Posts
Longer writing on business applications, operating models, delivery, and how organisations make systems useful.
- The Discount You Give Today Sets the Renewal Price Forever
A discount isn't a one-time concession. It's the baseline for every future transaction with that account.
- Guided Selling Starts With the Customer's Problem, Not Your Product Catalog
Most B2B quoting starts with the catalog. Guided selling starts with the customer's situation. That's not a feature difference, it's a fundamentally different quoting motion.
- Approvals Don't Slow Down Sales. The Absence of Them Does.
The most common objection to approval processes in CPQ is that they slow down sales. The opposite is true.
- Building a Pricing Engine That Actually Works
Most CPQ implementations fail not because the technology doesn't work, but because the pricing logic was never properly designed.
- What a Good B2B Portal Actually Does (And Why Most Don't)
Most B2B portals exist but nobody uses them. The problem is almost never technical.
- Your Sales Funnel Ends Where Your Revenue Starts
The system most B2B companies use to manage revenue was designed over a hundred years ago for one-time transactions.
- Your Revenue Model Decides Everything Else
Before you invest in a new CRM or hire more reps, map your revenue model. It's the foundation everything else sits on.