Executive summary Legacy CPQ is any pricing system that fails one of five conditions, whatever its age. Can someone new read the rules? Can you replay an old quote? Will the logic leave with you? Does each deal teach it something? Is anyone extending it as your market...
Dreamforce 2026 ran from 15 to 17 September at Moscone Center in San Francisco. Salesforce launched AIforce and Koa, its first CRM reasoning model. For revenue teams, though, the message was simpler. AI can recommend a price. Something deterministic has to decide...
Capital, the buying committee, and accountability, not AI claims, will decide which of Forrester’s 31 CPQ vendors survive. The 2026 evidence, and seven questions to put to any vendor this week Executive Summary Forrester’s Q2 2026 report on configure,...
Agent identity decides who may act. Only a written rule decides the price, the margin, and the term your business commits to. Executive summary Today your deal desk decides what a non-standard price may be. Soon a quoting agent will decide it too, and far faster....
Ten controls make a CPQ foundation strong. Two tests tell you whether yours is, before you buy the next tool. Executive summary Complex quoting has not changed, and neither has the CPQ foundation underneath it. It still comes down to a catalog somebody maintains,...
Executive summary Hybrid pricing won the argument. In the twelve months to May 2026, the share of B2B software companies running a hybrid model went from 25% to 37%, per Growth Unhinged’s survey of 230+ practitioners, and Benchmarkit’s 2026 metrics put...
