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

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