Industry Experts
A strong CPQ foundation matters more than the next hundred tools
Independent analyst MGI Research puts CPQ implementation failure at 30 to 35 percent and blames how buyers choose, not what they chose. Daniel Kube sets out the ten controls that make a strong CPQ foundation, why AI raises the cost of a weak one, and two tests you can run this quarter without buying anything.
AI depreciates, context appreciates.
Every competitor can rent the same model. They cannot rent your pricing rules, product dependencies, customer terms, approval logic, and contract history. Daniel Kube on why model selection is procurement, context ownership is strategy, and how to test your own commercial context on ten historical quotes.
Your CPQ Vendor Was Acquired: 7 Questions to Ask Before Renewal
A CPQ vendor acquisition changes what your renewal is worth before the price moves. Seven questions, each with the role that owns the answer and the wording to put in writing, cover the notice window, contracting entity, lifecycle, price protection, migration funding, historical quote logic, and integrations. Then four decisions: renew, renegotiate, evaluate, or migrate.
Salesforce CPQ is not end of life. That is the harder problem.
Salesforce removed the deadline. That is the risk. A five-line worksheet, four framing questions, and five RFP tests, all runnable without talking to any vendor.
Your Q4 quotes are next year’s audit file
AI made your quotes faster. Gartner’s 2026 data says speed was the wrong half of the problem. On offers launched this year on consumption or outcome terms, nobody has costed the floor at the top of the range. Nineteen working weeks remain.
Hybrid pricing pays. Until the deal changes.
Hybrid pricing won the market. Then the amendments started. The 2026 data on where hybrid contracts break, a 24 hour test any finance or revenue team can run, and the governance layer that closes the gap..
Top 5 best CPQ for technology service providers in 2026, ranked on governance and lifecycle change
Twelve platforms assessed, five ranked, every claim sourced. Why governance beats feature count in 2026, and where each platform stops.
The $3.8T PE exit backlog: why cross-selling shouldn’t wait for CRM consolidation
Private equity holds $3.8 trillion in unsold assets. The cross-sell thesis in most buy-and-build decks is waiting on CRM consolidation it does not need. Here is how a commercial control plane unlocks multi-CRM cross-selling and finance-grade pricing governance before diligence starts.
Deterministic AI governance: 5 reasons AI revenue projects fail in 2026, and how to fix each one
By 2027, Gartner expects 40% of enterprises to pull their AI agents from production over governance gaps, not technical ones. Here are five reasons AI revenue projects fail in 2026, grounded in current Gartner, McKinsey, Deloitte, BCG, and Forrester research, and how deterministic AI governance prevents each one.
Your sovereign cloud offer is a catalogue problem, not a data centre problem
Everyone tells European MSPs sovereign cloud is a growth engine. Nobody tells them the bottleneck is their catalogue. Daniel Kube on the sovereignty catalogue multiplier, the five tests of quoting readiness, and why the winners will attach evidence, not adjectives.
Salesforce CPQ End of Sale: enjoy the rest of summer, but decide before fall planning locks.
Salesforce CPQ is End of Sale, not End of Life. Nothing shuts off, but the real deadline is your Q4 planning calendar. Daniel Kube lays out the verified facts, a six week plan, and an honest map of the three realistic paths before fall planning locks.
The vanity of velocity: speed to quote and the Iteration Toll
A fast first quote can hide a slow, expensive deal. Daniel Kube introduces the Iteration Toll and the five-deal audit that reveals your true revision cost.
Cost-to-serve: why strong NRR can still destroy margin at renewal
Strong NRR does not guarantee strong profit. This CFO guide explains how cost-to-serve exposes margin erosion hidden inside usage growth and renewals, and gives finance seven numbers to run on its top five contracts this week.
What Is a Commercial Control Plane?
Most enterprises already run a commercial control plane. It is made of inboxes, spreadsheets, and tribal knowledge, and it runs at human speed. This 2026 CFO guide defines the governed alternative, separates it from CPQ and the CRM, and gives you three instruments to measure the gap before buying anything.
Who Owns the Price When an Agent Quotes It? The RevOps Operating Model for the Agentic Era
Every major platform now ships AI agents that draft quotes. None of them ships the org chart. Daniel Kube introduces the Two-Lane RevOps operating model: run the simple lane on induction, protect the complex lane with governed judgment, and know who owns the price.
Most enterprise deals are not lost. They are mis-shaped.
Enterprise deals are not lost in the negotiation. They are mis-shaped months earlier, in the Missing Mile between what sales quoted and what finance can explain. Here is where complex deals break, backed by 2026 data from Gartner, Forrester, IDC, TSIA, and nine named finance and revenue leaders.