Why CPQ is Vital for Intelligent Revenue ft. Sergey Jermakov

Mar 1, 2026

In this episode of the CPQ Podcast, Sergey Jermakov joins Frank Sohn to explore how CLARITY is moving beyond classic Quote-to-Cash into intelligent revenue operations management—a broader approach that connects CPQ with billing, revenue processes, and monetization models.

Sergey explains how his role has shifted from “sales leader” to Revenue Architect, focused on designing scalable solution architectures and packaged delivery. They discuss CLARITY’s focus on mid-market to enterprise organizations (now often $50M+ revenue) in high tech and hybrid product + services businesses, plus their expanded delivery footprint across Europe, North America, and Asia.

A major theme is AI: not as magic, but as an accelerator. Sergey shares where AI adoption is strongest today (especially sales and marketing) and how AI can help with document-heavy work and data-driven pricing support—while also exposing weaknesses in process and data readiness.

They also dig into why CPQ projects fail—reactive architecture, over-customization, and unclear ownership—and why CLARITY increasingly favors implementation packages over open-ended custom projects to drive faster time-to-value and more controlled releases. Finally, Sergey outlines why many SAP customers are moving from Quote 1.0 to SAP Quote 2.0, with performance and scalability as major drivers.

Topics: CPQ, AI in CPQ, revenue operations, SAP Quote 2.0, CPQ implementation best practices, solution architecture, packaged delivery, hybrid selling.

🔗 Learn more about CLARITY at https://www.CLARITY.cx/ 

📬 Contact Sergey on LinkedIn https://www.linkedin.com/in/jermakov/