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 https://www.salesforce.com/sales/revenue-lifecycle-management

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

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 https://www.hubspot.com/products/commerce/cpq 📬 Contact Adam on LinkedIn https://www.linkedin.com/in/awainwright/

Contact Adam via email at [email protected]

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 https://www.aleran.com/ 📬 Contact Tarak on LinkedIn https://www.linkedin.com/in/tarak-patel-a6aa434/

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 https://www.configon.com/en/ 📬 Contact Matthias on LinkedIn https://www.linkedin.com/in/matthias-radner/

Contact Matthias via email [email protected]

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: https://novuscpq.com/subscriptions-cpq-circle

• CPQ Channel on YouTube: https://www.youtube.com/@cpqchannel

• All Novus CPQ Subscriptions: https://novuscpq.com

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!

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 https://www.logik.io/

📬 Contact Chris on LinkedIn https://www.linkedin.com/in/christopher-shutts-0622237/ or email [email protected]

📬 Contact AJ email [email protected]

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 https://veloceapps.com/ 📬 Contact Don on LinkedIn https://www.linkedin.com/in/donkhamapirad/

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 https://www.spauldingridge.com/ 📬 Contact Derik on LinkedIn https://www.linkedin.com/in/derikquinn/

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: William Barlas Email: [email protected] 📍 Meet him at HubSpot INBOUND in San Francisco

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 https://www.chargebee.com/cpq 📬 Contact Nikhil on LinkedIn https://www.linkedin.com/in/nikhilmuralitharan/ or via email [email protected]

Micro-demos of Chargebee CPQ: [Ungated] https://www.chargebee.com/cpq/demo/