CPQ Podcast
The CPQ Podcast is your go-to source for all things Configure-Price-Quote (CPQ). Each episode features in-depth interviews with industry leaders, innovators, and practitioners who share real-world insights, strategies, and success stories. Whether you're in Sales Ops, RevOps, IT, or Product Management, this podcast helps you stay ahead in the evolving CPQ landscape — from CPQ tools and processes to digital selling, product configuration, pricing strategy, and Quote-to-Cash trends. Tune in to expand your CPQ knowledge, explore new solutions, and hear from the voices shaping the future of B2B sales automation.
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From SAP to Salesforce Revenue Cloud: AI, CPQ, and the “Death of Middleware”
11/16/2025
From SAP to Salesforce Revenue Cloud: AI, CPQ, and the “Death of Middleware”
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 delays—and how the final phase will connect directly to ERP and internet data. You’ll also hear his insights on: When and why companies should migrate from Salesforce CPQ to Revenue Cloud Advanced (RCA) The “death of middleware” and how modern APIs enable seamless CRM-CPQ-ERP integration The top three customer priorities today: AI, master data cleanup, and faster transaction velocity Why CPQ customers typically replace systems every eight years How B2B-Matrix white-labels its services for larger consulting firms and delivers sub-$100K CPQ projects for SMBs Beyond business, Hiren also shares his personal passion for Pilates and Hot Yoga, a balance that keeps him focused as he leads digital transformation projects for manufacturers across North America. Whether you’re interested in Salesforce Revenue Cloud, CPQ modernization, AI in sales, or integration strategy, this episode offers practical, real-world insights from someone who’s bridging enterprise architecture, business process design, and cloud innovation. 👉 Listen now to learn how SMBs are achieving enterprise-grade automation without enterprise-grade complexity. 🔗 Learn more about B2B Matrix at 📬 Contact Hiren on LinkedIn
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🎧 The Fastest Way to Understand the CPQ Landscape
11/09/2025
🎧 The Fastest Way to Understand the CPQ Landscape
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 market with AI tools like ChatGPT. 🎯 Ready to learn CPQ the fast, structured, and reliable way? Sign up now for the CPQ Briefing Subscription at 👉 Any questions: Contact
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CPQ ROI That CFOs Trust: Cameron Marsh (Nucleus Research)
11/02/2025
CPQ ROI That CFOs Trust: Cameron Marsh (Nucleus Research)
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 benefits into save time, save money, make more money—and they’re NASBA-certified in how they measure value. Quote Cycle Efficiency: Typical improvements of 60–80%—from hours to minutes—plus 20–30% more quote throughput with the same headcount. Pricing > Cross/Upsell: Price optimization usually creates more value than cross/upsell alone by protecting margin. Payback Windows: Average CPQ payback in 9–12 months; channel CPQ often sees faster first-year payback, while direct CPQ compounds larger value longer-term. What’s Beating AI (for now): Visualization (≈ 25% reduction in quote revisions), Deal Desk Automation (≈ 85% reduction in manual review time), and eSignature are delivering immediate, measurable wins. AI’s Real Bottleneck: Inconsistent rules, outdated/fragmented price lists, and weak integrations. Bad data = bad outputs. Market View: Strongest traction in North America enterprise, with growing momentum across Europe and APAC. Vendor Advice: Lead with customer value and usability, not feature lists. 🔗 Learn more about Nucleus Research at 📬 Contact Cameron on LinkedIn
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From College Startup to CPQ Vendor: Martin Johansen on Mercura’s Playbook
10/26/2025
From College Startup to CPQ Vendor: Martin Johansen on Mercura’s Playbook
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 where channel users can upload and manage their own price lists. Martin explains how Mercura’s in-browser 3D visualization enables room planning, snap-to placement, and collision detection in real time. While Mercura doesn’t connect directly to CAD suites, customers can supply STEP files or drawings for CPQ-side visualization. A big portion of the conversation covers integrations—especially Microsoft Dynamics 365 Sales and Microsoft Business Central—plus experience with PIM solutions and HubSpot. Martin shares how Mercura applies AI on the admin side to speed configuration/rules setup, why headless is not a near-term priority, and the company’s focus on manufacturers in sectors like playground equipment and healthcare (typical 5–200 users). We also touch on his sales mindset, weekly tennis/soccer routine, and how the book Work the System shapes Mercura’s process discipline. Listen in for practical insights on delivering an easy-to-implement CPQ with modern visualization and tight Microsoft integrations. 🔗 Learn more about Mercura CPQ at 📬 Contact Martin on LinkedIn or via email at
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Merkato CPQ: Fast Time-to-Value for Manufacturers (with Marc de Mey)
10/19/2025
Merkato CPQ: Fast Time-to-Value for Manufacturers (with Marc de Mey)
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 Merkato experts accelerates adoption. You’ll hear practical integration patterns with Salesforce, SAP, Epicor, Infor, Odoo, Zoho and CAD tools like PTC Creo and Solidworks. We also cover three buying drivers—capturing hard product knowledge, creating a single source of truth that eliminates double entry, and delivering modern visualization. Best for manufacturers, OEMs, distributors, and EPCs (50–1000 employees), primarily in Europe but with global reach. 🔗 Learn more about Merkato Group 📬 Contact Marc on LinkedIn
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Pre-Dreamforce Brief with David Beebe from Salesforce Revenue Cloud
10/12/2025
Pre-Dreamforce Brief with David Beebe from Salesforce Revenue Cloud
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
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HubSpot’s Vision for Revenue Lifecycle Management with Adam Wainwright
10/05/2025
HubSpot’s Vision for Revenue Lifecycle Management with Adam Wainwright
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 Lifecycle Management solution. Lessons learned from scaling companies from $7M to $200M in revenue, navigating multiple M&As, and leading global sales teams. His “Supersonic Sales Process” philosophy, with the mantra: Don’t pitch product—pitch process. The role of AI in CPQ, from conversational quote builders to revenue governance. Personal insights on leadership, active listening, and balancing life in Marina, CA with family, running, and hiking Big Sur. If you’re interested in HubSpot CPQ, Revenue Operations, or the future of Revenue Lifecycle Management, this episode offers valuable insights into strategy, technology, and customer success. 🔗 Learn more about HubSpot CPQ 📬 Contact Adam on LinkedIn Contact Adam via email at
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Aleran Software with Tarak Patel: Sustainable Innovation in Connected Commerce
09/28/2025
Aleran Software with Tarak Patel: Sustainable Innovation in Connected Commerce
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 solutions (Salesforce, SugarCRM). It also offers native eCommerce, pre-built connectors, Avalara tax, payment gateways, and shipping integrations—helping companies move beyond spreadsheets and home-grown tools. Tarak explains how Aleran supports CTO and ETO products, with a feature- and rules-based configuration engine, plus AI-driven guided selling and automated product content generation. With low-code/no-code flexibility and an average 2-month implementation, manufacturers can achieve fast ROI. Beyond technology, Tarak shares insights on trust-based leadership, Aleran’s rapid growth, and how his philosophy of “sustainable innovation” drives both the company and his personal life—including golfing with his two teenage sons. 👉 Listen in to learn how Aleran is shaping the future of CPQ and B2B commerce. 🔗 Learn more about Aleran Software at 📬 Contact Tarak on LinkedIn
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Resolto Configon: CAD-Driven CPQ for SMBs and Enterprises
09/21/2025
Resolto Configon: CAD-Driven CPQ for SMBs and Enterprises
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 of just four weeks) and enterprise-level projects worth €400K–€500K. Matthias explains the importance of CAD integration via Cadenas, their unique use of Google Blockly-style rule building, and how Resolto works closely with parent company Festo to shape its roadmap, including upcoming AI-driven innovations. Beyond technology, Matthias opens up about his personal passions—from competing in international hip hop dance championships to playing tennis for relaxation today. The conversation also explores Resolto’s growing footprint across DACH, Italy, the Netherlands, the US, and Japan, and why industries like machine engineering and electrical devices are key focus areas. If you’re interested in visual product configurators, CAD-driven CPQ solutions, and strategies for simplifying complex product sales, this episode offers valuable insights into the evolving world of CPQ. 🔗 Learn more about Resolto's Configon Solution 📬 Contact Matthias on LinkedIn Contact Matthias via email
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CPQ Podcast Summer Break 2025 Update
08/10/2025
CPQ Podcast Summer Break 2025 Update
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 Subscriptions: If you enjoy the show, don’t forget to rate or review the podcast: On Apple Podcasts: Scroll to the bottom of the show page and tap ⭐⭐⭐⭐⭐ or “Write a Review” On Android: Use Spotify, Google Podcasts, or your favorite app to rate and follow See you back here on September 21!
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Composable, Headless, AI-Driven: What’s Next for CPQ at ServiceNow
08/03/2025
Composable, Headless, AI-Driven: What’s Next for CPQ at ServiceNow
In this episode of the CPQ Podcast, we dive deep into one of the most talked-about moves in the CPQ space—ServiceNow’s acquisition of Logik.ai for a reported $500 million. I’m joined by Anandan “AJ” Jayaraman, VP of the Lead to Cash portfolio at ServiceNow, and Christopher Shutts, Co-Founder and CEO of Logik.ai, for an exclusive, behind-the-scenes conversation. Together, we explore what this acquisition means for the future of CPQ (Configure, Price, Quote), CRM, and Revenue Operations. Discover why Logik.ai’s composable, headless architecture, world-class configuration engine, and Amazon-like user experience caught ServiceNow’s attention. Learn how the combined power of AI-driven quoting, Salesforce and Shopify integrations, and a unified ServiceNow platform is setting a new standard for modern CPQ. Chris shares how the acquisition talks began around Christmas 2024 and what it was like working with ServiceNow’s leadership—including inspiration from CEO Bill McDermott’s Winner’s Dream. AJ reflects on his global journey across India, Israel, and the U.S., and explains how CPQ is at the heart of modern enterprise selling. Whether you’re in sales ops, revenue management, CRM architecture, or enterprise technology, this episode delivers key insights on: Why CPQ is core to digital selling How AI is transforming CPQ for sales reps and admins alike What this means for Salesforce, Shopify, and standalone customers Subscribe now and stay ahead of the curve in the ever-evolving CPQ and Revenue Tech landscape. 🔗 Learn more about ServiceNow and Logik at 📬 Contact Chris on LinkedIn or email 📬 Contact AJ email
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Transforming CPQ with Constraint Logic & Revenue Cloud Advanced – Don Khamapirad, CEO of Veloce
07/27/2025
Transforming CPQ with Constraint Logic & Revenue Cloud Advanced – Don Khamapirad, CEO of Veloce
In this episode of the CPQ Podcast, we welcome Don Khamapirad, CEO of Veloce Apps, to explore how modern CPQ solutions are evolving for complex industries like manufacturing, life sciences, business services, and fintech. Don shares his journey from Oracle and Apttus/Conga to leading multiple startups through growth stages—and now driving Veloce’s transformation from a software provider to a full-service Salesforce Revenue Cloud implementation partner. You’ll hear insights on: Why constraint-based configuration is key to solving large-scale quoting challenges How Salesforce Revenue Cloud Advanced supports multi-layer configurations and up to 100,000 quote lines Where AI fits into the CPQ process, especially in speeding up quote creation and improving customer response times How Veloce delivers CPQ success with 5–18 month projects, deep Salesforce alignment, and a focus on high user adoption The five major use cases Veloce solves, including SAP upgrades and complex pricing transformations Don also shares a personal side—his love for archery with his daughter and his excitement about building industry connections at Dreamforce this October. If you're navigating the shift to Salesforce Revenue Cloud Advanced, or tackling complex quoting problems, this episode is packed with practical takeaways. 🔗 Learn more about Veloce at 📬 Contact Don on LinkedIn
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Salesforce RCA & CPQ Trends with Spaulding Ridge
07/20/2025
Salesforce RCA & CPQ Trends with Spaulding Ridge
In this episode, we sit down with Derik Quinn, Managing Director at Spaulding Ridge, to explore the fast-evolving landscape of CPQ, Revenue Management, and Salesforce Revenue Cloud Advanced (RCA). Derik shares insights from his two-decade journey across BigMachines, Apttus, Argano, and now Spaulding Ridge, where he leads large-scale quote-to-cash transformations in manufacturing, high-tech, and medtech. We discuss the shift toward constraint-based configuration, the excitement around Dynamic Revenue Orchestration (DRO), and why Salesforce RCA is gaining traction across industries. Derik highlights differences in adoption trends—new implementations in manufacturing versus migrations in high-tech—and the growing interest in AI for sales efficiency and revenue intelligence. With over 100 RCA consultants globally, Spaulding Ridge is driving momentum into Dreamforce and beyond. Plus, we hear about Derik’s passion for endurance sports, parenting two active daughters, and how customer KPIs shape project success. If you’re interested in quote-to-cash innovation, Salesforce RCA adoption, or industry-specific CPQ trends, this episode delivers expert perspectives you won’t want to miss. 🔗 Learn more about Spaulding Ridge at 📬 Contact Derik on LinkedIn
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🎙 From Blueprint to Breakthrough – Bill Barlas on CPQ, HubSpot & Xait CPQ
07/13/2025
🎙 From Blueprint to Breakthrough – Bill Barlas on CPQ, HubSpot & Xait CPQ
In this episode, we sit down with Bill Barlas, Co-Founder and Solution Architect at Quick2Bid, a fast-growing system integrator specializing in CPQ solutions for mid-market manufacturers and enterprise service providers. With over 10 years of CPQ experience, Bill shares his unique journey—from working on his first CPQ project at a plumbing company using Blueprint CPQ (now Xait CPQ) to building a consulting firm that tailors every solution from the ground up. We dive into: How Quick2Bid balances Xait CPQ, HubSpot CRM, and PandaDoc to deliver high-impact quoting solutions Why demand for product configuration on HubSpot is surging—and how they're meeting it The top 3 business drivers for CPQ buyers today: quote velocity, quote accuracy, and faster onboarding The shift away from Salesforce CPQ—and what customers are looking for instead Where AI fits into CPQ workflows (and where it doesn’t) How Quick2Bid delivers projects—time & materials for CPQ, fixed price for HubSpot Plus, we get personal: Bill opens up about his martial arts practice, homeschooling his three kids, and how his mother and Kevin Geraghty (Blueprint CPQ co-founder) helped shape his career. If you're selecting a CPQ solution or want to understand the evolving CPQ landscape—from 2D visual quoting to AI-driven insights—this episode is packed with real-world insights and practical takeaways. 🔗 Connect with Bill: LinkedIn: Email: 📍 Meet him at in San Francisco
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CPQ for the AI-Native Era – Chargebee’s Take with Nikhil Muralitharan
07/06/2025
CPQ for the AI-Native Era – Chargebee’s Take with Nikhil Muralitharan
In this episode of the CPQ Podcast, we’re joined by Nikhil Muralitharan, Senior Director of Product Marketing at Chargebee, to explore how modern CPQ solutions are evolving for software and digital service businesses. Nikhil shares his unique journey from software engineering to product marketing leadership—and how his career path mirrors his personal theme of "connecting the dots." We dive deep into Chargebee’s API-first, modular CPQ platform, built to support hybrid sales motions like PLG and sales-assisted selling—without maintaining separate catalogs or tech stacks. With customers ranging from $3M to $150M in revenue across the UK, Europe, ANZ, and North America, Chargebee offers out-of-the-box integrations with Salesforce, HubSpot, NetSuite, Sage Intacct, and over 60 other systems. Nikhil also discusses: Their AI-generated quote summaries and vision for CPQ in an AI-native world Why sales and finance teams should operate from a shared data foundation Chargebee’s approach to billing-first CPQ architecture, SOC 1/SOC 2 and ISO 27001 compliance A new guided selling experience launching later this year Their 6-stage implementation methodology and fast go-live timelines If you're looking for a CPQ solution designed for digital growth, flexible pricing models, and enterprise-grade compliance—this episode is a must-listen. 🔗 Learn more about Chargebee CPQ at 📬 Contact Nikhil on LinkedIn or via email Micro-demos of Chargebee CPQ: [Ungated]
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🎙️ CPQ Podcast: Tina Kung – 4 Generations of CPQ + Billing, Nue.io, and the Future of RevTech
06/29/2025
🎙️ CPQ Podcast: Tina Kung – 4 Generations of CPQ + Billing, Nue.io, and the Future of RevTech
In this episode, we’re joined by Tina Kung, Co-Founder and CTO of , a rising CPQ & Billing platform redefining the quote-to-cash experience for modern SaaS businesses. With a career spanning Ariba, Oracle, Zuora, Salesforce, CA Technologies, and more, Tina brings over two decades of experience building and evolving four generations of CPQ and Billing systems. 🔍 We discuss: Her journey from on-premise software to modern SaaS Key insights from working at Salesforce and Zuora, where cracks in the CPQ–Billing integration became clear to her How Amazon’s B2C user experience inspired her to rethink B2B ’s product strategy: real-time pricing, platform-agnostic architecture, and a unified data model The importance of empathy, resilience, and communication in solving complex RevOps challenges Why hybrid pricing models, mid-term changes, and renewals are critical in SaaS Her vision for AI in CPQ & Billing over the next 12 months The recent $20M Series A funding, the acquisition of Approvals Pro, and ’s plans for Dreamforce and Q3 events Tina also shares what sets apart from other CPQ vendors—and how their metadata-driven, Salesforce-native approach aims to eliminate handoffs between quoting and billing entirely. 🎧 Whether you're a CPQ buyer, system integrator, SaaS leader, or RevOps pro, this episode offers rare insights into the future of revenue technology. 🔗 Learn more about : 📊 Learn more about Nue.io in our CPQ Sales Report @ 📬 Contact Tina via LinkedIn or email
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How Twyn.ai Is Redefining Telco CPQ with AI and No-Code Simplicity – A Conversation with Frits Haas
06/22/2025
How Twyn.ai Is Redefining Telco CPQ with AI and No-Code Simplicity – A Conversation with Frits Haas
In this CPQ Podcast episode, Frank Sohn speaks with Frits Haas, consultant at Twyn.ai—a no-code, AI-powered platform purpose-built for the telecom industry. Based in South Africa and backed by Jurumani with 450+ employees, Twyn.ai delivers a unified OSS/BSS solution that includes CRM, CPQ, order management, help desk, and more. Frits shares how Twyn.ai empowers Tier 1 to Tier 3 telcos and ISPs across Africa, Europe, and beyond—offering end-to-end quoting, product configuration, and proposal workflows powered by NLP and intelligent automation. He explains how the platform’s rule-based configurator and geospatial tools help simplify complex telecom offerings, while real-time APIs enable seamless integration with systems like Salesforce, SAP, and Oracle BI. Beyond tech, Frits emphasizes that "people buy from people"—a lesson rooted in his role as a trusted advisor and his passion for competitive mounted archery on his farm near Johannesburg. Tune in to discover how Twyn.ai is changing the CPQ landscape for telcos—one digital twin at a time. This episode is packed with real-world advice for CPQ professionals, ServiceNow customers, and anyone interested in scaling smarter with AI, governance, and business-led configuration. 🔗 Connect with Frits Haas: 🌐 Learn more about Twyn.ai:
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Why Your Feedback Matters – A CPQ Podcast Community Update
06/15/2025
Why Your Feedback Matters – A CPQ Podcast Community Update
In this episode, Frank talks about CPQ Podcast listener feedback. We’ve heard from many of you that the podcast brings value in different ways—whether it’s preparing for job interviews, learning about new CPQ solutions, or gaining insights from inspiring leaders and fresh ways of thinking. To help more like-minded listeners discover the CPQ Podcast, we kindly ask you to leave an online review—especially on platforms like Apple Podcasts, Spotify, or Google Podcasts. Reviews make a big difference in helping others find the show. We also share a quick update and acknowledgment about the CPQ Sales Report, including its online availability and the latest edition. Finally, please note that registration for the June/July 2025 webinars will open on June 17. If you have any questions, feel free to reach out to us at —we’re happy to help!
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🎙️ CPQ Podcast | Upcoming Webinars for CPQ Buyers & Professionals
06/08/2025
🎙️ CPQ Podcast | Upcoming Webinars for CPQ Buyers & Professionals
In this special episode, host Frank Sohn shares exciting details about three upcoming webinars designed to help CPQ buyers, implementers, and decision-makers navigate the CPQ landscape more confidently. 🔹 June 24 (Date TBC) – Launch of the CPQ Briefing Subscription Get early access to exclusive insights on 15+ CPQ vendors, with 40+ briefings expected by year-end. Learn how this new resource can support your vendor research process. 🔹 July 9 (Date TBC) – CPQ Webinar auf Deutsch A German-language session covering the CPQ Sales Report and the CPQ Briefing Subscription—ideal for German-speaking CPQ professionals. 🔹 July 16 (Date TBC) – CPQ Selection Process at Novus CPQ Discover how the CPQ Briefing Documents, CPQ Sales Report, and our proven selection framework come together to help you choose the right CPQ solution. ✅ Perfect for: CPQ buyers, solution architects, sales ops leaders, and digital transformation teams 📺 Register, follow, or subscribe so you don’t miss out.
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Julian Hodges (Sneeyeg) on CPQ, ServiceNow, and Scaling Smart with Governance
06/01/2025
Julian Hodges (Sneeyeg) on CPQ, ServiceNow, and Scaling Smart with Governance
Looking for CPQ solutions and expert advice? In this episode of the CPQ Podcast, we're joined by Julian Hodges, Co-Founder of Sneeyeg, a ServiceNow system integrator specializing in CPQ, billing, and enterprise transformation. With over 20 years of experience from Amdocs, CloudSense, and Salesforce, Julian shares invaluable insights on achieving CPQ success. Discover why strong governance and effective modeling are crucial, and how focusing on business outcomes drives project success. Julian also discusses AI/ML in CPQ for cross-sell and up-sell, the challenges of customization versus configuration, and why large enterprises trust Sneeyeg for CPQ leadership. Tune in for essential CPQ guidance! He also dives into: Sneeyeg’s 100% focus on ServiceNow and partnerships with ISVs like Logik.ai and Aria Systems The challenges of customization vs. configuration in modern CPQ implementations How AI/ML is transforming CPQ—especially in cross-sell, up-sell, and retention strategies Why large enterprises in telco, tech, and utilities look to Sneeyeg for CPQ leadership What makes productization a smart move for services firms—and what Sneeyeg is planning next This episode is packed with real-world advice for CPQ professionals, ServiceNow customers, and anyone interested in scaling smarter with AI, governance, and business-led configuration. 🔗 Connect with Julian Hodges: 🌐 Learn more about Sneeyeg:
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🎙 CPQ & PLM Integration: Modular Architecture Insights with Kristian Madsen
05/25/2025
🎙 CPQ & PLM Integration: Modular Architecture Insights with Kristian Madsen
In this episode, Frank speaks with Kristian Frøstrup Madsen, a CPQ expert with over 13 years at CPC (now part of PDSVision), about how modular thinking is reshaping CPQ for complex manufacturing industries. They cover: How CPC approaches Modular Architecture, Modular PLM, and Modular CPQ Why a product-focused background leads to better CPQ outcomes than pure IT consulting The growing need to connect PLM and CPQ Practical insights on where AI adds value to CPQ projects—and where it doesn't Partnerships with leading CPQ vendors like Tacton, Configit and Epicor Kristian also shares a personal glimpse into his life near Denmark’s “Cold Hawaii,” where he surfs with his kids—and what keeps him passionate about solving complex configuration challenges. Whether you work in CPQ, PLM, or complex B2B manufacturing, this episode offers valuable perspectives on building smarter, modular configurators. 🔗 Listen now at 🌐 Learn more at 📍 Catch CPC at Smart Variant Con in Berlin, June 23–24
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Building a Top Salesforce Revenue Cloud Consultancy: Philip Cunningham's Insights
05/18/2025
Building a Top Salesforce Revenue Cloud Consultancy: Philip Cunningham's Insights
In this episode of the CPQ Podcast, we sit down with Philip Cunningham—CPQ veteran and co-founder of Shiftlogic—to explore his journey from the early BigMachines days through Oracle, SteelBrick, Salesforce, and now to leading one of Europe’s fastest-growing Salesforce Revenue Cloud consultancies. Philip shares how his experiences at global CPQ leaders shaped his vision for Shiftlogic, a bootstrapped firm that reached Summit Partner Status in under three years and is now delivering high-impact Revenue Cloud Advanced solutions across industries like manufacturing, automotive, high tech, and financial services. With a deep focus on Europe—including the UK, DACH, France, and the Nordics—Shiftlogic is thriving without outside investors, and Philip explains why that matters. We discuss: Why demand for Salesforce CPQ and Revenue Cloud Advanced is growing fast in 2025 How Shiftlogic’s company culture fuels feedback-driven growth and high performance Their plans to launch proprietary AI agents in response to growing customer demand What it takes to scale a specialized consultancy across diverse industries How Philip balances entrepreneurship with audiobooks and cycling If you're interested in Salesforce Revenue Cloud, CPQ innovation, or building founder-led consultancies in Europe—this episode is for you. Shiftlogic contact information: 📧 Email Philip: 🔗 Learn more about Philip Cunningham: 🌐 Visit Shiftlogic:
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🎙️ Services CPQ: Rethinking Pricing (Podcast w/ Tracey Shirtcliff)
05/11/2025
🎙️ Services CPQ: Rethinking Pricing (Podcast w/ Tracey Shirtcliff)
How do you bring structure to the chaos of service pricing? In this episode, Frank talks with Tracey Shirtcliff, founder of ScopeBetter, a "Services CPQ" platform helping creative agencies and consultancies ditch the spreadsheets and build scalable, repeatable pricing models. Tracey shares her journey from building Traffic Live to launching ScopeBetter, and why most of their competition is still Excel. You’ll hear about: Why service pricing is messy — and how to fix it How AI and automation are reshaping the billable hour The role of integrations, open APIs, and their 12-week implementation model What it means to give teams pricing consistency across roles, regions, and workflows From SaaS innovation to outdoor adventure and biohacking, Tracey’s passion for pushing limits comes through—don’t miss this unique look into the future of services CPQ. 🎧 Listen now: ScopeBetter contact information: Website: LinkedIn: #CPQ #ProfessionalServices #SaaS #ScopeBetter #Pricing #AI #B2B
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Revolutionizing IT Services Delivery: A Conversation with ScopeStack CEO Jon Scott
05/04/2025
Revolutionizing IT Services Delivery: A Conversation with ScopeStack CEO Jon Scott
In this CPQ Podcast episode, Frank Sohn welcomes Jon Scott, Co-Founder and CEO of ScopeStack. With nearly 20 years of experience in the IT services industry, Jon shares the story behind launching ScopeStack in 2018 to eliminate the chaos of spreadsheets and manual SOW creation. Learn how ScopeStack’s innovative platform bridges CRM and PSA systems, complements product CPQ solutions like Salesforce and NetSuite, and helps IT service providers deliver consistent, accurate project scopes. Jon discusses ScopeStack’s growth journey — from securing Series A funding with Cultivation Capital to serving clients across North America and Australia — and gives insights into their API-first architecture, PSA integrations, and emerging AI initiatives. Plus, Jon reflects on sales lessons learned, entrepreneurship challenges, and why getting back into golf is now on his personal to-do list. Whether you're focused on streamlining IT services, improving project planning, or exploring CPQ and PSA integrations, this conversation offers valuable real-world insights. Listen now to discover how ScopeStack is transforming IT service delivery for mid-market and enterprise organizations! ScopeStack contact information: Website: LinkedIn: YouTube:
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Reimagining CPQ: Speed, Control, and No-Code with Vendori's Ethan Garonzik
04/27/2025
Reimagining CPQ: Speed, Control, and No-Code with Vendori's Ethan Garonzik
In this CPQ Podcast episode, Frank Sohn speaks with Ethan, co-founder of Vendori, a fast-growing CPQ startup focused on reducing implementation time, cutting costs, and delivering faster ROI through a no-code, multi-tenant solution. Ethan shares his journey from Wall Street M&A at Merrill Lynch to leadership roles at SAP and Citrix, where he saw firsthand how traditional CPQ tools often caused more friction than they solved—especially for companies shifting to SaaS. That experience inspired him to create a better path forward. Vendori is built for B2B tech companies—hardware and SaaS—starting with 5-10 CPQ users and scaling into the hundreds. The platform offers subscription management, guided selling, and AI-assisted workflows, while boasting integrations with Salesforce, Hubspot, Oracle, SAP, Teams, and Slack—with some customers onboarded in under a day. In the episode, Ethan unpacks: Why many customers are three years into “18-month” CPQ rollouts How Vendori focuses on control and velocity The real role of AI in CPQ—and why price optimization isn't the holy grail What it means to build a CPQ company around family, faith, and community If you're exploring CPQ or rethinking your current solution, this is one episode you won't want to miss. Vendori contact information: Website: LinkedIn:
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Is AI in CPQ All Hype – or Just Getting Started?
04/20/2025
Is AI in CPQ All Hype – or Just Getting Started?
In this must-listen episode of the CPQ Podcast, we dive into one of the most talked-about trends in the Configure, Price, Quote (CPQ) space: Artificial Intelligence. Is AI in CPQ a game-changer today—or a promise for tomorrow? Join us as we explore the real-world state of AI in CPQ from the perspective of a seasoned CPQ expert (not an AI evangelist!). We cut through the hype and take a practical look at how AI is being used—right now—to improve quoting processes, enhance guided selling, personalize upsell strategies, and even write quote letters and automate testing. You'll learn: 🧠 Why AI excitement is high among vendors and analysts, but customer adoption (especially SMBs and mid-market companies) is still in early stages 🔀 How customers are navigating which AI to trust—Salesforce, SAP, Microsoft Copilot, open source LLMs, and more ⚙️ Real use cases for AI in CPQ—from automating approvals to predicting customer preferences ⚠️ What challenges still remain, including hallucinations, data security, and AI's “black box” behavior 💡 Why system integrators are building custom AI solutions for complex quotes, and how accurate those solutions really are Whether you're a CPQ professional looking to separate fact from fiction—or just curious how AI could make quoting faster and smarter—this episode delivers insightful and grounded takeaways you won’t want to miss. 👉 Tune in now to discover where AI in CPQ is heading—and if it’s worth your investment today. Send any questions or feedback you may have to Also check out our other CPQ Analyst offerings at
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How to Select the Right CPQ Solution — Key Tips and Trends
04/13/2025
How to Select the Right CPQ Solution — Key Tips and Trends
In this episode, we explore a key question: How do you choose the right CPQ solution? Many customers come to Novus CPQ with a long list of vendors—often 6 to 20. Using our proven process, including targeted questionnaires, we help reduce that to a focused shortlist of 6–8 top candidates. We explain how these lists are typically formed—from consulting partners, direct vendor outreach, internet research, personal contacts, and analyst reports. Once you're down to 3 vendors, our CPQ Sales Reports offer deep insights into leading solutions like SAP, Salesforce RCA, Bit2win, Xait, Engineering Intent, and Camos. We also discuss the most requested CPQ capabilities in the past year: 🤖 AI tools to sell faster and smarter 🧩 Modern architectures (headless, API-first, composable) 🌐 Omni-channel support for sales, partners, and e-commerce Plus, we touch on trends like analytics, subscriptions, and 3D/AR visualization. 👉 Tune in for expert tips to streamline your CPQ selection project and make better decisions faster.
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Navigating Quote-to-Cash, AI, and Consulting with Tom Stergios from Craton Consulting
04/06/2025
Navigating Quote-to-Cash, AI, and Consulting with Tom Stergios from Craton Consulting
In this episode of the CPQ Podcast, we sit down with Tom Stergios, co-founder of Craton Consulting, to explore his 35-year journey in the Quote-to-Cash space. Tom shares his experiences building high-impact consulting teams, including his leadership at ATG, where he scaled a 600-person Quote-to-Cash practice later acquired by Cognizant. We dive into Craton's role in the CPQ ecosystem, helping ISVs, system integrators, and investors navigate complex challenges. Tom discusses key trends in Salesforce CPQ and Billing, the challenges faced by what he calls "orphan revenue cloud customers," and how his firm helps businesses evaluate their best path forward. Beyond consulting, we explore AI’s growing role in CPQ, from automating provisioning and billing to enhancing sales and customer success. Tom also highlights the future of AI monetization, the shift toward usage-based pricing models, and what businesses must consider to stay competitive. Plus, we get a glimpse into Tom’s personal journey, his deep ties to Montana, and his passion for creating opportunities through consulting and talent development. Tune in for an insightful discussion on the future of CPQ, AI, and business transformation! Craton Consulting contact information: Website: LinkedIn: Learn from the Craton Advisor Network , a collective of seasoned quote-to-cash operators boasting over 200 years of combined experience across CRO, CFO, CIO roles, and more. Get practical, 'been there done that' insights alongside Craton Consulting's expertise. Craton Affiliated Entity contact information:
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Unpacking the CPQ Sales Report: Now Including SAP CPQ!
03/30/2025
Unpacking the CPQ Sales Report: Now Including SAP CPQ!
In this episode, we answer key questions about our own Industry Analyst Report, the "CPQ Sales Report." Exciting news—it’s now available for SAP CPQ! So far, we’ve released four reports covering Camos Software, Bit2Win, Xait, and Engineering Intent, with more coming soon, including Salesforce Revenue Cloud Advanced (RCA). We discuss why we created this report (because the world clearly doesn’t have enough industry analyst reports yet! 😄), what it includes, and how customers are using it. If you have any questions, feel free to reach out at .
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Interview with Kristofer Skyttner Founder & CEO of SkyMaker
03/23/2025
Interview with Kristofer Skyttner Founder & CEO of SkyMaker
In this episode of the CPQ Podcast, Frank sits down with Kristofer to dive into the evolution of DynaMaker, a platform that seamlessly integrates CAD and visualization software with CPQ vendors. Kristofer shares insights on how DynaMaker enhances usability for engineers, fosters community engagement, and advances API integration. They also discuss the growing demand for visual configuration in CPQ, highlighting how customers expect dynamic, interactive previews of their configurable products. Kristofer explains the benefits of parametric visualization, which enables real-time 3D model adjustments, reducing the reliance on static images and improving the quoting process. Additionally, the conversation touches on DynaMaker’s focus on the European market, its potential for U.S. expansion, and its partnerships with CPQ vendors like Tacton, Elfsquad, and Experlogix. Whether you're an engineer, a CPQ professional, or just interested in the intersection of visualization and automation, this episode offers valuable insights into the future of CPQ-driven visual configuration. DynaMaker contact information: Website: LinkedIn: YouTube:
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