How CPQ Makes Finance Happy, Too

One of the challenges in describing CPQ to people unfamiliar with it is that its capabilities seem to shift depending on the role of the person you’re talking to. If it’s a salesperson, it’s a [...]

By |August 16th, 2016|Configure Price Quote (CPQ)|0 Comments

Think You Have It Tough? Imagine Paying Commissions as an MLM Business

The more I talk to comp plan managers, the more sympathy I have for them, especially those who suffered for years with manual processes and spreadsheets. Tales of five 12-hour days at quarter ends, a [...]

By |August 9th, 2016|MLM|0 Comments

What Will Make Your Customer Experience Efforts Sing? Listening to Customer Feedback

The 1980s appears to be the decade of anthems for Australia. "Down Under" by Men At Work is arguably the most iconic, especially internationally. Not least of all the ‘80s anthems was John Farnham's smash hit [...]

By |August 5th, 2016|Clicktools|0 Comments

The State of Sales and Marketing: Is Technology to Blame?

There’s never been a time when sales and marketing have had more tools at their disposal. And, if you believe the people who responded to our annual Sales and Marketing Sentiment Study, there’s never been [...]

By |August 3rd, 2016|Lead to Money|1 Comment

Commissions Disputes: the Reason Everyone Feels Sorry for Your Comp Manager

I’m going to make a sweeping statement right now, but it’s one I think would be absolutely accurate. If you were to poll every six-year-old child in America and ask them what they want to [...]

By |July 27th, 2016|Commissions|0 Comments

What Customer Experience Should You Try to Deliver?

Business people can’t go wrong by throwing the term “customer experience” into conversation. “This year, the focus is on the customer experience.” “We’re going to re-focus our processes around the customer experience.” “What differentiates us [...]

By |June 28th, 2016|Clicktools|0 Comments

In the Era of Big Data, the Best at Analysis Win the Compensation Battle

We’ve said it repeatedly: automated commissions systems are much more than mere calculators that spit out checks for your sales teams. They do a lot: they eliminate the vast majority of disputes, they avoid overpayments [...]

By |June 23rd, 2016|Commissions|1 Comment

When It Comes to Commissions, Excel is Not Free

Business software is not inexpensive. It’s a mission-critical tool that needs to be stable, contain the right features, integrate with the right systems and deliver the right user experience to the right users. That requires [...]

By |June 8th, 2016|Commissions|0 Comments

Three Signs Your CPQ Solution is Ready for Replacement

Nothing lasts forever, they say. The great mountains were lowly valleys until tectonic forces propelled them upward, and as soon as they reached their apex the winds and rains began the relentless process of wearing [...]

By |June 6th, 2016|Configure Price Quote (CPQ)|0 Comments

Adoption Strategies of the Rich and Successful

For about a decade, I’ve been focused on sales and marketing software. I’ve covered it as a journalist and as a content marketer, as an analyst and a consultant. And I wish I could say [...]

By |May 31st, 2016|Marketing|0 Comments