Digitizing Lead-to-Cash process is one of the best ways to improve sales performance, fulfillment, customer experience and time-to-usage-and-billing in software-as-a-service (SaaS) and hybrid hardware+software companies. In fact, the effectiveness and speed with which SaaS, PaaS and IaaS organizations can execute the lead-to-cash process can determine many of the key metrics, including Customer Acquisition Cost, Lead Velocity, Recurring Revenue Growth, Net New Recurring Revenue, and others.
Streamlining Lead-to-Cash process to be digital and effective is anything but simple because of the cross-functional nature and number of systems and people that are involved. Specific pain points include:
- Orchestrating Sub-processes (complex quote development, new customer onboarding, partner based manufacturing and fulfillment, provisioning software/hardware, billing set up)
- Master Data Management(Customer Master, Product Master (Initial and Lifecycle), Pricing Master, Vendor Master) and Process Synchronization across CRM, Subscription Billing, and ERP systems
- Closing the loop between Customer-facing, fulfillment and ERP systems (Changes to orders, renewals and amendments..)
- Uniform view of the main Lead-To-Cash process and sub-processes across CRM and ERP systems and for all Stakeholders