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 [...]
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 [...]
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 [...]
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 [...]
Yes, you are correct I couldn't add any more acronyms in this headline. Anyway have you noticed that many businesses think of Configure-Price-Quote (CPQ) tools first as a Business to Business (B2B) tool? Meaning they see them first and foremost [...]
by Guillermo Martinez A lot has been written on how Configure, Price & Quote (CPQ) software can make the selling more efficient for your company. When shaping one of the CPQ solutions in the market, your company needs to make the [...]
As Configure/Price/Quote (CPQ) tools get more and more popular it becomes important to learn some lessons from companies who already implemented a CPQ solution. Check the points below BEFORE you start your CPQ Transformation and save some time and money! [...]
by Guillermo Martinez A quote document can facilitate transactions between your company and your client however, the exact same quote document may also be the determining factor for the client to purchase from your competition and not from your company. It [...]
In a recent discussion I was asked if I knew of any CPQ event that was NOT organized by a specific CPQ Vendor. FYI - A vendor organized event is something like PROS/Outperform, Model N/Rainmaker, Apttus/Accelerate, Steelbrick/Build etc. I thought [...]
by Guillermo Martinez Whether your organization is going to embark on the journey of selecting and implementing a new CPQ solution or optimizing your existing solution, it is a good idea to balance the business requirements of the three components [...]