QUOTE-TO-CA$H CERTIFICATION. Module 3, Part 3 Revenue Management

Transcription

1 QUOTE-TO-CA$H CERTIFICATION Module 3, Part 3 Revenue Management

2 Table of Contents Introduction Basics of Revenue Management What this module will cover 1. Shift in the Economy to Subscriptions 2. Need for diverse offers and agility 3. The value of agile revenue management 03 Introduction 04 Shift in the Economy Effect on Businesses 05 Diverse blend of business models More than just subscriptions 06 Revenue Management in Quote-to-Cash 07 Automatic Invoicing/Billing 08 Order Capture, Fulfillment, And Orchestration 09 Revenue Recognition 10 Revenue Management Business Transformation Results

3 Mike Carrell Director Product Marketing, Revenue Management, Apttus Develop Revenue Management materials for Apttus internal teams and partners Write about Quote-to-Cash, marketing, competitive intelligence, and other topics for Apttus and other blogs Eagerly watch the marketplace for new and developing business models Contact Info:

4 The Economy is Shifting The global economy is in the early stages of a transformation from a transaction economy to a subscription economy.

5 Business and Technology Trends Require a Blend of Models for Profitable Growth MRI Scanner paid for via Usage-based billing Internet of Things (IoT) Coupons Discounts Gifting Physical One-Time Transactions In-App Purchases Micro-Transactions One-Time Add-Ons Cancellation/ Activation Fees Family Plans Pricing Tiers Grace Periods Bundles Upsell Downsell Merchandizing Multicurrency Taxes Usage/Consumption Subscriptions Minimum Use, Quarterly, Monthly Freemium/Trial Quarterly Annual Custom Time Frame Milestone Wallet Annual, Customer Time Frame, Thresholds, Rollover, Overage, Surcharge, Rated/Mediated 5

6 Revenue Management and Order-to-Cash Processes Customers CRM Configure & Bundle Product Presentment Pricing Quoting Contracting Ordering Billing Revenue Recognition Renewals Fulfillment ERP esignature Service Provisioning Usage System Tax Provider Payment Processor Financial Accounting ERP Inventory Management Shipping Information Integration Hub

7 One Platform for All Your Order-to-Cash Needs Generate accurate invoices directly from latest orders & contracts Invoice for subscriptions, professional services, physical goods and usage-based services in one invoice with no custom coding required View orders, contracts and invoices in a central place using an intuitive interface View your actual and projected billing for full cash flow cycle visibility Automatically create Revenue Recognition schedules per line-item

8 Gain Order Visibility in the Front Office Order Fulfillment Integrate with the backend Enterprise-level Connectors Webservices Order Orchestration Jeopardy Management Order Capture Configure once and order from any channel Field Sales, Telesales, Customer Support E-Commerce Portal Partner Communities In Flight Order Changes Asset Management actions GUI Orchestration Plan Validations at multiple phases Configurable workflow definition Quote-to-Cash Analytics for metrics-based reporting on Orders

9 Revenue Recognition Quarterly Billing Schedule: Upgrade May 1 st adds $800 to Contract Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Dec Monthly Revenue Schedule: Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Dec

10 Revenue Management Delivers Value for Quote-to-Cash Business Transformation Automation Monetize the Mix Orchestrate Complexity Cohesive Suite Eliminate manual processes. 85% of new business comes in with no manual touch. optimize our entire sales infrastructure process and allow us to focus on our clients Now we can bill for real-time usage. Mix of one-time, subscription, and usagebased charges. We can bundle products/services and get to market quickly Works through all our channels: direct sales, distributor, and customer self service CRM Agnostic, Integrates to ERP, Tax, and Entitlement systems Seamless solution from front end to back end. We re buying a process from end to end so when revenue is recorded, we know it s correct

11 Up Next Introduction Basics of B2B Omni-Channel Commerce What this module will cover 1. Changing business buyer behaviors make e-commerce essential 2. Omni-channel buyers are more valuable 3. The solution: a B2B omni-channel commerce approach Configure Price Quote 3.1