Mark Brady

We've started to get asked about our comparison to CPQ vendors like MonetizeNow and Salesbricks 🧱 There's overlap certainly, on the billing side. On the surface, our capabilities look similar. But if you dive into the documentation there are stark differences. Many of our customers and prospects want to deploy credit/usage based models, so I encourage them to understand from their CPQ provider: -> If their billing infrastructure can be decoupled from their code. -> What the required engineering lift is when any part of the model changes. -> How they are collecting product usage events for monetization. Transparently, we've seen similar products rely on hardcoded infrastructure to serve these purposes. That requires a costly and constant engineering presence. That will slow you down and take precious cycles away from product buidling! Instead, Atlas has chosen to build an AI first approach to maximizing your revenue with the combination of our code free billing infrastructure and pricing and packaging agent. Whether you're a new company or not, everyone is essentially launching a brand new business right now. and I'm encouraging our customers to think beyond the solutions that served them previously - they weren't built for the future we're moving into. Right now, a few things are certain: -> You will change your pricing and packaging multiple times over the next 6 quarters as you navigate a brand new product offering, set of sales motions and customer life cycles. -> There are novel data points, once not considered, that will contribute to understanding what and how to make these changes (product usage, LLM costs, etc) -> Your engineering resources will have new roadmaps and new customer requests that will own their time, all at a new expectation of speed that we've never seen before. That said, Atlas' biggest value proposition is that we help our customers understand and make pricing/packaging changes rapidly without incurring research hours, data analysis cycles and engineering time. So ideally, our customers keep their CPQ providers to handle just that. In fact, many are trying to directly connect Atlas' output to products like Salesbricks 🧱. Atlas will help you navigate the rest of the uncertainty. Happy to share more, especially if you are managing both Self Serve/PLG and Sales Led motions.

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Is Your CPQ Holding You Back? RLM Moves You Forward. Traditional CPQ tools weren’t built for today’s complex sales cycles, recurring revenue models, and audit-ready financials. If your team is juggling spreadsheets, workarounds, and disconnected systems, it may be time to rethink your revenue tech stack. In this article, Abhijeet Andrews Baneka, Associate Vice President - Salesforce, shares how the shift unlocks agility, compliance, and real-time visibility across your quote-to-cash process. 🔗 https://lnkd.in/d9dmq9iJ #SalesforcePartner #SalesforceRLM #JadeGlobal Tom Valaika Raja Sekhar Rajaraman Anandha Krishnan Ankur Birla Rajesh Wani Jagdish Lohar

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When an AE demos without their Presales Consultant! Few data points to consider: 🗣️ 70% of sales deals require presales support. ⏳ 58% of Presales rep time to dedicated sales support. 🔁 74% of demos have some form of automation. 👨‍💻 SEs are responsible 93% of technical product demos (3-5 stakeholders on the call and average 3-4 hours) There is so much insight into the dynamic between AEs and SCs regarding workload and compensation. The link to the free 2025 Workload and Compensation Report is below. Sarah Frazier, Consensus

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Solution selling is a sales methodology that Mike Bosworth founded in the late 1980s from his experience at Xerox Corporation. From my experience, solution selling involves a lot of questioning and may disinterest your purchasers. Rather than selling specific products, salespeople leverage solution-selling leads with the benefits a custom solution can provide for the prospect.

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Enterprise software sales isn’t about speed. It’s about alignment. When frontline users, IT, finance, and the C‑suite are aligned, deals move, commits are made. When they aren’t, no amount of pressure fixes it.

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This is a glimpse into future of Demo Automation with Agentic AI I've seen AI playing a role in the Presales/Solutions space for some time. Automating RFPs, injecting data, call recording software. The next phase is a layer deeper. It's helping us find problems, fix problems, and maintain our demo environments. It's writing the code that makes demos work - not just the click path. Both can be helpful, but in most of my time as an SE I've demo'd beyond a click path. We want AI to produce fully interactive environments that look and behave like the real thing - but are more reliable, predictable, and cost way less to spin up. Dig in with Reprise: https://lnkd.in/ebJXAM-A

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I have worked in sales advisory and technology for over a decade now. This is the next paradigm shift for those trying to win in the most challenging outbound environment I have seen in nearly 20 years of selling B2B high-value offers.... The "execution era" is a reboot on the fundamentals but with the best bits of modern selling wrapped into it - but Pipelineos offers the blueprint here to get reacquainted with the fundamentals... Sounds simple, right?

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Is your CPQ capable of supporting separate sales motions? Mary Wike, VP of Sales Ops at Quilt Software, scaled quoting operations while preserving the unique GTM motion of two parallel brands. With DealHub.io CPQ, Quilt were able to create a shared, scalable quoting foundation that adapts to each brand's needs. Read the full story here 👉 https://lnkd.in/dUY7xGE2 #SalesOps #GTMmotions #CPQflexibility

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Success in tech sales comes down to how quickly you can adapt. The landscape evolves everyday. New tools, new trends, and now AI is rewriting the playbook of how we work. It helps my team and I work faster, learn quicker, and deliver smarter solutions. But technology alone doesn’t close deals or solve complex challenges. That still comes down to us – staying flexible, listening closely, and adapting in real-time. That’s how we continue to earn trust and drive impact in the competitive market. Agility keeps me focused, grounded, and ready for whatever comes next. It’s a core tenet of how I lead and what I look for in those around me. #Leadership

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The 2025 CPQ Technology Value Matrix is now live. The market has made one thing clear: the cost of doing nothing is rising. Outdated systems are slowing quote cycles, eroding margins, and leaking revenue. “CPQ has become central to revenue strategy,” said Cameron Marsh, Senior Analyst at Nucleus Research. “Modern platforms protect margins, improve deal quality, and accelerate time to cash.” This year’s report shows how vendors are using AI, automation, and tighter revenue integration to turn quoting into a true profit driver. Read the full report: https://lnkd.in/evt_nUGk #CPQ #RevenueOperations #SalesTech #AI #Automation #DigitalTransformation #ROI #B2BTech #NucleusResearch

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🚨 Is your presales strategy keeping up with 2025 trends? B2B SaaS sales teams are navigating shifting buyer expectations, tighter cycles, and evolving demo workflows. To stay competitive, revenue leaders must align presales and demo strategies with macro trends. We surveyed 50+ senior leaders across Presales, Solutions Engineering, RevOps, and Sales Enablement at mid-market and enterprise SaaS companies (500–1,000 employees) across North America, EMEA, and APAC. Inside the report, you’ll discover: 🔹 Macro trends shaping AE demo strategy 🔹 How AE & SE demo workflows are evolving 🔹 Key insights to modernize your sales approach If you're planning your H2 revenue strategy, this data-driven snapshot is a must-read. 📥 Download the full report here: https://hubs.li/Q03x1y770

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We’re seeing our OneStream go-live timelines come down. We’re currently tracking toward an 84-day go-live on a new application build. The driver: CPM Express (CPMX) — enabling faster configuration, cleaner deployment, and less friction across teams. Why this matters: shorter implementations mean faster time to value, stronger client confidence, and the ability to bring more clients live each quarter. Speed compounds.

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