• CPQ,  Pricing,  Revenue Operations,  SaaS

    CPQ: The Ultimate Wingman in B2B Selling

    Think of a date you went on where things went well. You hit all the right notes and you notice the sparks flying. After getting home you text each other frequently and immediately – this signals the start of a strong relationship. Conversely, on dates that didn’t go so well, you notice that they aren’t responding to messages as fast or as detailed because they are not engaged – this means you probably aren’t going on a second date. This comparison is valid in B2B software sales. An engaged customer is more likely to buy, and buy fast. On the other hand, a losing deal will be long and drawn…

  • Billing,  CPQ,  Pricing Strategy,  Recurring Revenue,  Revenue Operations,  SaaS,  Sales,  Tech

    How Modern CPQ is the Future of Recurring Revenue Operations

    Software businesses’ relationship with the buyer has transformed with the advent of subscription pricing models. The standardization of subscriptions has given the customer unprecedented buying power because they can switch to a competitor quickly. In the B2B subscription economy, the business is no longer selling a product, it is selling a symbiotic relationship with the customer. That relationship starts at your pricing and quoting. If you read my previous article then you know that the subscription economy is changing how software businesses do pricing. Fundamentally speaking, usage denotes how essential the customer felt your solution was to accomplishing their goals. Pricing influences usage which, in a subscription economy, heavily correlates…

  • Billing,  CPQ,  Pricing,  Quote-to-Cash,  Revenue Operations,  Revops,  SaaS,  Sales,  Startup,  Tech

    4 Ways to Prepare Yourself for Success as Deal Desk

    We are now entering a new B2B software economy beyond the seat license with ever-increasingly complex value-based economics. Tomasz Tunguz, a managing director at Redpoint Ventures, recently wrote an article about the behavioral economics behind the three-part tariff pricing model and why it increases usage and the likelihood of renewals. As software companies move toward creating complex deals circling around the three-part tariff pricing model, Deal Desk will play an increasingly important part in enabling Sales, Finance, and Legal to function efficiently at scale.  According to statistics from PwC, deal desks can reduce sales cycle times by up to 25-40% and enhance sales productivity by up to 15-20% by eliminating…