Afleveringen
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The CPQ Podcast is taking a short late summer break â but weâll be back with new episodes on September 21!
In this quick update, Frank Sohn shares whatâs happening at Novus CPQ in the meantime:
â 18+ CPQ Briefings now available â more coming soon
â CPQ Sales Report updates for XaitCPQ, camos software, and Bit2win
â CPQ Selection help for customers evaluating vendors
â CPQ Circle Subscription with 12 monthly newsletters + 20 hours of consulting
â New webinars available on the CPQ Channelđ Learn more:
CPQ Circle Subscription: https://novuscpq.com/subscriptions-cpq-circle
CPQ Channel on YouTube: https://www.youtube.com/@cpqchannel
All Novus CPQ Subscriptions: https://novuscpq.com
If you enjoy the show, donât forget to rate or review the podcast:
On Apple Podcasts: Scroll to the bottom of the show page and tap âââââ or âWrite a Reviewâ
On Android: Use Spotify, Google Podcasts, or your favorite app to rate and follow
See you back here on September 21!
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In this episode of the CPQ Podcast, we dive deep into one of the most talked-about moves in the CPQ spaceâServiceNowâs acquisition of Logik.ai for a reported $500 million.
Iâm joined by Anandan âAJâ Jayaraman, VP of the Lead to Cash portfolio at ServiceNow, and Christopher Shutts, Co-Founder and CEO of Logik.ai, for an exclusive, behind-the-scenes conversation. Together, we explore what this acquisition means for the future of CPQ (Configure, Price, Quote), CRM, and Revenue Operations.
Discover why Logik.aiâs composable, headless architecture, world-class configuration engine, and Amazon-like user experience caught ServiceNowâs attention. Learn how the combined power of AI-driven quoting, Salesforce and Shopify integrations, and a unified ServiceNow platform is setting a new standard for modern CPQ.
Chris shares how the acquisition talks began around Christmas 2024 and what it was like working with ServiceNowâs leadershipâincluding inspiration from CEO Bill McDermottâs Winnerâs Dream. AJ reflects on his global journey across India, Israel, and the U.S., and explains how CPQ is at the heart of modern enterprise selling.
Whether youâre in sales ops, revenue management, CRM architecture, or enterprise technology, this episode delivers key insights on:
Why CPQ is core to digital selling
How AI is transforming CPQ for sales reps and admins alike
What this means for Salesforce, Shopify, and standalone customers
Subscribe now and stay ahead of the curve in the ever-evolving CPQ and Revenue Tech landscape.
đ Learn more about ServiceNow and Logik at https://www.logik.io/
đŹ Contact Chris on LinkedIn https://www.linkedin.com/in/christopher-shutts-0622237/ or email [email protected]
đŹ Contact AJ email [email protected]
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Zijn er afleveringen die ontbreken?
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In this episode of the CPQ Podcast, we welcome Don Khamapirad, CEO of Veloce Apps, to explore how modern CPQ solutions are evolving for complex industries like manufacturing, life sciences, business services, and fintech.
Don shares his journey from Oracle and Apttus/Conga to leading multiple startups through growth stagesâand now driving Veloceâs transformation from a software provider to a full-service Salesforce Revenue Cloud implementation partner.
Youâll hear insights on:
Why constraint-based configuration is key to solving large-scale quoting challenges
How Salesforce Revenue Cloud Advanced supports multi-layer configurations and up to 100,000 quote lines
Where AI fits into the CPQ process, especially in speeding up quote creation and improving customer response times
How Veloce delivers CPQ success with 5â18 month projects, deep Salesforce alignment, and a focus on high user adoption
The five major use cases Veloce solves, including SAP upgrades and complex pricing transformations
Don also shares a personal sideâhis love for archery with his daughter and his excitement about building industry connections at Dreamforce this October.
If you're navigating the shift to Salesforce Revenue Cloud Advanced, or tackling complex quoting problems, this episode is packed with practical takeaways.
đ Learn more about Veloce at https://veloceapps.com/
đŹ Contact Don on LinkedIn https://www.linkedin.com/in/donkhamapirad/ -
In this episode, we sit down with Derik Quinn, Managing Director at Spaulding Ridge, to explore the fast-evolving landscape of CPQ, Revenue Management, and Salesforce Revenue Cloud Advanced (RCA). Derik shares insights from his two-decade journey across BigMachines, Apttus, Argano, and now Spaulding Ridge, where he leads large-scale quote-to-cash transformations in manufacturing, high-tech, and medtech.
We discuss the shift toward constraint-based configuration, the excitement around Dynamic Revenue Orchestration (DRO), and why Salesforce RCA is gaining traction across industries. Derik highlights differences in adoption trendsânew implementations in manufacturing versus migrations in high-techâand the growing interest in AI for sales efficiency and revenue intelligence.
With over 100 RCA consultants globally, Spaulding Ridge is driving momentum into Dreamforce and beyond. Plus, we hear about Derikâs passion for endurance sports, parenting two active daughters, and how customer KPIs shape project success.
If youâre interested in quote-to-cash innovation, Salesforce RCA adoption, or industry-specific CPQ trends, this episode delivers expert perspectives you wonât want to miss.
đ Learn more about Spaulding Ridge at https://www.spauldingridge.com/
đŹ Contact Derik on LinkedIn https://www.linkedin.com/in/derikquinn/ -
In this episode, we sit down with Bill Barlas, Co-Founder and Solution Architect at Quick2Bid, a fast-growing system integrator specializing in CPQ solutions for mid-market manufacturers and enterprise service providers. With over 10 years of CPQ experience, Bill shares his unique journeyâfrom working on his first CPQ project at a plumbing company using Blueprint CPQ (now Xait CPQ) to building a consulting firm that tailors every solution from the ground up.
We dive into:
How Quick2Bid balances Xait CPQ, HubSpot CRM, and PandaDoc to deliver high-impact quoting solutions
Why demand for product configuration on HubSpot is surgingâand how they're meeting it
The top 3 business drivers for CPQ buyers today: quote velocity, quote accuracy, and faster onboarding
The shift away from Salesforce CPQâand what customers are looking for instead
Where AI fits into CPQ workflows (and where it doesnât)
How Quick2Bid delivers projectsâtime & materials for CPQ, fixed price for HubSpot
Plus, we get personal: Bill opens up about his martial arts practice, homeschooling his three kids, and how his mother and Kevin Geraghty (Blueprint CPQ co-founder) helped shape his career.
If you're selecting a CPQ solution or want to understand the evolving CPQ landscapeâfrom 2D visual quoting to AI-driven insightsâthis episode is packed with real-world insights and practical takeaways.
đ Connect with Bill:
LinkedIn: William Barlas
Email: [email protected]
đ Meet him at HubSpot INBOUND in San Francisco -
In this episode of the CPQ Podcast, weâre joined by Nikhil Muralitharan, Senior Director of Product Marketing at Chargebee, to explore how modern CPQ solutions are evolving for software and digital service businesses. Nikhil shares his unique journey from software engineering to product marketing leadershipâand how his career path mirrors his personal theme of "connecting the dots."
We dive deep into Chargebeeâs API-first, modular CPQ platform, built to support hybrid sales motions like PLG and sales-assisted sellingâwithout maintaining separate catalogs or tech stacks. With customers ranging from $3M to $150M in revenue across the UK, Europe, ANZ, and North America, Chargebee offers out-of-the-box integrations with Salesforce, HubSpot, NetSuite, Sage Intacct, and over 60 other systems.
Nikhil also discusses:
Their AI-generated quote summaries and vision for CPQ in an AI-native world
Why sales and finance teams should operate from a shared data foundation
Chargebeeâs approach to billing-first CPQ architecture, SOC 1/SOC 2 and ISO 27001 compliance
A new guided selling experience launching later this year
Their 6-stage implementation methodology and fast go-live timelines
If you're looking for a CPQ solution designed for digital growth, flexible pricing models, and enterprise-grade complianceâthis episode is a must-listen.
đ Learn more about Chargebee CPQ at https://www.chargebee.com/cpq
đŹ Contact Nikhil on LinkedIn https://www.linkedin.com/in/nikhilmuralitharan/ or via email [email protected]Micro-demos of Chargebee CPQ: [Ungated] https://www.chargebee.com/cpq/demo/
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In this episode, weâre joined by Tina Kung, Co-Founder and CTO of Nue.io, a rising CPQ & Billing platform redefining the quote-to-cash experience for modern SaaS businesses. With a career spanning Ariba, Oracle, Zuora, Salesforce, CA Technologies, and more, Tina brings over two decades of experience building and evolving four generations of CPQ and Billing systems.
đ We discuss:
Her journey from on-premise software to modern SaaS
Key insights from working at Salesforce and Zuora, where cracks in the CPQâBilling integration became clear to her
How Amazonâs B2C user experience inspired her to rethink B2B
Nue.ioâs product strategy: real-time pricing, platform-agnostic architecture, and a unified data model
The importance of empathy, resilience, and communication in solving complex RevOps challenges
Why hybrid pricing models, mid-term changes, and renewals are critical in SaaS
Her vision for AI in CPQ & Billing over the next 12 months
The recent $20M Series A funding, the acquisition of Approvals Pro, and Nue.ioâs plans for Dreamforce and Q3 events
Tina also shares what sets Nue.io apart from other CPQ vendorsâand how their metadata-driven, Salesforce-native approach aims to eliminate handoffs between quoting and billing entirely.
đ§ Whether you're a CPQ buyer, system integrator, SaaS leader, or RevOps pro, this episode offers rare insights into the future of revenue technology.
đ Learn more about Nue.io: https://www.nue.io
đ Learn more about Nue.io in our CPQ Sales Report @ https://novuscpq.com/cpq-sales-report/
đŹ Contact Tina via LinkedIn https://www.linkedin.com/in/tinakung/ or email [email protected] -
In this CPQ Podcast episode, Frank Sohn speaks with Frits Haas, consultant at Twyn.aiâa no-code, AI-powered platform purpose-built for the telecom industry. Based in South Africa and backed by Jurumani with 450+ employees, Twyn.ai delivers a unified OSS/BSS solution that includes CRM, CPQ, order management, help desk, and more.
Frits shares how Twyn.ai empowers Tier 1 to Tier 3 telcos and ISPs across Africa, Europe, and beyondâoffering end-to-end quoting, product configuration, and proposal workflows powered by NLP and intelligent automation. He explains how the platformâs rule-based configurator and geospatial tools help simplify complex telecom offerings, while real-time APIs enable seamless integration with systems like Salesforce, SAP, and Oracle BI.
Beyond tech, Frits emphasizes that "people buy from people"âa lesson rooted in his role as a trusted advisor and his passion for competitive mounted archery on his farm near Johannesburg.
Tune in to discover how Twyn.ai is changing the CPQ landscape for telcosâone digital twin at a time.
This episode is packed with real-world advice for CPQ professionals, ServiceNow customers, and anyone interested in scaling smarter with AI, governance, and business-led configuration.
đ Connect with Frits Haas: https://www.linkedin.com/in/fritshaas/
đ Learn more about Twyn.ai: https://twyn.ai/ -
In this episode, Frank talks about CPQ Podcast listener feedback. Weâve heard from many of you that the podcast brings value in different waysâwhether itâs preparing for job interviews, learning about new CPQ solutions, or gaining insights from inspiring leaders and fresh ways of thinking.
To help more like-minded listeners discover the CPQ Podcast, we kindly ask you to leave an online reviewâespecially on platforms like Apple Podcasts, Spotify, or Google Podcasts. Reviews make a big difference in helping others find the show.
We also share a quick update and acknowledgment about the CPQ Sales Report, including its online availability and the latest edition.
Finally, please note that registration for the June/July 2025 webinars will open on June 17. If you have any questions, feel free to reach out to us at [email protected] âweâre happy to help!
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In this special episode, host Frank Sohn shares exciting details about three upcoming webinars designed to help CPQ buyers, implementers, and decision-makers navigate the CPQ landscape more confidently.
đš June 24 (Date TBC) â Launch of the CPQ Briefing Subscription
Get early access to exclusive insights on 15+ CPQ vendors, with 40+ briefings expected by year-end. Learn how this new resource can support your vendor research process.đš July 9 (Date TBC) â CPQ Webinar auf Deutsch
A German-language session covering the CPQ Sales Report and the CPQ Briefing Subscriptionâideal for German-speaking CPQ professionals.đš July 16 (Date TBC) â CPQ Selection Process at Novus CPQ
Discover how the CPQ Briefing Documents, CPQ Sales Report, and our proven selection framework come together to help you choose the right CPQ solution.â Perfect for: CPQ buyers, solution architects, sales ops leaders, and digital transformation teams
đş Register, follow, or subscribe so you donât miss out. -
Looking for CPQ solutions and expert advice? In this episode of the CPQ Podcast, we're joined by Julian Hodges, Co-Founder of Sneeyeg, a ServiceNow system integrator specializing in CPQ, billing, and enterprise transformation. With over 20 years of experience from Amdocs, CloudSense, and Salesforce, Julian shares invaluable insights on achieving CPQ success. Discover why strong governance and effective modeling are crucial, and how focusing on business outcomes drives project success. Julian also discusses AI/ML in CPQ for cross-sell and up-sell, the challenges of customization versus configuration, and why large enterprises trust Sneeyeg for CPQ leadership. Tune in for essential CPQ guidance!
He also dives into:
Sneeyegâs 100% focus on ServiceNow and partnerships with ISVs like Logik.ai and Aria Systems The challenges of customization vs. configuration in modern CPQ implementations How AI/ML is transforming CPQâespecially in cross-sell, up-sell, and retention strategies Why large enterprises in telco, tech, and utilities look to Sneeyeg for CPQ leadership What makes productization a smart move for services firmsâand what Sneeyeg is planning nextThis episode is packed with real-world advice for CPQ professionals, ServiceNow customers, and anyone interested in scaling smarter with AI, governance, and business-led configuration.
đ Connect with Julian Hodges: https://www.linkedin.com/in/julian-hodges-1ab930/
đ Learn more about Sneeyeg: https://sneeyeg.com -
In this episode, Frank speaks with Kristian Frøstrup Madsen, a CPQ expert with over 13 years at CPC (now part of PDSVision), about how modular thinking is reshaping CPQ for complex manufacturing industries.
They cover:
How CPC approaches Modular Architecture, Modular PLM, and Modular CPQ
Why a product-focused background leads to better CPQ outcomes than pure IT consulting
The growing need to connect PLM and CPQ
Practical insights on where AI adds value to CPQ projectsâand where it doesn't
Partnerships with leading CPQ vendors like Tacton, Configit and Epicor
Kristian also shares a personal glimpse into his life near Denmarkâs âCold Hawaii,â where he surfs with his kidsâand what keeps him passionate about solving complex configuration challenges.
Whether you work in CPQ, PLM, or complex B2B manufacturing, this episode offers valuable perspectives on building smarter, modular configurators.
đ Listen now at https://novuscpq.com/cpq-podcast-2025/
đ Learn more at pfmp.com
đ Catch CPC at Smart Variant Con in Berlin, June 23â24 -
In this episode of the CPQ Podcast, we sit down with Philip CunninghamâCPQ veteran and co-founder of Shiftlogicâto explore his journey from the early BigMachines days through Oracle, SteelBrick, Salesforce, and now to leading one of Europeâs fastest-growing Salesforce Revenue Cloud consultancies.
Philip shares how his experiences at global CPQ leaders shaped his vision for Shiftlogic, a bootstrapped firm that reached Summit Partner Status in under three years and is now delivering high-impact Revenue Cloud Advanced solutions across industries like manufacturing, automotive, high tech, and financial services. With a deep focus on Europeâincluding the UK, DACH, France, and the NordicsâShiftlogic is thriving without outside investors, and Philip explains why that matters.
We discuss:
Why demand for Salesforce CPQ and Revenue Cloud Advanced is growing fast in 2025
How Shiftlogicâs company culture fuels feedback-driven growth and high performance
Their plans to launch proprietary AI agents in response to growing customer demand
What it takes to scale a specialized consultancy across diverse industries
How Philip balances entrepreneurship with audiobooks and cycling
If you're interested in Salesforce Revenue Cloud, CPQ innovation, or building founder-led consultancies in Europeâthis episode is for you.
Shiftlogic contact information:
đ§ Email Philip: [email protected]
đ Learn more about Philip Cunningham: LinkedIn
đ Visit Shiftlogic: shiftlogic.io
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How do you bring structure to the chaos of service pricing? In this episode, Frank talks with Tracey Shirtcliff, founder of ScopeBetter, a "Services CPQ" platform helping creative agencies and consultancies ditch the spreadsheets and build scalable, repeatable pricing models.
Tracey shares her journey from building Traffic Live to launching ScopeBetter, and why most of their competition is still Excel. Youâll hear about:
Why service pricing is messy â and how to fix it
How AI and automation are reshaping the billable hour
The role of integrations, open APIs, and their 12-week implementation model
What it means to give teams pricing consistency across roles, regions, and workflows
From SaaS innovation to outdoor adventure and biohacking, Traceyâs passion for pushing limits comes throughâdonât miss this unique look into the future of services CPQ.
đ§ Listen now: https://novuscpq.com/cpq-podcast-2025/
ScopeBetter contact information:
Website: https://www.scopebetter.com/ LinkedIn: https://www.linkedin.com/in/traceyshirtcliff/#CPQ #ProfessionalServices #SaaS #ScopeBetter #Pricing #AI #B2B
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In this CPQ Podcast episode, Frank Sohn welcomes Jon Scott, Co-Founder and CEO of ScopeStack. With nearly 20 years of experience in the IT services industry, Jon shares the story behind launching ScopeStack in 2018 to eliminate the chaos of spreadsheets and manual SOW creation. Learn how ScopeStackâs innovative platform bridges CRM and PSA systems, complements product CPQ solutions like Salesforce and NetSuite, and helps IT service providers deliver consistent, accurate project scopes.
Jon discusses ScopeStackâs growth journey â from securing Series A funding with Cultivation Capital to serving clients across North America and Australia â and gives insights into their API-first architecture, PSA integrations, and emerging AI initiatives. Plus, Jon reflects on sales lessons learned, entrepreneurship challenges, and why getting back into golf is now on his personal to-do list.
Whether you're focused on streamlining IT services, improving project planning, or exploring CPQ and PSA integrations, this conversation offers valuable real-world insights.
Listen now to discover how ScopeStack is transforming IT service delivery for mid-market and enterprise organizations!
ScopeStack contact information:
Website: https://scopestack.io/ LinkedIn: https://www.linkedin.com/in/scopestackjon/ YouTube: https://www.youtube.com/@scopestack/featured -
In this CPQ Podcast episode, Frank Sohn speaks with Ethan, co-founder of Vendori, a fast-growing CPQ startup focused on reducing implementation time, cutting costs, and delivering faster ROI through a no-code, multi-tenant solution.
Ethan shares his journey from Wall Street M&A at Merrill Lynch to leadership roles at SAP and Citrix, where he saw firsthand how traditional CPQ tools often caused more friction than they solvedâespecially for companies shifting to SaaS. That experience inspired him to create a better path forward.
Vendori is built for B2B tech companiesâhardware and SaaSâstarting with 5-10 CPQ users and scaling into the hundreds. The platform offers subscription management, guided selling, and AI-assisted workflows, while boasting integrations with Salesforce, Hubspot, Oracle, SAP, Teams, and Slackâwith some customers onboarded in under a day.
In the episode, Ethan unpacks:
Why many customers are three years into â18-monthâ CPQ rollouts
How Vendori focuses on control and velocity
The real role of AI in CPQâand why price optimization isn't the holy grail
What it means to build a CPQ company around family, faith, and community
If you're exploring CPQ or rethinking your current solution, this is one episode you won't want to miss.
Vendori contact information:
Website: https://vendori.com/ LinkedIn: https://www.linkedin.com/in/ethan-garonzik-1565aa2b/ -
In this must-listen episode of the CPQ Podcast, we dive into one of the most talked-about trends in the Configure, Price, Quote (CPQ) space: Artificial Intelligence. Is AI in CPQ a game-changer todayâor a promise for tomorrow?
Join us as we explore the real-world state of AI in CPQ from the perspective of a seasoned CPQ expert (not an AI evangelist!). We cut through the hype and take a practical look at how AI is being usedâright nowâto improve quoting processes, enhance guided selling, personalize upsell strategies, and even write quote letters and automate testing.
You'll learn:
đ§ Why AI excitement is high among vendors and analysts, but customer adoption (especially SMBs and mid-market companies) is still in early stages
đ How customers are navigating which AI to trustâSalesforce, SAP, Microsoft Copilot, open source LLMs, and more
âď¸ Real use cases for AI in CPQâfrom automating approvals to predicting customer preferences
â ď¸ What challenges still remain, including hallucinations, data security, and AI's âblack boxâ behavior
đĄ Why system integrators are building custom AI solutions for complex quotes, and how accurate those solutions really areWhether you're a CPQ professional looking to separate fact from fictionâor just curious how AI could make quoting faster and smarterâthis episode delivers insightful and grounded takeaways you wonât want to miss.
đ Tune in now to discover where AI in CPQ is headingâand if itâs worth your investment today.
Send any questions or feedback you may have to [email protected]
Also check out our other CPQ Analyst offerings at https://novuscpq.com/cpq-sales-report/
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In this episode, we explore a key question: How do you choose the right CPQ solution? Many customers come to Novus CPQ with a long list of vendorsâoften 6 to 20. Using our proven process, including targeted questionnaires, we help reduce that to a focused shortlist of 6â8 top candidates.
We explain how these lists are typically formedâfrom consulting partners, direct vendor outreach, internet research, personal contacts, and analyst reports. Once you're down to 3 vendors, our CPQ Sales Reports offer deep insights into leading solutions like SAP, Salesforce RCA, Bit2win, Xait, Engineering Intent, and Camos.
We also discuss the most requested CPQ capabilities in the past year:
đ¤ AI tools to sell faster and smarter
𧊠Modern architectures (headless, API-first, composable)
đ Omni-channel support for sales, partners, and e-commercePlus, we touch on trends like analytics, subscriptions, and 3D/AR visualization.
đ Tune in for expert tips to streamline your CPQ selection project and make better decisions faster.
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In this episode of the CPQ Podcast, we sit down with Tom Stergios, co-founder of Craton Consulting, to explore his 35-year journey in the Quote-to-Cash space. Tom shares his experiences building high-impact consulting teams, including his leadership at ATG, where he scaled a 600-person Quote-to-Cash practice later acquired by Cognizant.
We dive into Craton's role in the CPQ ecosystem, helping ISVs, system integrators, and investors navigate complex challenges. Tom discusses key trends in Salesforce CPQ and Billing, the challenges faced by what he calls "orphan revenue cloud customers," and how his firm helps businesses evaluate their best path forward.
Beyond consulting, we explore AIâs growing role in CPQ, from automating provisioning and billing to enhancing sales and customer success. Tom also highlights the future of AI monetization, the shift toward usage-based pricing models, and what businesses must consider to stay competitive.
Plus, we get a glimpse into Tomâs personal journey, his deep ties to Montana, and his passion for creating opportunities through consulting and talent development.
Tune in for an insightful discussion on the future of CPQ, AI, and business transformation!
Craton Consulting contact information:
Website: https://cratonconsulting.com/ LinkedIn: https://www.linkedin.com/in/tom-stergios/Learn from the Craton Advisor Network https://cratonconsulting.com/craton-advisor-network/ , a collective of seasoned quote-to-cash operators boasting over 200 years of combined experience across CRO, CFO, CIO roles, and more. Get practical, 'been there done that' insights alongside Craton Consulting's expertise.
Craton Affiliated Entity contact information:
https://thewholegroup.com https://www.ravusinc.com https://www.theinsightstudio.com -
In this episode, we answer key questions about our own Industry Analyst Report, the "CPQ Sales Report." Exciting newsâitâs now available for SAP CPQ!
So far, weâve released four reports covering Camos Software, Bit2Win, Xait, and Engineering Intent, with more coming soon, including Salesforce Revenue Cloud Advanced (RCA).
We discuss why we created this report (because the world clearly doesnât have enough industry analyst reports yet! đ), what it includes, and how customers are using it.
If you have any questions, feel free to reach out at [email protected].
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