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: https://novuscpq.com/cpq-podcast-2025/ 

ScopeBetter contact information:

• Website: https://www.scopebetter.com/ 
• LinkedIn: https://www.linkedin.com/in/traceyshirtcliff/ 

#CPQ #ProfessionalServices #SaaS #ScopeBetter #Pricing #AI #B2B

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: https://scopestack.io/ 
• LinkedIn: https://www.linkedin.com/in/scopestackjon/ 
• YouTube: https://www.youtube.com/@scopestack/featured 

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: https://vendori.com/ 
• LinkedIn: https://www.linkedin.com/in/ethan-garonzik-1565aa2b/ 

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 [email protected]

Also check out our other CPQ Analyst offerings at https://novuscpq.com/cpq-sales-report/ 

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.

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: https://cratonconsulting.com/ 
• LinkedIn: https://www.linkedin.com/in/tom-stergios/ 

Learn from the Craton Advisor Network https://cratonconsulting.com/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: 

• https://thewholegroup.com
• https://www.ravusinc.com
• https://www.theinsightstudio.com 

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 [email protected].

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: https://dynamaker.com/ 
• LinkedIn: https://www.linkedin.com/in/kristofer-skyttner/ 
• YouTube: https://www.youtube.com/@dynamaker 

In this episode of the CPQ Podcast, we sit down with Leon Panjtar, Co-Founder & CEO of SaleSqueze, to explore his journey from industrial automation and robotics to transforming manufacturing sales. Leon shares insights on how his company is simplifying complex manufacturing processes through CPQ and digital transformation, making sales and product configuration more accessible to non-technical users.

We discuss SaleSqueze's growth strategy, including its $1.5M seed funding, upcoming Series A round, and expansion into the US market. Leon also provides a deep dive into the platform’s architecture, with a focus on capabilities for dealer networks, API integrations with Microsoft Dynamics and SAP, and upcoming AI-powered automation for sales and order processing.

Join us as we unpack the post-Covid shift in manufacturing, the role of 3D configurators and CAD integrations, and why mid-market manufacturers are prioritizing efficiency and automation. Plus, get a glimpse into Leon’s personal life—from his passion for travel to coaching a successful handball team.

🚀 Tune in now to hear Leon’s take on the future of CPQ and manufacturing automation!

SaleSqueze contact information:

• Website: https://salesqueze.com/ 
• LinkedIn: https://www.linkedin.com/in/leonpanjtar/ 
• YouTube: https://www.youtube.com/@SaleSquezeCPQ
• Fit Show Birmingham https://www.fitshow.co.uk/

From dot-com dreams in Prague to cutting-edge 3D CPQ with AI, dive into the journey of Matthew Gertner, CEO of Salsita Software. Discover how his unique background in linguistics and computer science fuels a company revolutionizing custom product sales. We explore the rise of web-based CPQ, the power of 3D configurators, and how AI is shaping the future of online sales. Learn how Salsita is helping businesses, especially those in custom manufacturing, simplify complex pricing and reach global audiences. Tune in to hear about their innovative tech stack and why they believe AI-assisted configurator creation is the next big thing. Connect with Matthew and his team at salsita.ai.

Salsita Software contact information:

• Website: https://salsita.ai/
• LinkedIn: https://www.linkedin.com/in/matthewgertner/