Is migrating from Salesforce CPQ or Vlocity CPQ to Salesforce Revenue Cloud really a migration—or an opportunity to rethink how a business sells?

In this episode of the CPQ Podcast, Frank Sohn welcomes back Manika Goyal, CEO and co-founder of Intellicloud Solutions, a Salesforce-focused system integrator. With more than 22 years of experience in telecom, Salesforce architecture, and enterprise transformation, Manika shares what has changed since her first appearance two years ago. Drawing on recent Revenue Cloud implementations in manufacturing, high-tech, and telecom, Manika explains why moving from legacy CPQ solutions should be treated as a consulting-led transformation rather than a simple lift-and-shift. She discusses what to preserve, what to simplify, and why a greenfield approach often makes sense. The conversation also explores where Salesforce Revenue Cloud has matured, particularly in product catalog management, and where challenges remain, including complex pricing, amendments, document generation, and integrations. Manika shares lessons from a manufacturing transformation that streamlined product configuration, standardized pricing, and simplified the lead-to-order process. AI is another major topic. How can AI agents accelerate CPQ implementations, product modeling, and data migration without introducing unnecessary risks? Manika discusses Intellicloud's Intellimigrate, Intelliconfig AI, and Intelliengage solutions, including the use of natural language to simplify product modeling. She also explains why human oversight remains essential, sharing an example of how insufficient review of AI-generated pricing decisions can cause revenue leakage.

Whether you're evaluating Salesforce Revenue Cloud, planning a CPQ migration, or exploring AI in quote-to-cash processes, this episode offers practical insights from real implementation experiences.

Learn more: Intellicloud Solutions | Manika on LinkedIn | Contact via email

Don't forget to subscribe on YouTube and your favorite podcast platform. To stay up to date with the CPQ Podcast and the latest Novus CPQ research and insights, visit novuscpq.com.

In this episode of the CPQ Podcast, Frank Sohn speaks with Chris Tabigo-On, founder and CEO of Fibrin, about how revenue lifecycle management is changing the way companies handle Configure, Price, Quote (CPQ), billing, and contract amendments after the deal is signed. Chris, a CPA turned systems leader, shares how early Salesforce and NetSuite projects, followed by order-to-cash automation at HubSpot and Dropbox, led her to build a system of record for revenue contracts that sits between the CRM and the ERP. She also explains how the company evolved from Tactic to Fibrin and the thinking behind the new name.

The conversation explores several topics, including:

• Why pricing outgrows a CPQ, and two warning signs that deals are moving offline
• Why hybrid pricing with prepaid credits, free allotments, and custom billing terms is so hard to manage
• Where the handoff between CPQ and billing breaks down, especially in rip-and-replace amendments
• How Fibrin integrates with Salesforce, NetSuite, DocuSign, Slack, and tax solutions
• How AI sales agents and revenue insights support quoting today, and what an MCP server could add
• How non-technical administrators can configure products and pricing after implementation

Chris also shares practical advice for buyers, including three questions to ask every CPQ vendor about ramp deals, mixed billing terms on a single order form, and mid-term contract changes. These are the hard questions that often surface only after implementation begins. If you're evaluating CPQ software, managing usage-based or hybrid pricing, or trying to understand what happens to a quote after signature, this episode offers practical insights into revenue lifecycle management and the questions worth asking before you buy.

Learn more: Fibrin | Chris Tabigo-On on LinkedIn

Don't forget to subscribe on YouTube and your favorite podcast platform. To stay up to date with the CPQ Podcast and the latest Novus CPQ research and insights, visit novuscpq.com.

What if the biggest challenge in CPQ isn't the configuration engine itself, but getting the right product knowledge into it?

In this episode of the CPQ Podcast, Frank Sohn welcomes back Kiana Mostajabian, Senior Director of Product Management at Configure One, to explore how artificial intelligence is changing product configuration, quoting, and sales processes for manufacturers of complex products.

Kiana explains why product modeling and the dependence on a small number of technical experts remain major barriers to scaling CPQ. She introduces the Configure One Intelligence Platform and its two connected applications: AI Model Builder, which transforms product specifications, drawings, and bills of materials into draft configuration models, and AI Seller, which interprets customer requirements and RFQs to help generate accurate quotes.

They discuss how these capabilities could help manufacturers expand their configurable product catalogs, reduce their reliance on sales engineering, and enable dealers and distributors to quote complex products more independently. Kiana also shares early customer experiences with AI-assisted modeling and explains why buyers increasingly expect measurable business value from AI rather than additional features.

The conversation also covers several other important CPQ developments, including:

• CRM and ERP integration and implementation timelines

• Intelliquip Select for fluid handling manufacturers

• Headless CPQ and future PLM integration capabilities

• AI-assisted quoting and pricing optimization

Kiana also provides an update on product availability: AI Model Builder is already available, while AI Seller is currently in beta, with general availability planned for January 2027.

Whether you're evaluating CPQ software, implementing configure-price-quote solutions, or exploring AI in manufacturing, this episode offers practical insights into how CPQ technology is evolving and what these developments could mean for your business.

Learn more: ConfigureOne | Kiana on LinkedIn

Don't forget to subscribe on YouTube and your favorite podcast platform. To stay up to date with the CPQ Podcast and the latest Novus CPQ research and insights, visit novuscpq.com.