While our CPQ Leadership Series is still going on (check it here if you like) I want to share some interesting, interim learnings from these documents. But first of all I want to thank all participating CPQ industry leaders to take the time to answer these questions! I know you are very busy and that you made time [...]
After helping a number of SMB businesses (with less than 1,000 employees) to evaluate and select a CPQ tool I want to share some tips that should help with the Request for Information process as well as with the actual selection process. While this should provide anyone a basic guidance how to evaluate a CPQ [...]
1.Not everyone needs to agree If you want to get anything done in a CPQ Project you can't try to please everyone. If you wait until every Person or Team had a chance to follow up with everyone that might have some interest in the outcome of a decision we will drag down enthusiasm, accountability and the general agility [...]
You probably know the famous 1997 “Think different” Ad campaign from Apple. If you don’t the original ad is here . I saw it again recently and thought it still has a very powerful and inspiring message. Since I focus on Configure-Price-Quote (CPQ) I was wondering if this can be used to generate some inspiration for the [...]
To make sure your Configure-Price-Quote (or larger Sales) Transformation investment gets the desired results you should pay close attention to the following three Change Management tasks. This is critical because a CPQ process and tool is meant to be used by people! It may be people from your Sales Teams, people from your Channel Partners or your [...]
The short answer is “No”! While I recommend to everyone, who is interested to learn more about Configure/Price/Quote (CPQ) products, to go to Software Review Sites like G2Crowd.com, capterra.com and trustradisus.com . These sites have some interesting information but they do not replace engaging a trusted CPQ advisor when you investigate or select a CPQ tool! These sites are good [...]
We are excited to announce the CPQ Leadership Series. This set of documents features thoughts from executive leaders (CEO, Founder and other C-level executives) of successful Configure/Price/Quote (CPQ) Software Vendors. Every leader answers the same questions which come from three different areas Personal questions like favorite books, people they admire etc. Questions about their own [...]
by Guillermo Martinez Let me start today by saying that the intent of this document, is not to imply that the scrum framework is better than a traditional waterfall methodology or that scrum is only a suitable framework for CPQ kind-of projects. The intent of the following lines, is to reflect on how, in my [...]
OMG heresy from a Configure/Price/Quote (CPQ) advisor right? Or is it? Before we go ahead and clarify the headline above let’s look at this statement from a startup company point of view. Imagine that you just founded a new Software company and you (and maybe some partners) do all the necessary work yourself to build [...]
by Guillermo Martinez Project Sponsors and Steering Committees have similar roles in a CPQ project (or any project, as a matter of fact), both have an actual interest in the outcome of the project and are responsible for the project performance. The Project Sponsor or Steering Committee will approve the project charter, is responsible for communicating project [...]
