# Do we actually need a CPQ, or can we get by with flows and templates?

Complexity isn't the number of products — it's the logic wrapped around them. Plenty of companies sell dozens of SKUs with a few flows and never need a CPQ. The moment approval rules, bundles, tiered discounting and amendments wrap the catalogue, manual configuration stops scaling.

CPQ runs in roughly 30% of high-growth GTM stacks, and it tends to switch on when a company starts selling up-market. Ask the question in that order: what does the pricing require, then which tool serves it — never the reverse.

## Sources

- **Method** — [CPQ playbook — Do they even need a CPQ?](https://www.leanscale.team/knowledge/playbooks/cpq-playbook/)
- **Measurement** — [GTM Tech Stack study — CPQ at 30%](https://www.leanscale.team/knowledge/research/customer-tool-stack-study/)

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Cluster: Cpq · https://www.leanscale.team/knowledge/answers/do-we-need-cpq/