“Technology Was the Easy Part”: Plus Pack’s CPQ Journey

Have you ever thought the toughest challenge in implementing CPQ was picking the right software? What if the real test was shifting mindsets first? This was the revelation at Plus Pack—and it’s at the heart of this story.

Watching Bastian Fietje share the company’s CPQ journey in this short video reinforces a lesson many overlook: transforming sales behavior and building data discipline can take far longer than deploying the technology itself.

What the Video Highlights

• Sales performance and customer experience improved significantly thanks to CPQ, automating configuration and freeing up productivity (YouTube).

• A concise, compelling case for why robust digital tools unlock deeper commercial value when paired with disciplined practices.

These insights resonate strongly with Plus Pack’s broader story.

CPQ and the Circular Journey: What Plus Pack Built

At Plus Pack—a fourth-generation Danish company designing sustainable food packaging—product configuration was never just about speed. It was a move toward circularity, efficiency, and accountability.

• They integrated Tacton CPQ with Infor ERP and Salesforce CRM, creating a digital backbone that:

  • Cut quote time from three weeks to just a couple of days,

  • Virtually eliminated configuration errors,

  • Ensured consistent pricing globally,

  • Accelerated onboarding,

  • Supported validated customer conversations.

But more importantly, CPQ evolved into the way they sell—not merely a quoting tool.

Their Circular 2024 initiative targets 95% circular sales by 2024, up from 86%, while increasing customer satisfaction (NPS) and reducing CO₂ emissions—all powered by CPQ-led transparency and configurator intelligence (cpq.se, cpq.se, cpq.se).

Lessons for Mid-Sized Manufacturers

1. Data Discipline Over Platform Power
Without structured product data and clearly defined rules, even world-class CPQ systems flounder.

2. Human Change Requires Time
Technology may be fast to deploy, but shifting sales behavior can take years. At Plus Pack, it wasn’t until year four that the full benefits were realized.

3. Start Simple, Scale Strategically
A proof-of-concept delivered quick wins; expansion came only after processes, data and behaviors were in place.

4. Sustainability as Business Strategy
Embedding circularity into configuration—a model that guides both product selection and environmental outcome—turns regulatory pressure into competitive edge.

Looking Ahead: What’s Next for Plus Pack

Four strategic fronts are shaping their future:

1. Pricing to Operations Alignment
   Automating approvals, pricing, and production handover for margin consistency and fewer errors.

2. Modular Architecture Mastery
   A modular design backbone to streamline supply chains and enable flexibility.

3. From Products to Solutions
   Packaging bundled with logistics, compliance or sustainability services—not just a product, but a complete offering.

4. Embedded Regulatory Rules
   CPQ configurations that automatically enforce compliance—making regulation an asset, not an obstacle.

Why This Matters and How cpq.se Can Help

Plus Pack’s transformation mirrors what many of our clients experience: CPQ is powerful, but its true value unfolds when organizations commit to data discipline, user adoption, and clear strategic roadmaps.

To explore how CPQ can become a backbone for your business—whether for sustainable products, faster quoting, or dynamic pricing—check out the Plus Pack case study on cpq.se and consider joining our CPQ Analysis Workshop, led by Magnus and Patrik with support from Ida, Kalle, or Effie.

Let’s talk over a virtual coffee. Book a session at cpq.se/meetcpqse to explore how CPQ can transform your organization.