CPQ Configurator
Holger Reimsbach
28. November 2025
In today’s dynamic business world, B2B customers increasingly expect not only technically optimal products from their partners but also extensive support in selecting the right ones. While traditional attribute-based configurators can handle even highly complex products by relying on extensive relationship knowledge, they often require significant expertise from users.
Attribute-based configuration based on relationship knowledge is a method used in CPQ systems where products are customized by selecting specific attributes (e.g., size, performance, material). Predefined rules and dependencies—known as relationship knowledge—ensure that only technically feasible and compatible combinations are available. This prevents errors, optimizes the configuration process, and enables efficient, customer-specific product creation.
To assist users who are not deeply familiar with the product being configured, integrated sizing tools are often used. Instead of emphasizing the product’s technical specifications, these tools prioritize the customer’s specific application. For example, when configuring a pump, critical factors such as pressure, flow rate, and the medium being transported play a key role in determining the appropriate sizing.
Sizing tools are used within a CPQ system to automatically calculate the optimum product configuration based on customer requirements. Technical parameters such as performance or capacity are taken into account in order to find a suitable and economical solution. The system ensures that only feasible options are offered and directly provided with price and availability.
While experienced engineers in fluid handling technology can easily input all relevant details into a configurator, less knowledgeable users may struggle with this process. However, if an integrated sizing tool guides the user through practical examples, suitable solutions can be suggested even without precise numerical inputs.
Modern CPQ systems already support such alternative approaches in an online workflow, helping to expand customer reach. Product managers or other domain experts at the provider’s end can easily set up sizing tools themselves. Contrary to the common belief that extensive development work is required, the real challenge lies in thoroughly analyzing how users—especially those targeted by the sizing feature—approach the process.
Those who complete this “homework” diligently will have already laid the foundation for integrating guided sizing into their traditional (attribute-based) configurators. In the case of the previously mentioned pump configurator, instead of asking for pressure and flow rate, the system might inquire about the industry (e.g., residential construction) and application (e.g., rainwater harvesting). This approach makes the configurator accessible even to users with little expertise in the field.
The takeaway? Mastering complexity can take a different path—not by offering a technically intricate configuration tool for specialists, but by deliberately simplifying the process. A guided sizing tool, designed for less technical users, can ensure a smooth and intuitive experience without the complexity of a tax form, leading users effortlessly to the right product.
ANDREAS HÜLLER
product manager
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