Tacton CPQ at Plus Pack: Why It Took Four Years

When Plus Pack started with product configuration in 2019, they thought the hard part would be the system. It wasn’t.

Tacton CPQ, ERP, CRM—those went in. The real work was changing how sales operates and getting the data into shape. That took four years.

Where they started

Too many variants with small differences. Quoting took weeks. Pricing wasn’t consistent. Product knowledge lived in people, not systems. Sales had to double-check everything, customers waited, and mistakes slipped through. Nothing unusual—but not scalable.

What changed

Quoting is now down to a few days. Configuration errors are close to zero. Pricing is consistent. New salespeople ramp faster because the logic is in the system. That part is expected.

The bigger shift is that configuration is now part of how they sell. It supports the conversation, not just the quote at the end.

The part most projects miss

They had a working setup early. Adoption took years.

Getting structured product data in place, changing sales behavior, and building trust in the system—that’s the real timeline. Most teams underestimate it and stop too early. Plus Pack didn’t.

Why it worked

They treated data as a foundation, not something to fix later. They started small but kept pushing until it worked at scale. And they focused on behavior, not just features. 

Bottom line

This wasn’t a fast win. It was persistence. They didn’t get value from installing CPQ. They got it from sticking with it until it changed how they work.

There’s a full talk from Tacton Summit where Bastian Fietje walks through it. Worth watching if you’re early in your own rollout.