Conga CPQ

What it is

Conga CPQ is enterprise configure-price-quote software, the product line that started life as Apttus — Thoma Bravo took a majority stake in Apttus in 2018 and merged it with Conga in 2020. A rep builds a quote against a product catalog with configuration rules, the pricing engine applies price lists, discounts and approval policy line by line, and the finished quote flows into Conga CLM and document generation for contracting and signature. It ships in two shapes: the long-standing Salesforce-native package, and Advantage CPQ on Conga’s own Advantage Platform, which Conga’s documentation lists as connecting to Salesforce, Microsoft Dynamics 365 and HubSpot.

Two 2026 events changed what the product is. On February 2, 2026 Conga completed its acquisition of the PROS B2B business — PROS’s CPQ, price optimization and rebate management lines — which makes PROS the pricing-science engine behind Conga quotes. Financial terms were not disclosed; the PROS travel business stayed out of the deal. Then at Conga Connect in March 2026, Advantage CPQ and CLM went into early access on Dynamics 365 and the Azure Marketplace, alongside AiMe, an AI layer with sales, legal, admin and RevOps personas. On October 14, 2026, at Conga Connection in Amsterdam, Conga announced an MCP server that lets Claude, Microsoft Copilot and other MCP clients query the Advantage Platform — quote approval status, contracts expiring within 90 days — and expanded AiMe to more than 90 tools. Conga reports more than 10,000 customers, including over half of the Fortune 100.

Why it shows up in RevOps stacks

• It is the pricing-science answer to the Salesforce CPQ end-of-sale. Salesforce stopped selling Salesforce CPQ to new customers in March 2025; existing customers can still renew, add users and get support, and Salesforce has announced no end-of-life date. Teams re-platforming now choose between Agentforce Revenue Management, a fast-deploy CPQ like DealHub, or a heavier engine. Conga is the heavy engine: dynamic price optimization, real-time line-by-line rebate calculation with the margin impact shown on the quote, and deal-level pricing guidance on quotes with hundreds of lines.
• It runs where Microsoft shops had nothing. Info-Tech’s SoftwareReviews note on Conga Connect points out that Dynamics 365 customers historically lacked an enterprise-grade CPQ and pricing standard. Advantage CPQ on Dynamics is the first serious option for that buyer — but it is early access, not general availability.
• Price-to-signature in one vendor. CPQ, price optimization, CLM and document automation are sold as one commerce chain. If legal already runs Conga CLM, the quote-to-contract handoff stays inside one data model instead of a connector.
• The agent surface is first-party. The October MCP server is Conga’s own, not a community wrapper, and Conga CLM for Salesforce adds MCP tools inside Salesforce. That matters if your deal desk plan has an agent checking approval status or drafting the order form.

Pricing reality

Nothing is published; the pricing page is a contact form. Listing sites (Capterra, GetApp) show a starting price of $85 per user per month, and Vendr’s buyer data notes Conga CPQ is sold per user per month with annual minimums. Vendr’s Conga-wide figures — not CPQ-specific — put the median annual contract near $18,100 across a $2,190 to $91,315 range, with roughly 11% average savings off the first quote.

Read the median carefully: it blends Composer and document-generation deals that cost a few thousand dollars. A real CPQ deployment for an enterprise deal desk sits well above it. At $85 a seat, 100 quoting users is about $102,000 a year in licences before PROS price optimization, which is an opt-in add-on, and before implementation. Reviewers consistently flag that licensing plus partner implementation, ongoing admin and upgrades makes Conga expensive next to lighter CPQs — budget the services line as a material fraction of first-year spend, not a rounding error.

Best for

Deal desk and pricing teams at enterprises — manufacturing, distribution, high-tech, medical devices — where the hard problem is computing the right price: tiered and channel pricing, rebates, distributor programs, hundreds of quote lines, margin floors that must hold across them. It fits best on Salesforce today, and it is the default shortlist entry for a Dynamics 365 shop that needs real CPQ.

Do not buy it for a 20-person SaaS sales team selling seats and usage. You will pay for pricing science you do not use and for an implementation partner to configure it; DealHub or Nue gets that team live faster and cheaper. And if your catalog is a handful of SKUs at list price, you do not need a CPQ at all — the CPQ definition explains where the line is.

Versus the alternatives

Agentforce Revenue Management (formerly Salesforce Revenue Cloud) is the market-share incumbent. Pick it when Salesforce is the system of record and staying on one platform’s data model and one support contract outweighs pricing depth. Pick Conga when your pricing is complex enough that Revenue Cloud needs custom code to express it, or when part of the sales org runs on Dynamics.

DealHub is the speed option: configured rather than coded, 4-8 week deployments per vendor and partner reports, a buyer-facing DealRoom, and billing via its Subskribe acquisition. Pick DealHub when the bottleneck is approval cycle time on a subscription business. Pick Conga when the bottleneck is price itself — Info-Tech’s framing is that DealHub prioritizes deployment speed and usability over pricing rigor.

Nue is the fastest-growing entrant, with a $20 million Series A in January 2025 and a CPQ-billing-revenue recognition platform on one data model. Pick Nue for a Salesforce-native SaaS company leaving Salesforce CPQ that wants modern architecture and billing in the same box. It is not built for distributor rebates or industrial price lists.

Tacton wins when the complexity is physical configuration — engineer-to-order products with constraint rules and CAD output — rather than price. Many manufacturers need both; Tacton for the configuration, a pricing engine for the price.

If none fit, the problem is usually that nobody owns the price book. No CPQ enforces a discount policy that does not exist, and Conga’s optimization will learn from whatever discounting your reps have been doing.

Watch-outs

• The PROS integration is not finished. Conga positions PROS as the native pricing engine, but SoftwareReviews notes PROS remains a distinct product and existing PROS customers are not forced to migrate. Guard: in the order form, name which pricing engine your quotes call at go-live, whether it is one tenant or two, and who owns the integration if it is two. Buy what is connected today.
• “Available on Dynamics 365” means early access. The March 2026 announcement says early access on Dynamics and the Azure Marketplace, with no general-availability date in the release. Guard: if Dynamics is your CRM, run the proof of concept on your Dynamics tenant with your catalog, and get a GA commitment and support SLA in writing before you sign a multi-year term.
• Performance degrades on big carts. G2 and SoftwareReviews users report slow pricing and cart refreshes on large configurations, and SoftwareReviews scores usability at 71. Guard: load-test with your largest real quote — every line, every rebate — during evaluation, and write a pricing-response-time expectation into the acceptance criteria.
• Implementation is a partner project. Reviewers describe complex setup and migration, and support and documentation are recurring complaints. Guard: fix scope, catalog and the number of approval paths before kickoff, get a fixed-fee or capped statement of work, and require the partner to hand over admin documentation so you are not renting them forever. The deal desk pricing skill shows the policy layer to settle first.
• The MCP server is weeks old. It was announced October 14, 2026 with no published tool list or availability tier in the coverage. Guard: if agent access is part of the business case, have Claude or Copilot pull a real quote’s approval status in your trial tenant, and confirm the server enforces the same record-level permissions as the user.

For where CPQ sits next to billing, CLM and the GL, see the quote-to-cash stack.