CPQ Podcast

Frank Sohn

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.

  1. vor 1 Tag

    AI-Native CPQ, PQA & the Future of Quote Automation | Roadrunner.ai

    In this episode of the CPQ Podcast, Frank Sohn speaks with Tiffany Devlin-Drye, Head of Solution Architecture at Roadrunner.ai, about Roadrunner's view of the CPQ market and its AI-native approach to quoting, approvals, and revenue operations. Tiffany shares her background as a Salesforce CPQ developer, solution architect, and former system integrator before joining Roadrunner.ai. She explains why Roadrunner describes its platform as PQA — Prompt, Quote, Approve — and why the company believes traditional CPQ is being challenged by a new generation of AI-native quote automation platforms. The conversation covers Roadrunner's standalone platform, its Salesforce managed package, and its out-of-the-box connectors for systems such as Ironclad, DocuSign, NetSuite, Zuora, and Slack. Tiffany also discusses how prompt-based quoting can support complex scenarios, usage-based pricing, multi-year deal structures, real-time calculations, and approval workflows. A key topic is Roadrunner's implementation model. Tiffany explains why the company currently does not rely on system integrator partners and instead provides implementation teams directly as part of the first-year license. She also describes how Roadrunner uses AI to analyze existing CPQ implementations, requirements documents, and configuration logic to accelerate project delivery. This episode also explores the difference between AI-native and AI bolt-on approaches, the role of deterministic rules in preventing hallucinations in quoting, and why early Roadrunner customers include large SaaS and AI companies with complex pricing and approval requirements. For anyone evaluating the future of CPQ, Salesforce CPQ alternatives, AI-native quoting, quote-to-cash automation, or usage-based pricing, this episode provides a timely look at one of the newer entrants trying to redefine the category. 🔗 Learn more about Roadrunner at https://roadrunner.ai/ 📬 Contact Tiffany on LinkedIn at https://www.linkedin.com/in/tdevlindrye/

    31 Min.

  2. 28. Juni

    AI, No-Code CPQ & Quote-to-Service-to-Cash with MobileForce.ai

    In this episode of the CPQ Podcast, Frank Sohn speaks with Jagadish Bandhole, CEO and Founder of MobileForce.ai, about how CPQ is changing as AI, no-code administration, mobile workforces, and broader revenue operations requirements reshape the market. Jagadish describes himself as an engineer turned entrepreneur and shares how MobileForce has evolved since his last appearance on the CPQ Podcast in 2023. The discussion covers the company's move from Mobile Force Software to MobileForce.ai, why the shift is more than a rebrand, and how the company's approach has moved from AI-enabled toward AI-first while still recognizing that fully AI-native CPQ is an ongoing journey. The conversation also explores what CPQ customers can realistically expect from AI today. Topics include AI-assisted quote creation, automatic renewal quotes, catalog and price book updates, approval and pricing rule support, and upsell recommendations. At the same time, Jagadish explains why highly configurable products, complex rules, dynamic pricing, and cross-system orchestration remain difficult problems that require careful implementation and governance. Frank and Jagadish also discuss why CPQ projects are often delayed or fail, including poor documentation of current processes, unclear KPIs, and underestimating the need for ongoing business-led updates. The episode provides practical guidance for CPQ buyers, sales operations teams, RevOps leaders, and business analysts evaluating no-code CPQ platforms. Additional topics include CRM-agnostic CPQ, direct and indirect sales channels, partner portals, headless CPQ, offline mobile CPQ, field service integration, and quote-to-service-to-cash workflows for manufacturing, industrial, trade, and service-oriented businesses. 🔗 Learn more about mobileforce at https://mobileforce.ai/  📬 Contact Jagadish on LinkedIn at https://www.linkedin.com/in/jagsband/

    33 Min.

  3. 22. Juni

    Short Update: Free CPQ Research Access Until July 17

    In this short CPQ Podcast update, Frank Sohn shares a temporary Novus CPQ research access window running from June 18 to July 17. During this period, visitors can request one free CPQ Vendor Briefing from the Novus CPQ Briefing Library. In addition, selected CPQ Sales Reports are available through sponsored free access, starting with camos CPQ 365 and soon Engineering Intent / kBridge. The Yagna iQ Customer Pulse Report on recurring revenue and renewals is also available after registration. This short episode explains what is available, who the resources may be useful for, and where listeners can find the relevant pages on novuscpq.com. CPQ Briefing Subscription https://novuscpq.com/cpq-briefing-subscription/  CPQ Sales Report https://novuscpq.com/cpq-sales-report/  Yagna iQ Customer Pulse Report:  https://novuscpq.com/resources/

    6 Min.

  4. 14. Juni

    Salesforce CPQ End of Sale: What Should Customers Do Next?

    In this solo episode of the CPQ Podcast, Frank Sohn discusses why many organizations are reassessing their Salesforce CPQ roadmap, what the shift toward Salesforce's newer Revenue Cloud and Agentforce Revenue Management direction may mean, and why customers should evaluate their next step through a practical lens: CPQ fit, technical debt, ERP integration, lifecycle requirements, administrative capacity, and total cost. Frank also discusses four possible paths Salesforce CPQ customers may consider: maintaining the current Salesforce CPQ environment, rebuilding in the newer Salesforce revenue architecture, evaluating adjacent CPQ solutions, or pursuing a hybrid CRM/ERP-connected approach. Frank is also running a LinkedIn poll to better understand how Salesforce CPQ customers, partners, and the broader CPQ community are responding to the End-of-Sale announcement. The goal is to reach at least 150 responses, with input from existing Salesforce CPQ customers especially valuable. Please participate in the poll here: https://www.linkedin.com/posts/franksohn_cpq-salesforcecpq-revops-ugcPost-7467355151666851842-TPBl/?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAAU2i0BWKhaM_S5HnJZQ0umyO26waCmOM8

    12 Min.

  5. 7. Juni

    G2 CEO Godard Abel on AI, AEO, Reviews, and the Future of CPQ Buying

    In this episode of the CPQ Podcast, Frank Sohn speaks with Godard Abel, co-founder and CEO of G2, about how AI, software reviews, and answer engines are changing the way companies evaluate CPQ and enterprise software. Godard shares G2's key priorities for 2026, including AI transformation, the integration of Gartner Digital Markets, and the growing importance of trusted software review data. With the acquisition of Capterra, Software Advice, and GetApp, G2 now works with more than 6 million reviews and a significantly larger buyer audience. This creates new opportunities for software buyers, CPQ vendors, and AI-driven recommendation engines. The conversation also explores how more CPQ buyers are starting their research journey in tools like ChatGPT, Gemini, and Claude instead of relying only on Google searches, analyst reports, or traditional review sites. Godard explains why Answer Engine Optimization, or AEO, is becoming increasingly important and how it relates to SEO. He also discusses how G2 is optimizing content for both human buyers and AI agents. Frank and Godard also talk about the role of AI in CPQ, including where AI can help with research, software comparison, and decision support, and why human judgment remains important for complex CPQ evaluations. Godard also shares G2's plans around AI blueprints, AI-enabled software identification, and the future of cross-system automation. Beyond technology, Godard discusses G2's PEAK values — Performance, Entrepreneurship, Authenticity, and Kindness — as well as Pledge 1%, entrepreneurship, and his personal experience completing the Leadville 100 mountain bike race. This episode is especially relevant for CPQ buyers, CPQ vendors, software evaluators, revenue leaders, and anyone interested in how AI is reshaping enterprise software selection.  🔗 Learn more about G2 at https://www.g2.com/   📬 Contact Godard on LinkedIn at https://www.linkedin.com/in/godardabel/

    39 Min.

  6. 24. Mai

    Conga Advantage CPQ, Conga Smart CPQ, AI Agents & Pricing Optimization with Rohit Chhabra

    In this episode of the CPQ Podcast, Frank Sohn speaks with Rohit Chhabra, Chief Product Officer at Conga, about Conga's CPQ strategy, the role ofConga Smart CPQ, and how AI is becoming a broader part of the quote-to-cash and commercial operations landscape. Rohit shares insights from more than 25 years of business, engineering, and product leadership experience, including how his background shapes the way he works with teams, prioritizes product investments, and focuses on customer outcomes. He also discusses his involvement with the Juvenile Diabetes Research Foundation / Breakthrough T1D and how that personal connection has influenced his views on leadership, urgency, and mission-driven work. The conversation covers Conga's two CPQ product lines: Conga Advantage CPQ and Conga Smart CPQ. Rohit explains why the solutions address different customer segments and industry requirements, and why Conga plans to continue investing in both offerings rather than forcing them into a single product path. A key topic is the role of pricing optimization and pricing explainability, especially following Conga's acquisition of PROS. Rohit also discusses Conga's broader AI approach across CPQ, pricing, contract lifecycle management, and document automation, including sales agents, redline-related AI capabilities, admin AI for rule maintenance, and a unified AI technology stack. Listeners will also hear Rohit's perspective on integration strategy, including Conga's OEM relationship with Workato, expansion beyond Salesforce and Microsoft Dynamics, potential HubSpot CRM support, and how Conga prioritizes its roadmap using a business-outcome-based approach. This episode is especially relevant for anyone interested in CPQ software, pricing optimization, AI in quote-to-cash, revenue lifecycle management, CLM integration, and the future direction of Conga's CPQ portfolio. 🔗 Learn more about Conga at https://conga.com/  📬 Contact Rohit on LinkedIn at https://www.linkedin.com/in/rohitchhabra1/

    33 Min.

  7. 17. Mai

    CPQ for Shopify, HubSpot, and eCommerce: Parag Jagdale on Quotific and Unific

    In this episode of the CPQ Podcast, Frank Sohn speaks with Parag Jagdale, Co-Founder and CEO of Unific, about the continued evolution of Quotific, Unific's CPQ and quoting solution for eCommerce-driven businesses. Parag explains how Quotific has developed since his last appearance on the podcast, including deeper integration with Shopify, support for customer-specific price lists, location-based inventory visibility, and improved product catalog search capabilities. He also discusses why Shopify's recent B2B-related enhancements are creating new opportunities for companies that need a more connected quote-to-order process. A major theme of the conversation is the growing need to reduce fragmentation between eCommerce, CRM, quoting, pricing, approval, and order management processes. Parag shares why many customers want sales teams to work primarily inside HubSpot, while still connecting quoting and ordering activity with Shopify. He also explains why Unific has chosen to focus more deeply on Shopify and HubSpot before expanding its integration efforts with platforms such as Salesforce or Microsoft Dynamics. The discussion also covers common challenges in B2B eCommerce and high-ticket B2C selling, including pricing complexity, discount approvals, fragmented workflows, and the difficulty of changing sales rep behavior. Parag shares examples from customer conversations and explains why time savings, easier quote management, and a smoother buyer experience are key adoption drivers. Toward the end of the episode, Frank and Parag discuss the role of AI in CPQ, including product recommendations, customer segmentation, and the potential for AI to improve the buying experience in eCommerce-focused CPQ scenarios. This episode is especially relevant for anyone interested in CPQ, eCommerce CPQ, Shopify CPQ, HubSpot quoting, B2B eCommerce, quote-to-order automation, and the future of AI in CPQ. 🔗 Learn more about Unific at https://www.unific.com/ 📬 Contact Parag on LinkedIn at https://www.linkedin.com/in/paragjagdale/

    30 Min.

  8. 10. Mai

    Scaling RevOps: From $100M Growth to AI-Powered CPQ with Siva Rajamani

    In this episode of the CPQ Podcast, host Frank Sohn sits down with Siva Rajamani, the Co-Founder and CEO of Everstage, to discuss the evolving landscape of Revenue Operations and the critical role of Configure, Price, Quote (CPQ) software in modern business. Siva shares his journey from managing Revenue Operations at Freshworks—where he witnessed the company scale from $10M to $100M ARR—to founding Everstage in 2020. Having seen firsthand how pricing changes can disrupt downstream operations, Siva built Everstage to empower RevOps and Finance teams with a strategic, no-code platform. What You'll Learn in This Episode: The Evolution of Everstage: How a platform with 300+ enterprise customers for incentive compensation expanded into a cutting-edge CPQ solution in October 2024. AI & Agent-Led Innovation: How Everstage is leveraging AI and intelligent agents to automate code creation and simplify the user experience for sales reps. Market Focus & Growth: Why Everstage is prioritizing the tech industry for its CPQ rollout and its ambitious goal to add 150 new CPQ customers this year. Complex Pricing & Integrations: A deep dive into the platform's ability to handle subscription pricing, ramp deals, usage-based models, and 100+ out-of-the-box integrations including Salesforce, HubSpot, NetSuite, and Stripe. The Human Side of Tech: Siva talks about his life as a "Girl Dad" and the importance of staying grounded while scaling a global startup. Whether you are a RevOps professional, a finance leader, or a CPQ enthusiast, this conversation offers a masterclass in building scalable systems that drive revenue growth. 🔗 Learn more about Everstage at https://www.everstage.com/  📬 Contact Siva on LinkedIn at https://www.linkedin.com/in/sivasrajamani/ Don't forget to subscribe to the CPQ Podcast on YouTube and your favorite podcast platform for more insights into the world of Quote-to-Cash!

    32 Min.
Alle anzeigen (100)

Bewertungen und Rezensionen

5
von 5
3 Bewertungen

Info

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.

Informationen

  • Erstellt von
    Frank Sohn
  • Jahre aktiv
    2017 - 2026
  • Folgen
    100
  • Bewertung
    Unbedenklich
  • Copyright
    © Novus CPQ Consulting, Inc.
  • Sendungswebsite
    CPQ Podcast

Das gefällt dir vielleicht auch