Digital Opportunity-to-Cash Process Orchestration

A broken opportunity-to-cash process is a major obstacle to converting an opportunity into revenue efficiently and quickly. Digitizing Opportunity-to-Cash process is one of the best ways to improve sales performance, fulfillment, customer experience and time-to-fulfillment/provisioning/revenue. In fact, an effective opportunity-to-cash process can

  • Reduce Customer Acquisition Cost
  • Increase Lead Velocity
  • Reduce Time-to-Fulfillment/Provisioning/Revenue

Streamlining Opportunity-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:

  1. Orchestrating Sub-processes (complex quote development, new customer onboarding, partner based manufacturing and fulfillment, provisioning software/hardware, billing set up)
  2. Master Data Management and Process Synchronization across CRM, Billing, ERP and Fulfillment systems (Customer Master, Product Master, Pricing Master, Vendor Master)
  3. Closing the loop between Customer-facing, fulfillment and ERP systems (Changes to orders, renewals and amendments..)
  4. Uniform view of the main Lead-To-Cash process and sub-processes across CRM, Billing,  ERP systems and for all Stakeholders.

 

Opportunity-to-Cash Process

 

 

 

Industry Variations of Opportunity-to-Cash Process

 

 

Opportunity-to-Cash Process and Information Silos

 

 

Broken Opportunity-to-Cash Process

 

 

Digital Opportunity-to-Cash Process Orchestration

 

 

Presentation

 

Webinar Recording

The webinar recording below shows how ZFlow effortlessly digitizes the Opportunity-to-Cash process with Salesforce as the front end system and SAP as the order fulfillment system. It does so by supporting certain aspects that are unique and effective, including

  1. People activities (data enrichment, review, approvals) and integration (to Salesforce, SAP) activities in a single workflow
  2. Connecting the main opportunity-to-cash process to sub-processes such as customer onboarding, complex quote development, provisioning/manufacturing/fulfillment sub-processes
  3. Supporting integration to multiple Salesforce, and SAP instances in a single workflow
  4. Extending the OTC process to suppliers and customers as part of the workflow
  5. Ability to do all of the above without requiring any middleware or programming

Link to Webinar Recording – (Webinar Recording Password: x!K+$5fr – copy password before you click the webinar recording. You can start the webinar from 2 minute marker or 4 minute market to save some time)