Industry Experts
Hybrid pricing pays. Until the deal changes.
Hybrid pricing won the market. Then the amendments started. The 2026 data on where hybrid contracts break, a 24 hour test any finance or revenue team can run, and the governance layer that closes the gap..
Top 5 best CPQ for technology service providers in 2026, ranked on governance and lifecycle change
Twelve platforms assessed, five ranked, every claim sourced. Why governance beats feature count in 2026, and where each platform stops.
The $3.8T PE exit backlog: why cross-selling shouldn’t wait for CRM consolidation
Private equity holds $3.8 trillion in unsold assets. The cross-sell thesis in most buy-and-build decks is waiting on CRM consolidation it does not need. Here is how a commercial control plane unlocks multi-CRM cross-selling and finance-grade pricing governance before diligence starts.
Deterministic AI governance: 5 reasons AI revenue projects fail in 2026, and how to fix each one
By 2027, Gartner expects 40% of enterprises to pull their AI agents from production over governance gaps, not technical ones. Here are five reasons AI revenue projects fail in 2026, grounded in current Gartner, McKinsey, Deloitte, BCG, and Forrester research, and how deterministic AI governance prevents each one.
Your sovereign cloud offer is a catalogue problem, not a data centre problem
Everyone tells European MSPs sovereign cloud is a growth engine. Nobody tells them the bottleneck is their catalogue. Daniel Kube on the sovereignty catalogue multiplier, the five tests of quoting readiness, and why the winners will attach evidence, not adjectives.
Salesforce CPQ End of Sale: enjoy the rest of summer, but decide before fall planning locks.
Salesforce CPQ is End of Sale, not End of Life. Nothing shuts off, but the real deadline is your Q4 planning calendar. Daniel Kube lays out the verified facts, a six week plan, and an honest map of the three realistic paths before fall planning locks.
The vanity of velocity: speed to quote and the Iteration Toll
A fast first quote can hide a slow, expensive deal. Daniel Kube introduces the Iteration Toll and the five-deal audit that reveals your true revision cost.
Cost-to-serve: why strong NRR can still destroy margin at renewal
Strong NRR does not guarantee strong profit. This CFO guide explains how cost-to-serve exposes margin erosion hidden inside usage growth and renewals, and gives finance seven numbers to run on its top five contracts this week.
What Is a Commercial Control Plane?
Most enterprises already run a commercial control plane. It is made of inboxes, spreadsheets, and tribal knowledge, and it runs at human speed. This 2026 CFO guide defines the governed alternative, separates it from CPQ and the CRM, and gives you three instruments to measure the gap before buying anything.
Who Owns the Price When an Agent Quotes It? The RevOps Operating Model for the Agentic Era
Every major platform now ships AI agents that draft quotes. None of them ships the org chart. Daniel Kube introduces the Two-Lane RevOps operating model: run the simple lane on induction, protect the complex lane with governed judgment, and know who owns the price.
Most enterprise deals are not lost. They are mis-shaped.
Enterprise deals are not lost in the negotiation. They are mis-shaped months earlier, in the Missing Mile between what sales quoted and what finance can explain. Here is where complex deals break, backed by 2026 data from Gartner, Forrester, IDC, TSIA, and nine named finance and revenue leaders.
AI in Finance: 8 Brutal Truths and the Missing Mile
Finance does not control the margin, it discovers it, in the Missing Mile between the quote and the ledger. Eight brutal, fully sourced truths about AI in finance, and the one idea that changes everything: design the margin instead of discovering it. Includes a 2-minute diagnostic.
What Salesforce Cannot Retire
Salesforce is retiring 24 certifications, renaming 16 more, and has moved CPQ to End of Sale. Daniel Kube, CEO of servicePath, on why the practitioners feeling the churn are worth more now, not less, and how to evaluate all three paths forward calmly, before renewal pressure makes the choice for you.
Stop Reporting Revenue, Start Architecting Profit: Closing the Missing Mile
Gartner 2026’s blunt lesson: AI does not fix a broken process, it scales it. Daniel Kube, CEO of servicePath(TM), on revenue lifecycle management, the Missing Mile between quote and ledger where margin quietly leaks, and how CFOs can architect profit instead of reporting revenue.
AI Doesn’t Just Scale Your Best Decisions. It Scales Your Worst Ones.
From Day 1 at Gartner Finance Symposium/Xpo 2026: AI doesn’t just scale your best decisions — it scales your worst ones. The Missing Mile between the quote and the general ledger is where margin leakage, forecasting distortion, and governance risk get embedded before finance ever sees them. In autonomous finance, it’s the mile that matters most.
Salesforce just bet its revenue stack on AI agents. Here’s why your commercial data isn’t ready.
Salesforce CPQ entered End of Sale and its replacement has been renamed three times in two years. Gartner predicts 40% of agentic AI projects will fail without governance. By 2028, $15 trillion in B2B spend will flow through AI agent exchanges. The question isn’t what replaces your quoting tool. It’s whether your commercial data can survive the machine customer economy. This blog explains why, with 70+ linked sources from Gartner, Forrester, Bain, and McKinsey, and gives you a diagnostic audit template.