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A strong CPQ foundation matters more than the next hundred tools

A strong CPQ foundation matters more than the next hundred tools

by Daniel Kube | Sep 15, 2026 | Blog Post, Category Insight, CPQ, CPQ Strategy, Listicle

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,...
Hybrid pricing pays. Until the deal changes.

Hybrid pricing pays. Until the deal changes.

by Malika Durrani | Aug 18, 2026 | Blog Post, Category Insight, CPQ, CPQ Strategy, Hybrid Pricing, Thought Leadership

 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...
The vanity of velocity: speed to quote and the Iteration Toll

The vanity of velocity: speed to quote and the Iteration Toll

by Daniel Kube | Jul 29, 2026 | AI and Finance, Blog Post, Office of the CFO, Thought Leadership

In complex B2B deals, a fast first quote can be a vanity metric that quietly kills your margins. The real bleed happens in the revision loop: the messy, unmeasured middle mile where deals leak margin, consume scarce specialist hours, and stall in internal queues....
What Is a Commercial Control Plane?

What Is a Commercial Control Plane?

by Daniel Kube | Jul 14, 2026 | AI and Finance, Blog Post, Revenue Architecture, Revenue Lifecycle Management, salesforce alternative, Thought Leadership

A 2026 CFO guide to pricing, margin, and AI quotes: where commercial authority should live, and how to prove the rule applied to a deal was the rule Finance intended. Executive summary A commercial control plane is the governed layer where an enterprise defines and...
Most enterprise deals are not lost. They are mis-shaped.

Most enterprise deals are not lost. They are mis-shaped.

by Daniel Kube | Jul 1, 2026 | AI and Finance, Blog Post, Revenue Lifecycle Management, Thought Leadership

Executive summary Enterprise deals rarely fail in the negotiation. Instead, they are mis-shaped months earlier, in the unstructured phase where complex solutions are designed. The damage hides in the Missing Mile, the ungoverned gap between what sales quoted and what...
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Recent Posts

  • A strong CPQ foundation matters more than the next hundred tools September 15, 2026
  • AI depreciates, context appreciates. September 9, 2026
  • Your CPQ Vendor Was Acquired: 7 Questions to Ask Before Renewal September 3, 2026
  • Salesforce CPQ is not end of life. That is the harder problem. September 1, 2026
  • Your Q4 quotes are next year’s audit file August 25, 2026

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