About Frank Sohn

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So far Frank Sohn has created 52 blog entries.

Know before you go! Advise for CPQ Transformation Projects

Before a CPQ Transformation Project starts I suggest to (almost) all customers (some exceptions below) to spend at least some time to determine where they stand in regards to Organizational Readiness and to determine The complexity of their CPQ Requirements This is important for two reasons To ensure the customer is fully prepared at the [...]

By | June 11th, 2017|Company News|0 Comments

Impressions from Apttus Accelerate 2017

This year the Apttus Accelerate event was at Pier 48 in San Francisco, CA (right next door to the Giants Baseball Stadium) and with 3500 attendees it was definitely considerably bigger than the last one I attended two years ago. I arrived Wednesday and on Thursday I participated in the panel discussion “Why Omni-Channel Should [...]

By | May 8th, 2017|Company News|0 Comments

Sales Transformation – Easier said than done!

A full-blown Sales Transformation typically requires a large commitment from your company due to the time, effort, and cost involved in the Transformation. My Definition: A Sales Transformation should improve a company’s sales performance via all Routes-to-Market (Sales Team, Channel Partner, your ecommerce website) by Increasing Sales and Sales Effectiveness Reducing the time required for [...]

By | May 2nd, 2017|Company News|0 Comments


By Lars Hoegsted | HoegEye (www.hoegeye.com) The term Configure-Price-Quote describes the interactions that take place when selling customized products and services. Processes around configurable products are special because the product is never produced before the actual purchase. The product never exists as such; it is just a blueprint – a DNA – for billions of [...]

By | April 5th, 2017|Company News|0 Comments

CPQ in 10 minutes or less

If you are new to Configure-Price-Quote (CPQ) Software it may be good to know that it is fairly common that people are unclear about what CPQ actually does. I typically earn blank stares when I say what I do without providing some examples. Therefore let’s start with some examples that show where CPQ Software is [...]

By | March 22nd, 2017|Company News|0 Comments

How to Manage Pricing and Gain Profits

Guest Blog from Blackcurve (Moira McCormick) The fastest and most effective way for a company to realise its maximum profit is to get its pricing right. The right price can boost profits far quicker than increasing sales volume; the wrong price can shrink profits just as quickly. It can be a natural instinct to shy [...]

By | February 15th, 2017|Company News|0 Comments

A Picture is worth a thousand words

This saying is also true for Configure-Price-Quote (CPQ) tools! While we obviously don’t require a picture for every product that we buy (e.g. Software, Services), it is challenging to buy many products without some form of visualization (e.g. picture, 2D drawing, 3D model). One obvious example is a car or motorcycle. As online customers we [...]

By | February 8th, 2017|Company News|0 Comments

CPQ Outlook 2017

This time of year provides a good opportunity to take a moment and think about where the CPQ (Configure-Price-Quote) and Quote-to-Cash market is and where it may go over the coming calendar year. Here are my expectations for 2017: 1.   CRM Platforms (e.g. Salesforce.com, Microsoft Dynamics CRM, NetSuite, SAP, Oracle) will become even more influential for [...]

By | January 4th, 2017|Company News|0 Comments

A Look Back – at my CPQ Outlook 2016

Almost a year ago I prepared an outlook for CPQ in 2016 (Read it here). Before I go ahead and do this again (in the first week of January) for 2017 I wanted to check myself and see how good or bad my expectations/predictions were. After all I want to provide high quality information and [...]

By | December 14th, 2016|Company News|0 Comments

Impressions from Cincom’s CPQ User Conference

First let me explain who Cincom is. Cincom is a Cincinnati, Ohio based Software Company that was founded in 1968 and offers, beside many others products, a CPQ solution. They are specialized in the manufacturing and distribution industries and their product addresses complex configuration challenges. Before I talk about the actual event let me add [...]

By | November 5th, 2016|Company News|0 Comments