Alisa Liebowitz

In this week's episode of the Enterprise Monetization Podcast, Sandeep Jain sits down with Alisa Liebowitz, Director of Business Applications at PagerDuty, to discuss Pagerduty’s transition from a homegrown billing and CPQ system into the system it is today.

• Alisa explains how why the biggest challenge in the current system is process and prioritization and why data migration is the most challenging to map.
• She explains why she feels Salesforce doesn’t scale from CRM to CPQ.
• Alisa describes metrics to measure quote-to-cash: time it takes to quote (how long are sales taking to generate quote, click pre and post CPQ, leverage simultaneous approvals), capturing bugs and questions and are trending downwards, measuring velocity and capacity.
• Pagerduty usually has 1-5 lines on a quote.
• She talks about challenges the team endured when trying to create CPQ system.

• Alisa recommends finding systems that fit what you are looking to accomplish, but is also still flexible.
• She suggests that rather than deploying all at once, break projects down into smaller use cases so the end user isn’t impacted.
• She explains the importance of having a combination of external and internal resources to help create CPQ.
• Alisa recommends working closely with the companies whose systems your organization is using to allow them to work the most efficiently together.
• Book recommendation: Think Again by Adam Grant

‍