CPQ Podcast

Frank Sohn
  • 4.9 (14)
  • Business
  • Updated Weekly

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. Aug 2

    From Salesforce CPQ to Agentforce Revenue Management | ShiftLogic.io

    Salesforce CPQ is officially end of sale — but what does that actually mean for your business, and where do you go from here? In this episode, host Frank sits down with Jamie Trigg and Timo Taipale from ShiftLogic.io to unpack the shift from Salesforce CPQ to Agentforce Revenue Management (ARM), and why this transition is a full revenue transformation, not just a platform swap. Jamie brings nearly 20 years of CPQ experience, from the early days at Big Machines and Steelbrick through a long run in Salesforce Revenue Cloud. Timo shares his journey as a self-described "accidental admin" who chose Revenue Cloud over Steelbrick CPQ during a greenfield implementation, long before joining ShiftLogic.io. Frank, Jamie, and Timo also examine why "end of sale" doesn't mean "end of life," and why experienced CPQ practitioners often find ARM the hardest transition to make — thanks to a deeply ingrained "quote-centric" mindset that doesn't always translate cleanly to a revenue-centric world. In this conversation we cover: Why the real urgency behind ARM adoption comes from customers wanting more capability, not from Salesforce forcing a switch Why experienced CPQ practitioners often struggle most with the shift to ARM How to tackle technical debt and legacy CPQ rules with a "vision lock" approach The difference between engineering CPQ and sales CPQ, and where ARM fits for manufacturing and complex products How AI and Agentforce adoption is accelerating across CPQ and revenue lifecycle management Real customer adoption patterns, typical implementation timelines, and what to expect from a Salesforce CPQ to Revenue Cloud migration If you're a Salesforce CPQ admin evaluating your next move, a revenue operations leader planning an ARM implementation, or simply curious about where CPQ and revenue management are headed, this episode offers grounded, practitioner-level insight from two people who've lived it on both sides of the table. Learn more: ShiftLogic.io · Jamie Trigg on LinkedIn · Timo Taipale on LinkedIn Don't forget to subscribe on YouTube and your favorite podcast platform.

  2. Jul 26

    AI and CPQ: Revenue Cloud, System Integrators, and the Future of Configure Price Quote

    With Javed Jafar, CPQ and Billing Expert with 20+ years of experience across enterprise implementations, advisory work, and customer-side transformation programs. How will AI change CPQ for customers, vendors, system integrators, and CPQ professionals? In this episode, Javed shares his perspective on why AI is not replacing CPQ expertise, but changing what good CPQ expertise looks like. Routine configuration work, documentation, testing, and delivery tasks are becoming easier to accelerate with AI tools. At the same time, deep domain knowledge is becoming more important, since customers still need experts who can recognize incorrect AI output, manage complexity, and translate business requirements into scalable commercial processes. Frank and Javed also discuss how AI is changing expectations for system integrators, as customers increasingly expect more value for every professional services dollar — a shift that may push the market toward fixed-price offerings, reusable accelerators, boutique specialists, and AI-enabled delivery models. They also examine the current business climate around AI adoption, including why many organizations are investing in AI tools but still struggle to demonstrate measurable ROI. In CPQ specifically, Javed sees many companies experimenting with automation and AI assistance, while true agentic CPQ adoption is still in the early stages. In this conversation we cover: Why AI is changing what good CPQ expertise looks like, not replacing it How AI is accelerating configuration, documentation, testing, and delivery work Why deep domain knowledge matters more as AI output needs expert review How AI is reshaping expectations and pricing models for system integrators The gap between AI investment and measurable ROI in CPQ today The state of agentic CPQ adoption and Salesforce Agentforce Revenue Management The impact of legacy CPQ end-of-sale messaging The shift from rule-based to constraint-based thinking What types of customers benefit most from AI-first, API-driven revenue architecture If you are a CPQ customer, part of a Salesforce Revenue Cloud team, a system integrator, a CPQ vendor, or a revenue operations leader trying to understand how AI will reshape Configure, Price, Quote over the next few years, this episode offers a grounded, experience-based perspective. Learn more: Javed on LinkedIn

  3. Jul 19

    AI-Powered CPQ Explained: Stan Chirk on Building Talkulate AI CPQ

    Can AI actually replace the sales engineer in complex product configuration — without sacrificing accuracy? In this episode of the CPQ Podcast, host Frank sits down with Stanislav "Stan" Chirk, founder of R[ai]sing Sun, an EU-based AI solutions company building custom AI agents for B2B companies. Stan walks us through his journey from engineering and entrepreneurship into the world of Configure, Price, Quote (CPQ), and how that combination led him to found R[ai]sing Sun just over a year ago. We dig into the company's "AI-native" philosophy — building AI-first rather than retrofitting AI onto legacy systems — and their guiding principle: no AI for the sake of AI. The conversation centers on R[ai]sing Sun's flagship product, Talkulate AI CPQ, a self-service configurator that guides buyers through complex product decisions and delivers instant, accurate quotes — no sales engineer required. Frank pushes Stan on one of the biggest questions in AI-driven CPQ: how do you guarantee deterministic, repeatable outputs when generative AI is involved? Stan explains how structured product databases and rule-based logic keep quote generation accurate, even while the upfront sales conversation stays flexible. You'll also hear about R[ai]sing Sun's phased delivery model (including a bold promise to walk away from projects that don't hit KPIs), a typical 3–5 week go-live timeline, their traction in medical and engineering industries, and how AI-native CPQ stacks up against established, traditional platforms. Whether you're a CPQ practitioner, a sales operations leader, or simply curious about how AI agents are reshaping B2B quoting and configuration, this episode offers a grounded, practical look at where AI-powered CPQ is headed.   🎥 Stick around for a separate demo video showing Talkulate AI CPQ in action, configuring a real-world "home media server" request from scratch. 🔗 Learn more about R[ai]sing Sun at https://r-sun.ai/  📬 Contact Stan on LinkedIn at https://www.linkedin.com/in/stani-chirk/

  4. Jul 12

    Why AI Agents Fail at CPQ — and How to Fix It with Dr. Sanjay Mittal

    Can you trust an AI agent to configure your products, apply your pricing rules, and generate an accurate quote — every single time? According to Dr. Sanjay Mittal, founder of Predictika.ai and one of the original pioneers of constraint-based product configuration, the answer right now is: not without guardrails. In this episode of the CPQ Podcast, Sanjay breaks down one of the most underappreciated risks in enterprise AI adoption — logic hallucinations. Unlike factual hallucinations, where an AI simply makes up information it doesn't have, logic hallucinations happen when an AI has all the right facts but still applies your business rules, constraints, and pricing policies incorrectly. For CPQ, where 100% correctness and completeness are non-negotiable, that gap can mean revenue leakage, incompatible configurations, and costly disputes with customers. Sanjay speaks from deep experience. He founded Selectica in 1996, building constraint-based CPQ solutions for Cisco, IBM, GE, and Dell — guaranteeing 100% configuration correctness at scale. Cisco ran on their platform for 15 years. Today, at Predictica.ai, he's applying the same deterministic reasoning engine as a co-pilot alongside large language models, letting LLMs handle natural conversation while a constraint engine validates every output before it reaches the customer. In this conversation we cover: The difference between factual and logic hallucinations in LLMs Why probabilistic AI and deterministic CPQ are fundamentally mismatched What "correct and complete" really means in product configuration How a deterministic co-pilot architecture bridges that gap What questions enterprise buyers should ask any CPQ vendor adding AI If you're evaluating AI-powered CPQ, building one, or just trying to understand where the hype ends and the real engineering begins — this episode is for you. 🔗 Learn more about predictika at https://predictika.com/  📬 Contact Sanjay on LinkedIn at https://www.linkedin.com/in/sanjaymittal/

  5. Jul 5

    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/

  6. Jun 28

    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/

  7. Jun 22

    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/

  8. Jun 14

    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

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4.9
out of 5
14 Ratings

About

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.

Information

  • Creator
    Frank Sohn
  • Years Active
    2017 - 2026
  • Episodes
    420
  • Rating
    Clean
  • Copyright
    © Novus CPQ Consulting, Inc.
  • Show Website
    CPQ Podcast

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