of those events is another quote, and every quote has to be built against the live state of the customer&#8217;s contract, not a static price list.<\/pee><!-- [et_pb_line_break_holder] -->    <\/article><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <article class=\"xpl-servitization-cpq__complexity\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__complexity-title\">Finance becomes more important for moving the deal<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Accounting standards require bundled deals to be split into distinct performance obligations with price allocated across them, so quote structure directly determines accounting workload.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>On the buyer&#8217;s side, the CapEx-to-OpEx shift pulls their CFO and procurement into what used to be an equipment decision.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <div class=\"xpl-servitization-cpq__response\"><!-- [et_pb_line_break_holder] -->        <pee>The bottom line? A lot more people need to get involved to close a deal.<\/pee><!-- [et_pb_line_break_holder] -->      <\/div><!-- [et_pb_line_break_holder] -->    <\/article><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <\/div><!-- [et_pb_line_break_holder] --><\/section><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><section class=\"xpl-servitization-cpq__section\"><!-- [et_pb_line_break_holder] -->  <h2>How Industrial-Grade CPQ Handles the Complexity<\/h2><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <div class=\"xpl-servitization-cpq__solution-intro\"><!-- [et_pb_line_break_holder] -->    <pee>If you map out the complexities of hybrid deal selling, you&#8217;ll draw a line straight to <a href=\"https:\/\/experlogix.com\/cpq\/the-value-of-industrial-grade-cpq\/\">industrial-grade CPQ<\/a>.<\/pee><!-- [et_pb_line_break_holder] -->  <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <div class=\"xpl-servitization-cpq__solutions\"><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__solution\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__solution-label\">Mixed Revenue Models<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Revenue-model mix can be handled per line item: one-time, recurring, and usage lines each carrying their own term logic and billing frequency, with rollups (total contract value, annual recurring value, usage estimates) calculated inside the quote instead of in a spreadsheet beside it.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__solution\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__solution-label\">Labor Scoping<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Labor scoping moves from memory and manual data gathering to being part of the system itself: current rate cards, role-based pricing, and work-breakdown logic.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__solution\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__solution-label\">Magin Visibility<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Margin visibility comes standard when revenue is clear at every line item. Discounting rules and <a href=\"https:\/\/experlogix.com\/cpq\/approvals-governance\/\">approval routing<\/a> can then be defined by real margin impact rather than general percentage thresholds.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__solution\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__solution-label\">Long-term Contracts<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>In longer term contracts, industrial-grade CPQ pays off every time there\u2019s an upsell or adjustment. With added efficiency, you also get a customer experience boost. Customers don\u2019t have to wait for days to see a new quote in their inbox, and sales reps don&#8217;t have to dig around different systems for key deal information.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <\/div><!-- [et_pb_line_break_holder] --><\/section><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><section class=\"xpl-servitization-cpq__section\"><!-- [et_pb_line_break_holder] -->  <h2>What This Means for You<\/h2><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <div class=\"xpl-servitization-cpq__outcome\"><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__outcome-copy\"><!-- [et_pb_line_break_holder] -->      <pee>If hybrid deals are on your roadmap, your quoting infrastructure needs to meet the additional complexity.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Discovering the gap later is a lot more painful&#8230; when the new bundled offerings exist, but every hybrid deal takes three times longer to quote.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>By then, the friction shows up in pipeline velocity and operational bottlenecks. Sales leadership feels it as slower cycles on the fastest-growing deal type, while finance feels it as manual revenue reconstruction. Reps feel it every time there&#8217;s a deal that struggles due to quoting delays or errors.<\/pee><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <div class=\"xpl-servitization-cpq__bottom-line\"><!-- [et_pb_line_break_holder] -->        <pee>The right CPQ solution will eliminate all that friction.<\/pee><!-- [et_pb_line_break_holder] -->      <\/div><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <aside class=\"xpl-servitization-cpq__cta\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__cta-label\">See how it works with Experlogix CPQ:<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <div class=\"xpl-servitization-cpq__cta-buttons\"><!-- [et_pb_line_break_holder] -->        <a class=\"xpl-servitization-cpq__button\" href=\"https:\/\/experlogix.com\/cpq\/microsoft-dynamics-365\/\">For Microsoft Dynamics 365<\/a><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->        <a class=\"xpl-servitization-cpq__button\" href=\"https:\/\/experlogix.com\/cpq\/salesforce\/\">For Salesforce<\/a><!-- [et_pb_line_break_holder] -->      <\/div><!-- [et_pb_line_break_holder] -->    <\/aside><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <\/div><!-- [et_pb_line_break_holder] --><\/section><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><section class=\"xpl-servitization-cpq__section\"><!-- [et_pb_line_break_holder] -->  <h2>FAQ<\/h2><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <div class=\"xpl-servitization-cpq__faq\"><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__faq-item\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__faq-question\">What is servitization?<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Servitization is the shift by product companies from selling one-time transactions to selling products bundled with services, or selling the product&#8217;s output itself as a service. Revenue continues past delivery through maintenance contracts, subscriptions, and outcome guarantees over the life of the customer relationship.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__faq-item\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__faq-question\">How does servitization change the sales process?<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>It turns a transactional sale into a multi-element commercial relationship. Quotes must combine equipment, labor, service contracts, and subscriptions, each with different margins, terms, and renewal mechanics. And the deal keeps generating quoting work after signature: renewals, mid-term additions, co-terming, and amendments built against live contract state.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__faq-item\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__faq-question\">What CPQ capabilities matter most for servitized deals?<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Line-type awareness across one-time, recurring, and usage pricing; services scoping with rate cards and role-based pricing; margin visibility by revenue type; contract-aware renewal and co-terming logic; and native <a href=\"https:\/\/experlogix.com\/cpq\/integrations\/\">CRM and ERP integration<\/a> so quote structure flows into billing and revenue recognition without manual rework.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->    <div class=\"xpl-servitization-cpq__faq-item\"><!-- [et_pb_line_break_holder] -->      <strong class=\"xpl-servitization-cpq__faq-question\">Can CPQ quote equipment-as-a-service contracts?<\/strong><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->      <pee>Yes, provided it supports recurring and usage-based line types. An EaaS quote is structurally a hybrid quote: an access fee or per-unit consumption price, bundled maintenance, multi-year term logic, and often no upfront equipment line at all. The harder requirement is usually lifecycle support: amendments, true-ups, and renewals against the live agreement.<\/pee><!-- [et_pb_line_break_holder] -->    <\/div><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] -->  <\/div><!-- [et_pb_line_break_holder] --><\/section><!-- [et_pb_line_break_holder] --><!-- [et_pb_line_break_holder] --><\/div>[\/et_pb_code][\/et_pb_column][\/et_pb_row][\/et_pb_section]\n","protected":false},"excerpt":{"rendered":"<p>Servitization changes far more than the revenue model. Hybrid product-and-service deals introduce multiple pricing models, labor scoping, fragmented margins, longer contract lifecycles, and additional finance requirements. See where the complexity appears and how industrial-grade CPQ can help manage it.<\/p>","protected":false},"author":1,"featured_media":347529,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[23],"tags":[],"xpl_cpq_related_topic":[194],"xpl_da_related_topic":[],"class_list":["post-347479","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-digital-transformation","xpl_cpq_related_topic-manufacturing"],"acf":[],"_links":{"self":[{"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/posts\/347479","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/comments?post=347479"}],"version-history":[{"count":3,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/posts\/347479\/revisions"}],"predecessor-version":[{"id":347530,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/posts\/347479\/revisions\/347530"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/media\/347529"}],"wp:attachment":[{"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/media?parent=347479"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/categories?post=347479"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/tags?post=347479"},{"taxonomy":"xpl_cpq_related_topic","embeddable":true,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/xpl_cpq_related_topic?post=347479"},{"taxonomy":"xpl_da_related_topic","embeddable":true,"href":"https:\/\/experlogix.com\/nl\/wp-json\/wp\/v2\/xpl_da_related_topic?post=347479"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}