CPQ for SaaS that quotes the whole subscription, not just the first sale
CPQ for SaaS prices what a software deal actually is: a subscription with ramps, co-termed add-ons, usage charges, mid-term changes and a renewal coming. Bunny is SaaS billing, CPQ and RevOps for B2B SaaS, so the quote is built against the live contract and the signed version becomes the subscription and the invoice. Nobody types it in twice.
Why does SaaS quoting need its own kind of CPQ?
A hardware quote is one transaction. A SaaS quote is a promise about the next three years, and most of the quotes you send after the first one change something that already exists. Six things make that hard.
Subscriptions, not orders
Every quote carries a term, a billing period and renewal behavior. Bunny suggests 1 to 5 year end dates, sets evergreen or fixed-term renewal on the quote, and stores it on the subscription it creates.
Ramps
Year one at 50 seats, year three at 100. Tick “create as ramp deal” and the steps live on the quote, so the billing schedule comes from the contract instead of a reminder in someone’s calendar.
Co-terming
Add a product halfway through the year and it should renew with everything else. Bunny co-terms new subscriptions with the ones already on the account and prorates the first period, so the customer gets fewer invoices and one renewal date.
Usage charges
Seats plus API calls, a platform fee plus overage. One quote can carry recurring and usage-based charges together, with flat, tiered, volume or banded pricing, and the negotiated rate sticks to the subscription.
Mid-term changes
Upgrades, extra seats, price changes and plan swaps are quotes too. Bunny starts from what the customer has today and prorates the change against the current period, so no rep works out “nine months of the difference” by hand.
Renewals
Select one or more subscriptions, renew them together, and adjust the quote like any other. A price uplift set on the price list, such as 5% at renewal, is already on it. More on renewal management.
The seventh thing: quote-to-invoice without re-keying
All six of those only matter if the signed quote reaches billing intact. In Bunny, applying an accepted quote updates the account’s subscriptions, creates the billing schedule and generates the invoice. There is no second system to copy the deal into, and no spreadsheet to reconcile it against. That is the quote-to-cash story in one sentence.
What does a SaaS quote look like in Bunny CPQ?
One made-up customer, three years, every awkward bit included. Here is the quote a rep builds for Northwind Analytics, and what happens to it over the life of the contract.
| Charge | Period | Qty | Price | Amount |
|---|---|---|---|---|
|
Platform seats
Ramp · list $45, 11% off → $40 / user / mo
|
Year 1 | 50 | $40 | $24,000 |
| ↳ ramp step | Year 2 | 75 | $40 | $36,000 |
| ↳ ramp step | Year 3 | 100 | $40 | $48,000 |
|
API calls
Usage · 1M / mo included, then tiered
|
Monthly | — | $2 / 1k | As used |
|
Implementation
One-time
|
Start | 1 | $5,000 | $5,000 |
| Committed contract value | $113,000 | |||
-
1
Priced from the catalog. Seats, usage and the setup fee come from price lists. The 11% discount lives on this quote only, so the catalog still says $45 for everyone else.
-
2
The ramp is data, not a footnote. Each step is a line on the quote, so invoices for year two and three bill 75 and 100 seats without anyone remembering to change them.
-
3
Guardrails before the customer sees it. Approval rules check quote amount, discounts, products, plans and billing period as the rep builds.
-
4
Signed, then applied. Northwind signs through Bunny Sign, DocuSign, Dropbox Sign or PandaDoc. Apply the quote and the subscription, billing schedule and first invoice exist.
Co-termed and prorated, automatically
Northwind adds the $6,000-a-year Analytics add-on. Bunny co-terms it with the existing subscription and prorates the first period: $4,500 for the nine months left in the year, then the full price, ending on the same day as everything else.
One renewal quote, uplift included
Both subscriptions renew on one quote. The 5% price adjustment from the price list takes seats to $42 and the add-on to $6,300. The rep reviews it, adjusts if the deal needs it, and sends.
CPQ software vs CPQ for SaaS: where the difference shows
Plenty of CPQ software can produce a good-looking first quote. The gap opens on the second, third and tenth quote to the same customer.
| Moment | General CPQ + separate billing | Bunny CPQ for SaaS |
|---|---|---|
| Pricing a renewal | Someone looks up the current contract in billing, then rebuilds it as a new quote. | Renew from the subscription. Current quantities, prices and the uplift are already on the quote. |
| Mid-term upgrade | The rep works out proration in a spreadsheet and hopes billing agrees. | Starts from the live subscription and prorates against the current period. |
| Ramp deals | Steps written into the order form; billing sets reminders to change the quantity. | Ramp steps are lines on the quote and drive the billing schedule. |
| Usage charges | Quoted as text, configured again in a separate metering or billing tool. | Recurring and usage charges on one quote, one subscription, one invoice. |
| After the signature | The deal is re-keyed into billing, and errors surface on the first invoice. | Applying the quote creates the subscription, the billing schedule and the invoice. |
| Revenue recognition | Rebuilt from exports every quarter. | Runs on the same contract data with Advanced Billing. |
Everything about CPQ for SaaS, in one place
Start with the question you actually have. Each page goes deep on one part of quoting a subscription business.
Comparing vendors? Our buyer’s guide to CPQ for B2B SaaS sets out the four questions that decide it.
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