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The Sale Starts Before Sales Gets Involved
For a long time, manufacturers treated the first sales conversation as the beginning of the buying process.
Jul 30
•
Andrew Rieser
1
Engineer-to-Order Doesn’t Have to Feel Like Custom Work
The Experience Is the Differentiator
Jul 23
•
Andrew Rieser
2
Your Operating Model Is the Product Now
Enterprise software has gone through several eras.
Jul 17
•
Andrew Rieser
Your Revenue Process Is Not Ready for Agents Yet
AI can accelerate lead-to-cash, but only when the workflow underneath it is clear enough to trust.
Jul 9
•
Andrew Rieser
Software Is Not Declining. Disconnected Work Is.
Enterprise software is entering a new phase.
Jul 2
•
Andrew Rieser
1
June 2026
When Seats Die, Your Quoting Engine Has to Grow Up
Earlier this year, roughly $285 billion in SaaS market value evaporated in about 48 hours.
Jun 18
•
Andrew Rieser
The Wrong People Are in the CPQ Buying Room
Every CPQ evaluation follows the same script.
Jun 11
•
Andrew Rieser
What Is Revenue Lifecycle Management (RLM)
And Why Most B2B Companies Don’t Actually Have One
Jun 5
•
Andrew Rieser
1
May 2026
Your CPQ Is an AI Agent's Front Door. Is the Rest of Your Revenue Stack Ready?
Forrester came out of ServiceNow Knowledge 2026 calling CPQ “the AI agent-driven front door to revenue — absorbing complexity, clarifying decisions…
May 28
•
Andrew Rieser
The Quote Is the First Operational Promise
Most companies treat a quote like a pricing document.
May 21
•
Andrew Rieser
2
From Quote to Outcome: Rethinking the Role of CPQ
For years, CPQ has been treated as a sales tool.
May 14
•
Andrew Rieser
April 2026
The UI Was Never the Point
What “headless” really means — and why the smartest CPQ architecture already figured this out.
Apr 22
•
Andrew Rieser
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