Our Lead-To-Cash Consulting Services Include:
Align product and pricing catalogues, simplify complexity, and setup your L2C engine.
Know billing, invoicing, and more have accurate inputs and outputs with less errors.
Make it aligned with your entire process, not just a standalone storefront that causes issues.
An excerpt of Tom McGean's article on SaaS lead-to-cash mistakes:
A few years ago, I was working with a SaaS company whose reps were manually building every renewal. No automation, no entitlement logic … just pulling up the last quote and trying to recreate it line by line.
The kicker?
This company was letting customers access products well beyond what they had actually paid for. Once we integrated their quoting system with their content management platform, we discovered $9 million in unpaid product access!
SUCCESS STORIES
Customers like you are on the right track
What's the difference between lead to cash and quote to cash?
Lead to cash includes the entire quote-to-cash process from quoting to invoicing and through revenue recognition. However, there is the marketing-to-sales element that feeds quote to cash, which includes lead inputs and sales handoffs ... this creates lead to cash.
What is lead to cash?
Lead to cash involves the steps in an organization's revenue engine, from marketing to eCommercie, sales quoting, billing, and revenue recognition.
What metrics matter in lead to cash?
Metrics change depending on which area you're focused on, but some KPIs include time spend on reconciliation, time to quote, order accuracy, and forecasting accuracy.
Frequently Asked Questions
More Than Revenue Operations
We tackle your end-to-end revenue systems, not just go-to-market processes that evolve around sales.
Your Lead-to-Cash engine spans all of Sales, IT, Finance, Operations, and Marketing.
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So should your experts.
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Revenue impact begins before buyers become prospects and doesn't end when they're customers - because you have upsell, retention, and more to focus on.
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And as a bonus, our two-tracks model brings even more, with an entire track dedicated to data & AI that feeds not just your lead-to-cash model, but also your entire business.
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