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Pre-Dreamforce Brief with David Beebe from Salesforce Revenue Cloud

CPQ Podcast

Release Date: 10/12/2025

From SAP to Salesforce Revenue Cloud: AI, CPQ, and the “Death of Middleware” show art From SAP to Salesforce Revenue Cloud: AI, CPQ, and the “Death of Middleware”

CPQ Podcast

In this episode, Frank Sohn talks with Hiren Shah, founder of B2B-Matrix, about how small and mid-sized manufacturers and distributors are modernizing their sales processes through AI-driven CPQ, CRM, and ERP integration. Hiren, a former SAP America consultant turned Salesforce expert, shares his perspective on the future of Configure-Price-Quote (CPQ), Revenue Cloud, and AI in sales automation. He explains B2B-Matrix’s three-phase Salesforce AI project, where automation is already reducing clicks, quote times, and approval...

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Confused by all the CPQ options out there? You’re not alone — with more than 135 vendors and endless marketing claims, figuring out where to start can feel impossible. In this episode, host Frank Sohn (Novus CPQ Consulting) breaks down the CPQ landscape in under 15 minutes and shows you a smarter way to learn it. You’ll hear how the CPQ Briefing Subscription helps you cut through the noise with short, fact-based reports based on real demos — not hype. Learn how analysts, students, and business leaders use these briefings to understand capabilities, compare vendors, and explore the...

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How do you prove CPQ value in CFO terms—not hype? In this episode, Cameron Marsh, Analyst at Nucleus Research, breaks down how their ROI Case Study and Value Matrix quantify CPQ outcomes customers feel every day: faster quote cycles, higher throughput with the same team, better margins from pricing, and fewer back-and-forth revisions thanks to visualization. We also dig into why data quality—not model magic—decides CPQ AI success, and where channel vs. direct CPQ returns really land. Key Takeaways: Quantifying ROI like a CFO: Nucleus standardizes...

info_outline From College Startup to CPQ Vendor: Martin Johansen on Mercura’s Playbook show art From College Startup to CPQ Vendor: Martin Johansen on Mercura’s Playbook

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In this CPQ Podcast episode, Frank Sohn talks with Martin Johansen, founder of Mercura, a Denmark-based CPQ vendor focused on small to mid-sized manufacturers. With a background in finance and international business, Martin started Mercura straight out of college—initially building a configurator “by accident” for a customer request—and has since grown it into a SaaS platform used across Europe. We discuss Mercura’s no-code setup and short implementation cycles (often 1–2 months), its support for cost-plus pricing, and partner/distributor workflows...

info_outline Merkato CPQ: Fast Time-to-Value for Manufacturers (with Marc de Mey) show art Merkato CPQ: Fast Time-to-Value for Manufacturers (with Marc de Mey)

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Host Frank Sohn welcomes Marc de Mey of Merkato Group—the team behind Merkato CPQ and brands Quootz, CPQ Belgium, Sell It Easy, CPQing Solutions, and DOK.legal. Marc shares his path from aircraft mechanics to CPQ leadership and explains how Merkato’s low-code/no-code, API-first, headless architecture helps manufacturers move from complex requirements to accurate quotes fast. We compare hands-off vs. hands-on implementation models across the group, and why an external ecosystem of...

info_outline Pre-Dreamforce Brief with David Beebe from Salesforce Revenue Cloud show art Pre-Dreamforce Brief with David Beebe from Salesforce Revenue Cloud

CPQ Podcast

Headed to Dreamforce (Oct 14–16)? In 30 minutes, Salesforce’s David Beebe breaks down: RCA now: 6 releases, faster UX, upgraded constraint builder Revenue Cloud Billing: what’s new + why demand is spiking Unified CPQ + Billing: fewer errors, faster cycle time Pricing & AI/Agents: usage-based, analytics, interoperability Sessions to add: RC Keynote, Consumption Models, Invoice-to-Cash Listen Oct 12 to plan your week! 🔗 Learn more about Salesforce RCA at   📬 Contact David on LinkedIn  

info_outline HubSpot’s Vision for Revenue Lifecycle Management with Adam Wainwright show art HubSpot’s Vision for Revenue Lifecycle Management with Adam Wainwright

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In this episode of the CPQ Podcast, Frank Sohn welcomes Adam Wainright, a veteran with 15+ years in the Configure, Price, Quote (CPQ) space, now helping lead HubSpot’s CPQ and revenue strategy. Adam shares his career journey across Selectica/Determine, CallidusCloud, Clari, Cacheflow (acquired by HubSpot), and beyond. Adam discusses: HubSpot’s CPQ launch at INBOUND and how it delivers speed, visibility, and control to sellers and revenue operations teams. Why their North Star is Revenue Operations—and how HubSpot is building a complete Revenue...

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In this CPQ Podcast episode, host Frank Sohn speaks with Tarak Patel, Sr. Vice President of Product and Technology at Aleran Software, about how Aleran is bringing sustainable innovation to Configure, Price, Quote (CPQ) and digital commerce. Aleran’s Connected Commerce platform is designed for mid-size manufacturers ($20M–$1B) and their channel partners. Built on headless, API-first, cloud-native architecture, the platform integrates with leading ERP systems(SAP, Epicor, Microsoft Dynamics, Infor, Acumatica and more) and CRM...

info_outline Resolto Configon: CAD-Driven CPQ for SMBs and Enterprises show art Resolto Configon: CAD-Driven CPQ for SMBs and Enterprises

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In this episode of the CPQ Podcast, host Frank Sohn sits down with Matthias Radner of Resolto, a Festo company, to discuss his journey from face-to-face mattress sales to enterprise CPQ software. Matthias shares how early lessons in customer interaction shaped his approach to selling Configure, Price, Quote solutions, and why patience is key in long sales cycles—like when a customer signed an offer he created four years earlier. Listeners will hear about Resolto’s Configon CPQ platform, designed for both SMB plug-and-play deployments (with average implementation times...

info_outline CPQ Podcast Summer Break 2025 Update show art CPQ Podcast Summer Break 2025 Update

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The CPQ Podcast is taking a short late summer break — but we’ll be back with new episodes on September 21! In this quick update, Frank Sohn shares what’s happening at Novus CPQ in the meantime: ✅ 18+ CPQ Briefings now available – more coming soon ✅ CPQ Sales Report updates for XaitCPQ, camos software, and Bit2win ✅ CPQ Selection help for customers evaluating vendors ✅ CPQ Circle Subscription with 12 monthly newsletters + 20 hours of consulting ✅ New webinars available on the CPQ Channel 🔗 Learn more: CPQ Circle Subscription: CPQ Channel on YouTube: All Novus CPQ...

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More Episodes

Headed to Dreamforce (Oct 14–16)? In 30 minutes, Salesforce’s David Beebe breaks down:

  • RCA now: 6 releases, faster UX, upgraded constraint builder

  • Revenue Cloud Billing: what’s new + why demand is spiking

  • Unified CPQ + Billing: fewer errors, faster cycle time

  • Pricing & AI/Agents: usage-based, analytics, interoperability

  • Sessions to add: RC Keynote, Consumption Models, Invoice-to-Cash
    Listen Oct 12 to plan your week!

🔗 Learn more about Salesforce RCA at https://www.salesforce.com/sales/revenue-lifecycle-management 


📬 Contact David on LinkedIn https://www.linkedin.com/in/dmbeebe/