SlideShare a Scribd company logo
1 of 16
Download to read offline
5 Recommendations to Turn
Revenue Leaks into Revenue Gains
An eBook for Finance Executives
Hidden Risk: ERP Revenue Leaks
Companies need to capture all revenue possible. Finance teams may be
surprised to discover lost dollars in an unexpected place:
Revenue leaks caused by gaps in ERP
and quote-to-cash operations.
Plus … missed opportunities to accelerate revenue recognition.
To close this gap, many are adding a best-in-class software monetization
solution to transform their quote-to-cash processes.
This eBook provides an overview about this important revenue recovery, and growth, opportunity.
5 Recommendations To Turn Revenue
Leaks Into Revenue Gains
1. Plug the Quote-to-Cash ERP Gap
2. Extend Quote-to-Cash to Prospect-to-
Support to Drive New Revenue
3. Manage, Track, Collect and Report on
the Entire License Lifecycle
4. Get the Software There On Time to
Only those Entitled
5. Remove Revenue Recognition Risks While
Accelerating Revenue Recognition
Plug the Quote-to-Cash
ERP Gap
You
Streamlined
Quote-to-Cash
1 Plug the Quote-to-Cash ERP Gap
ERP systems were built to handle
physical assets, not digital goods.
The challenge?
Digital goods are completely
different – fluid in nature
and always changing.
Most digital goods transactions occur after the sale.
ERP systems are not designed
for fulfillment or post-order
entitlement transactions
1 Plug the Quote-to-Cash ERP Gap
ERP systems do not accurately
capture installed base detail –
entitled to use and access
The gap: No central, accurate
view of customer entitlements =
revenue leakage
• Demo/Eval
• Renewals
• Bumps
• Upgrades
• Updates
• Moves
• Remix
80%of Interactions:
Unlike physical goods, the digital
nature of software easily lends
itself to frequent customer
interaction and opportunity.
You
Higher Revenue
Extend Quote-to-Cash to Prospect-
to-Support to Drive New Revenue
• Deeper, more accurate
tracking than ERP
• Broaden quote-to-cash
to prospect-to-support
2 Extend Quote-to-Cash to Prospect-
to-Support to Drive New Revenue
You need to consider the full software licensing lifecycle.
Think pre-sale events:
Demos, try & buy, trials, evaluations, loans, etc.
Think product fulfillment events:
Downloads, installs, activations, registrations and configurations
Think license lifecycle events:
Transfers, re-hosts, returns, downgrades, upgrades,
updates, converted trials, moves and more
Prospect
Management
Opportunity
Management
Solution
design/pricing
Change
orders
Order
fulfillment
Invoice/revenue
management Support
NEW NEWPROSPECT-TO-SUPPORT PROCESS
Manage, Track, Collect and Report
on the Entire License Lifecycle
You
Customer
Self-Service
3 Manage, Track, Collect and Report on
the Entire License Lifecycle
Fa s t. Eff i cie nt. Gap so lve d.
To close gaps, should you build a solution? It’s a logical question. Much to consider.
Level of resources. Complexity of build. Ongoing changes.
A purpose-built software monetization solution:
• Provides customer self-service
• Enables the ability to manage, track, collect and report on
all transactions throughout the lifecycle
• Incorporates best practices to reduce revenue leakage
• Enables higher renewal rates
• Automates and streamlines product setup, order entry and
licensing processes and operations
• Empowers agility, scalability and market adaptability
Software
Lifecycle
(Customer
Perspective)
1. Conceive
2. Evaluate
3. Acquire
4. Own
5. RetireSource
Obtain
Install
Specify
Learn
Test
Accept
Order
Pay
Obtain
Install
Learn
Use
Maintain
Upgrade
Evaluate
Archive/Dispose
Replace
Get the Software There On Time
to Only those Entitled
You
Efficient Software
Fulfillment
4 Get the Software
There On Time to
Only those Entitled
An important
revenue recognition
moment—
software delivery.
Gaps go away—
only software paid for is accessed.
Unless only “entitled” customers
get access to software and
updates, revenue is lost.
A Software Monetization solution that
includes entitlement management
PLUS state-of-the-art electronic
software fulfillment and delivery add
up to right customers, right software.
Remove Revenue Recognition Risks
While Accelerating Revenue
Recognition You
Accelerated
Revenue
Recognition
5 Remove Revenue Recognition Risks
While Accelerating Revenue Recognition
The days of rushing to ship physical software on the last day of the quarter to
recognize revenue are gone when you deliver licenses and software electronically.
Now you can recognize revenue up to the final second of a financial quarter. This
ensures that revenue booked in a quarter is recognized within that same quarter.
… but risks still may exist…software and license key access needs to be provided,
on-time and to only entitled users.
Software Monetization Solutions comprised of purpose-built
entitlement management + electronic software fulfillment and
delivery technology = Reduced Risk
Unauthorized users could
be accessing your IP if you have
inaccurate, outdated customer
installed base and entitlement records.
Information delays can occur
if homegrown electronic fulfillment and
delivery system can’t meet demand or
fails.
Revenue Recognition Wins:
Predictable, accurate audit trails and security
controls.
Goodbye Revenue Gaps.
STREAMLINE and EXTEND quote-to-cash to PROSPECT-TO-SUPPORT with best-in-class
Software Monetization Solutions to DRIVE REVENUE
Purpose-built Entitlement Management
and Software Fulfillment systems turn
revenue leaks into revenue gains.
1. Plug the Quote-to-Cash ERP Gap
2. Extend Quote-to-Cash to Prospect-to-Support
to Drive New Revenue
3. Manage, Track, Collect and Report on the
Entire License Lifecycle
4. Get the Software There On Time to
Only those Entitled
5. Remove Revenue Recognition Risks While
Accelerating Revenue Recognition
Learn More:

More Related Content

Viewers also liked

Bunding Or Binding Dr. Shriniwas Kashalikar
Bunding Or Binding  Dr. Shriniwas KashalikarBunding Or Binding  Dr. Shriniwas Kashalikar
Bunding Or Binding Dr. Shriniwas Kashalikarshriniwaskashalikar
 
Walking To Wellness Holistic View Dr Shriniwas Kashalikatr
Walking To Wellness Holistic View Dr Shriniwas KashalikatrWalking To Wellness Holistic View Dr Shriniwas Kashalikatr
Walking To Wellness Holistic View Dr Shriniwas Kashalikatrshriniwaskashalikar
 
Album fotografic
Album fotograficAlbum fotografic
Album fotograficgueste47838
 
FlexNet Connect April 2013 Datasheet
FlexNet Connect April 2013 DatasheetFlexNet Connect April 2013 Datasheet
FlexNet Connect April 2013 DatasheetFlexera
 
快速定位开发常见的前端问题
快速定位开发常见的前端问题快速定位开发常见的前端问题
快速定位开发常见的前端问题taobao.com
 
R E M E D I E S I F O U N D U S E F U L I N J O I N T P A I N S D R S...
R E M E D I E S  I  F O U N D  U S E F U L  I N  J O I N T  P A I N S  D R  S...R E M E D I E S  I  F O U N D  U S E F U L  I N  J O I N T  P A I N S  D R  S...
R E M E D I E S I F O U N D U S E F U L I N J O I N T P A I N S D R S...shriniwaskashalikar
 
Berpikir Kreatif I
Berpikir Kreatif IBerpikir Kreatif I
Berpikir Kreatif Iguest361b2c
 

Viewers also liked (11)

Bunding Or Binding Dr. Shriniwas Kashalikar
Bunding Or Binding  Dr. Shriniwas KashalikarBunding Or Binding  Dr. Shriniwas Kashalikar
Bunding Or Binding Dr. Shriniwas Kashalikar
 
Walking To Wellness Holistic View Dr Shriniwas Kashalikatr
Walking To Wellness Holistic View Dr Shriniwas KashalikatrWalking To Wellness Holistic View Dr Shriniwas Kashalikatr
Walking To Wellness Holistic View Dr Shriniwas Kashalikatr
 
Ligjerata5
Ligjerata5Ligjerata5
Ligjerata5
 
Album fotografic
Album fotograficAlbum fotografic
Album fotografic
 
FlexNet Connect April 2013 Datasheet
FlexNet Connect April 2013 DatasheetFlexNet Connect April 2013 Datasheet
FlexNet Connect April 2013 Datasheet
 
為人的藝術
為人的藝術為人的藝術
為人的藝術
 
快速定位开发常见的前端问题
快速定位开发常见的前端问题快速定位开发常见的前端问题
快速定位开发常见的前端问题
 
R E M E D I E S I F O U N D U S E F U L I N J O I N T P A I N S D R S...
R E M E D I E S  I  F O U N D  U S E F U L  I N  J O I N T  P A I N S  D R  S...R E M E D I E S  I  F O U N D  U S E F U L  I N  J O I N T  P A I N S  D R  S...
R E M E D I E S I F O U N D U S E F U L I N J O I N T P A I N S D R S...
 
Berpikir Kreatif I
Berpikir Kreatif IBerpikir Kreatif I
Berpikir Kreatif I
 
Belchfire Torch Seo Ranking Report
Belchfire Torch Seo Ranking ReportBelchfire Torch Seo Ranking Report
Belchfire Torch Seo Ranking Report
 
Y O G A A N D S T R E S S Dr
Y O G A  A N D  S T R E S S  DrY O G A  A N D  S T R E S S  Dr
Y O G A A N D S T R E S S Dr
 

More from Flexera

Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...
Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...
Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...Flexera
 
Make Smarter Cloud Decisions at Every Step of Your Journey
Make Smarter Cloud Decisions at Every Step of Your JourneyMake Smarter Cloud Decisions at Every Step of Your Journey
Make Smarter Cloud Decisions at Every Step of Your JourneyFlexera
 
10 Tips to Optimize, Automate, and Govern your Hybrid IT Environment
10 Tips to Optimize, Automate, and Govern your Hybrid IT Environment10 Tips to Optimize, Automate, and Govern your Hybrid IT Environment
10 Tips to Optimize, Automate, and Govern your Hybrid IT EnvironmentFlexera
 
Using Automated Policies for SaaS Governance and Compliance
Using Automated Policies for SaaS Governance and ComplianceUsing Automated Policies for SaaS Governance and Compliance
Using Automated Policies for SaaS Governance and ComplianceFlexera
 
The Practical Approach for End-to-End SaaS Management
The Practical Approach for End-to-End SaaS ManagementThe Practical Approach for End-to-End SaaS Management
The Practical Approach for End-to-End SaaS ManagementFlexera
 
7 Things You Need to Know for Your Cloud-First Strategy
7 Things You Need to Know for Your Cloud-First Strategy7 Things You Need to Know for Your Cloud-First Strategy
7 Things You Need to Know for Your Cloud-First StrategyFlexera
 
The Role of In-House & External Counsel in Managing Open Source Software
The Role of In-House & External Counsel in Managing Open Source SoftwareThe Role of In-House & External Counsel in Managing Open Source Software
The Role of In-House & External Counsel in Managing Open Source SoftwareFlexera
 
Addressing Open Source Risks During M&A: A Legal View
Addressing Open Source Risks During M&A: A Legal ViewAddressing Open Source Risks During M&A: A Legal View
Addressing Open Source Risks During M&A: A Legal ViewFlexera
 
Having Trouble Managing All Your Cloud Services? We Know!
Having Trouble Managing All Your Cloud Services? We Know!Having Trouble Managing All Your Cloud Services? We Know!
Having Trouble Managing All Your Cloud Services? We Know!Flexera
 
Webinar: Maximizing the ROI of IT by Simplifying Technology Complexity
Webinar: Maximizing the ROI of IT by Simplifying Technology ComplexityWebinar: Maximizing the ROI of IT by Simplifying Technology Complexity
Webinar: Maximizing the ROI of IT by Simplifying Technology ComplexityFlexera
 
Webinar: What's New In FlexNet Manager Suite 2018 R1
Webinar: What's New In FlexNet Manager Suite 2018 R1Webinar: What's New In FlexNet Manager Suite 2018 R1
Webinar: What's New In FlexNet Manager Suite 2018 R1Flexera
 
Open Source Security - It can be done easily.
Open Source Security - It can be done easily.Open Source Security - It can be done easily.
Open Source Security - It can be done easily.Flexera
 
Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...
Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...
Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...Flexera
 
Windows 10 webinar: What’s new for IT pros Windows 10 v 1709
Windows 10 webinar: What’s new for IT pros Windows 10 v 1709Windows 10 webinar: What’s new for IT pros Windows 10 v 1709
Windows 10 webinar: What’s new for IT pros Windows 10 v 1709Flexera
 
Don’t Let Hackers Breach Your Data: Shutting Your Risk Window on Apache Struts2
Don’t Let Hackers Breach Your Data:  Shutting Your Risk Window on Apache Struts2Don’t Let Hackers Breach Your Data:  Shutting Your Risk Window on Apache Struts2
Don’t Let Hackers Breach Your Data: Shutting Your Risk Window on Apache Struts2Flexera
 
BDNA joins Flexera
BDNA joins FlexeraBDNA joins Flexera
BDNA joins FlexeraFlexera
 
Flexera Event - The Game Has Changed - Are You Ready?
Flexera Event - The Game Has Changed - Are You Ready?Flexera Event - The Game Has Changed - Are You Ready?
Flexera Event - The Game Has Changed - Are You Ready?Flexera
 
Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...
Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...
Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...Flexera
 
Keeping a Lid on Costs for Cloud Infrastructure and SaaS Applications
Keeping a Lid on Costs for Cloud Infrastructure and SaaS ApplicationsKeeping a Lid on Costs for Cloud Infrastructure and SaaS Applications
Keeping a Lid on Costs for Cloud Infrastructure and SaaS ApplicationsFlexera
 
Do You Manage Software? Understanding Your Role in Cybersecurity Defense
Do You Manage Software? Understanding Your Role in Cybersecurity DefenseDo You Manage Software? Understanding Your Role in Cybersecurity Defense
Do You Manage Software? Understanding Your Role in Cybersecurity DefenseFlexera
 

More from Flexera (20)

Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...
Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...
Get a Complete View of Your Business Services and IT Estate in ServiceNow wit...
 
Make Smarter Cloud Decisions at Every Step of Your Journey
Make Smarter Cloud Decisions at Every Step of Your JourneyMake Smarter Cloud Decisions at Every Step of Your Journey
Make Smarter Cloud Decisions at Every Step of Your Journey
 
10 Tips to Optimize, Automate, and Govern your Hybrid IT Environment
10 Tips to Optimize, Automate, and Govern your Hybrid IT Environment10 Tips to Optimize, Automate, and Govern your Hybrid IT Environment
10 Tips to Optimize, Automate, and Govern your Hybrid IT Environment
 
Using Automated Policies for SaaS Governance and Compliance
Using Automated Policies for SaaS Governance and ComplianceUsing Automated Policies for SaaS Governance and Compliance
Using Automated Policies for SaaS Governance and Compliance
 
The Practical Approach for End-to-End SaaS Management
The Practical Approach for End-to-End SaaS ManagementThe Practical Approach for End-to-End SaaS Management
The Practical Approach for End-to-End SaaS Management
 
7 Things You Need to Know for Your Cloud-First Strategy
7 Things You Need to Know for Your Cloud-First Strategy7 Things You Need to Know for Your Cloud-First Strategy
7 Things You Need to Know for Your Cloud-First Strategy
 
The Role of In-House & External Counsel in Managing Open Source Software
The Role of In-House & External Counsel in Managing Open Source SoftwareThe Role of In-House & External Counsel in Managing Open Source Software
The Role of In-House & External Counsel in Managing Open Source Software
 
Addressing Open Source Risks During M&A: A Legal View
Addressing Open Source Risks During M&A: A Legal ViewAddressing Open Source Risks During M&A: A Legal View
Addressing Open Source Risks During M&A: A Legal View
 
Having Trouble Managing All Your Cloud Services? We Know!
Having Trouble Managing All Your Cloud Services? We Know!Having Trouble Managing All Your Cloud Services? We Know!
Having Trouble Managing All Your Cloud Services? We Know!
 
Webinar: Maximizing the ROI of IT by Simplifying Technology Complexity
Webinar: Maximizing the ROI of IT by Simplifying Technology ComplexityWebinar: Maximizing the ROI of IT by Simplifying Technology Complexity
Webinar: Maximizing the ROI of IT by Simplifying Technology Complexity
 
Webinar: What's New In FlexNet Manager Suite 2018 R1
Webinar: What's New In FlexNet Manager Suite 2018 R1Webinar: What's New In FlexNet Manager Suite 2018 R1
Webinar: What's New In FlexNet Manager Suite 2018 R1
 
Open Source Security - It can be done easily.
Open Source Security - It can be done easily.Open Source Security - It can be done easily.
Open Source Security - It can be done easily.
 
Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...
Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...
Software Distribution, Customer Experience and the IoT: Get Ready for Fast, S...
 
Windows 10 webinar: What’s new for IT pros Windows 10 v 1709
Windows 10 webinar: What’s new for IT pros Windows 10 v 1709Windows 10 webinar: What’s new for IT pros Windows 10 v 1709
Windows 10 webinar: What’s new for IT pros Windows 10 v 1709
 
Don’t Let Hackers Breach Your Data: Shutting Your Risk Window on Apache Struts2
Don’t Let Hackers Breach Your Data:  Shutting Your Risk Window on Apache Struts2Don’t Let Hackers Breach Your Data:  Shutting Your Risk Window on Apache Struts2
Don’t Let Hackers Breach Your Data: Shutting Your Risk Window on Apache Struts2
 
BDNA joins Flexera
BDNA joins FlexeraBDNA joins Flexera
BDNA joins Flexera
 
Flexera Event - The Game Has Changed - Are You Ready?
Flexera Event - The Game Has Changed - Are You Ready?Flexera Event - The Game Has Changed - Are You Ready?
Flexera Event - The Game Has Changed - Are You Ready?
 
Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...
Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...
Webinar: Take Proactive Control of Your SAP Licensing, Indirect Usage and Ven...
 
Keeping a Lid on Costs for Cloud Infrastructure and SaaS Applications
Keeping a Lid on Costs for Cloud Infrastructure and SaaS ApplicationsKeeping a Lid on Costs for Cloud Infrastructure and SaaS Applications
Keeping a Lid on Costs for Cloud Infrastructure and SaaS Applications
 
Do You Manage Software? Understanding Your Role in Cybersecurity Defense
Do You Manage Software? Understanding Your Role in Cybersecurity DefenseDo You Manage Software? Understanding Your Role in Cybersecurity Defense
Do You Manage Software? Understanding Your Role in Cybersecurity Defense
 

Recently uploaded

A Glance At The Java Performance Toolbox
A Glance At The Java Performance ToolboxA Glance At The Java Performance Toolbox
A Glance At The Java Performance ToolboxAna-Maria Mihalceanu
 
Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)
Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)
Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)Mark Simos
 
Dublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptxDublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptxKunal Gupta
 
Arti Languages Pre Seed Pitchdeck 2024.pdf
Arti Languages Pre Seed Pitchdeck 2024.pdfArti Languages Pre Seed Pitchdeck 2024.pdf
Arti Languages Pre Seed Pitchdeck 2024.pdfwill854175
 
THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023
THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023
THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023Joshua Flannery
 
React Native vs Ionic - The Best Mobile App Framework
React Native vs Ionic - The Best Mobile App FrameworkReact Native vs Ionic - The Best Mobile App Framework
React Native vs Ionic - The Best Mobile App FrameworkPixlogix Infotech
 
React JS; all concepts. Contains React Features, JSX, functional & Class comp...
React JS; all concepts. Contains React Features, JSX, functional & Class comp...React JS; all concepts. Contains React Features, JSX, functional & Class comp...
React JS; all concepts. Contains React Features, JSX, functional & Class comp...Karmanjay Verma
 
HCI Lesson 1 - Introduction to Human-Computer Interaction.pdf
HCI Lesson 1 - Introduction to Human-Computer Interaction.pdfHCI Lesson 1 - Introduction to Human-Computer Interaction.pdf
HCI Lesson 1 - Introduction to Human-Computer Interaction.pdfROWELL MARQUINA
 
Why Agile? - A handbook behind Agile Evolution
Why Agile? - A handbook behind Agile EvolutionWhy Agile? - A handbook behind Agile Evolution
Why Agile? - A handbook behind Agile EvolutionDEEPRAJ PATHAK
 
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...BookNet Canada
 
Bitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactiveBitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactivestartupro
 
Which standard is best for your content?
Which standard is best for your content?Which standard is best for your content?
Which standard is best for your content?Rustici Software
 
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...Alkin Tezuysal
 
Deliver Latency Free Customer Experience
Deliver Latency Free Customer ExperienceDeliver Latency Free Customer Experience
Deliver Latency Free Customer ExperienceOpsTree solutions
 
The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...
The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...
The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...Wes McKinney
 
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS:  6 Ways to Automate Your Data IntegrationBridging Between CAD & GIS:  6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integrationmarketing932765
 
QCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architecturesQCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architecturesBernd Ruecker
 
Software Security in the Real World w/Kelsey Hightower
Software Security in the Real World w/Kelsey HightowerSoftware Security in the Real World w/Kelsey Hightower
Software Security in the Real World w/Kelsey HightowerAnchore
 
Digital Tools & AI in Career Development
Digital Tools & AI in Career DevelopmentDigital Tools & AI in Career Development
Digital Tools & AI in Career DevelopmentMahmoud Rabie
 
MuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotes
MuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotesMuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotes
MuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotesManik S Magar
 

Recently uploaded (20)

A Glance At The Java Performance Toolbox
A Glance At The Java Performance ToolboxA Glance At The Java Performance Toolbox
A Glance At The Java Performance Toolbox
 
Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)
Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)
Tampa BSides - The No BS SOC (slides from April 6, 2024 talk)
 
Dublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptxDublin_mulesoft_meetup_API_specifications.pptx
Dublin_mulesoft_meetup_API_specifications.pptx
 
Arti Languages Pre Seed Pitchdeck 2024.pdf
Arti Languages Pre Seed Pitchdeck 2024.pdfArti Languages Pre Seed Pitchdeck 2024.pdf
Arti Languages Pre Seed Pitchdeck 2024.pdf
 
THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023
THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023
THE STATE OF STARTUP ECOSYSTEM - INDIA x JAPAN 2023
 
React Native vs Ionic - The Best Mobile App Framework
React Native vs Ionic - The Best Mobile App FrameworkReact Native vs Ionic - The Best Mobile App Framework
React Native vs Ionic - The Best Mobile App Framework
 
React JS; all concepts. Contains React Features, JSX, functional & Class comp...
React JS; all concepts. Contains React Features, JSX, functional & Class comp...React JS; all concepts. Contains React Features, JSX, functional & Class comp...
React JS; all concepts. Contains React Features, JSX, functional & Class comp...
 
HCI Lesson 1 - Introduction to Human-Computer Interaction.pdf
HCI Lesson 1 - Introduction to Human-Computer Interaction.pdfHCI Lesson 1 - Introduction to Human-Computer Interaction.pdf
HCI Lesson 1 - Introduction to Human-Computer Interaction.pdf
 
Why Agile? - A handbook behind Agile Evolution
Why Agile? - A handbook behind Agile EvolutionWhy Agile? - A handbook behind Agile Evolution
Why Agile? - A handbook behind Agile Evolution
 
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
Transcript: Green paths: Learning from publishers’ sustainability journeys - ...
 
Bitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactiveBitdefender-CSG-Report-creat7534-interactive
Bitdefender-CSG-Report-creat7534-interactive
 
Which standard is best for your content?
Which standard is best for your content?Which standard is best for your content?
Which standard is best for your content?
 
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
Unleashing Real-time Insights with ClickHouse_ Navigating the Landscape in 20...
 
Deliver Latency Free Customer Experience
Deliver Latency Free Customer ExperienceDeliver Latency Free Customer Experience
Deliver Latency Free Customer Experience
 
The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...
The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...
The Future Roadmap for the Composable Data Stack - Wes McKinney - Data Counci...
 
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS:  6 Ways to Automate Your Data IntegrationBridging Between CAD & GIS:  6 Ways to Automate Your Data Integration
Bridging Between CAD & GIS: 6 Ways to Automate Your Data Integration
 
QCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architecturesQCon London: Mastering long-running processes in modern architectures
QCon London: Mastering long-running processes in modern architectures
 
Software Security in the Real World w/Kelsey Hightower
Software Security in the Real World w/Kelsey HightowerSoftware Security in the Real World w/Kelsey Hightower
Software Security in the Real World w/Kelsey Hightower
 
Digital Tools & AI in Career Development
Digital Tools & AI in Career DevelopmentDigital Tools & AI in Career Development
Digital Tools & AI in Career Development
 
MuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotes
MuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotesMuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotes
MuleSoft Online Meetup Group - B2B Crash Course: Release SparkNotes
 

5 Recommendations to Turn Revenue Leaks into Revenue Gains

  • 1. 5 Recommendations to Turn Revenue Leaks into Revenue Gains An eBook for Finance Executives
  • 2. Hidden Risk: ERP Revenue Leaks Companies need to capture all revenue possible. Finance teams may be surprised to discover lost dollars in an unexpected place: Revenue leaks caused by gaps in ERP and quote-to-cash operations. Plus … missed opportunities to accelerate revenue recognition. To close this gap, many are adding a best-in-class software monetization solution to transform their quote-to-cash processes. This eBook provides an overview about this important revenue recovery, and growth, opportunity.
  • 3. 5 Recommendations To Turn Revenue Leaks Into Revenue Gains 1. Plug the Quote-to-Cash ERP Gap 2. Extend Quote-to-Cash to Prospect-to- Support to Drive New Revenue 3. Manage, Track, Collect and Report on the Entire License Lifecycle 4. Get the Software There On Time to Only those Entitled 5. Remove Revenue Recognition Risks While Accelerating Revenue Recognition
  • 4. Plug the Quote-to-Cash ERP Gap You Streamlined Quote-to-Cash
  • 5. 1 Plug the Quote-to-Cash ERP Gap ERP systems were built to handle physical assets, not digital goods. The challenge? Digital goods are completely different – fluid in nature and always changing.
  • 6. Most digital goods transactions occur after the sale. ERP systems are not designed for fulfillment or post-order entitlement transactions 1 Plug the Quote-to-Cash ERP Gap ERP systems do not accurately capture installed base detail – entitled to use and access The gap: No central, accurate view of customer entitlements = revenue leakage • Demo/Eval • Renewals • Bumps • Upgrades • Updates • Moves • Remix 80%of Interactions: Unlike physical goods, the digital nature of software easily lends itself to frequent customer interaction and opportunity.
  • 7. You Higher Revenue Extend Quote-to-Cash to Prospect- to-Support to Drive New Revenue
  • 8. • Deeper, more accurate tracking than ERP • Broaden quote-to-cash to prospect-to-support 2 Extend Quote-to-Cash to Prospect- to-Support to Drive New Revenue You need to consider the full software licensing lifecycle. Think pre-sale events: Demos, try & buy, trials, evaluations, loans, etc. Think product fulfillment events: Downloads, installs, activations, registrations and configurations Think license lifecycle events: Transfers, re-hosts, returns, downgrades, upgrades, updates, converted trials, moves and more Prospect Management Opportunity Management Solution design/pricing Change orders Order fulfillment Invoice/revenue management Support NEW NEWPROSPECT-TO-SUPPORT PROCESS
  • 9. Manage, Track, Collect and Report on the Entire License Lifecycle You Customer Self-Service
  • 10. 3 Manage, Track, Collect and Report on the Entire License Lifecycle Fa s t. Eff i cie nt. Gap so lve d. To close gaps, should you build a solution? It’s a logical question. Much to consider. Level of resources. Complexity of build. Ongoing changes. A purpose-built software monetization solution: • Provides customer self-service • Enables the ability to manage, track, collect and report on all transactions throughout the lifecycle • Incorporates best practices to reduce revenue leakage • Enables higher renewal rates • Automates and streamlines product setup, order entry and licensing processes and operations • Empowers agility, scalability and market adaptability Software Lifecycle (Customer Perspective) 1. Conceive 2. Evaluate 3. Acquire 4. Own 5. RetireSource Obtain Install Specify Learn Test Accept Order Pay Obtain Install Learn Use Maintain Upgrade Evaluate Archive/Dispose Replace
  • 11. Get the Software There On Time to Only those Entitled You Efficient Software Fulfillment
  • 12. 4 Get the Software There On Time to Only those Entitled An important revenue recognition moment— software delivery. Gaps go away— only software paid for is accessed. Unless only “entitled” customers get access to software and updates, revenue is lost. A Software Monetization solution that includes entitlement management PLUS state-of-the-art electronic software fulfillment and delivery add up to right customers, right software.
  • 13. Remove Revenue Recognition Risks While Accelerating Revenue Recognition You Accelerated Revenue Recognition
  • 14. 5 Remove Revenue Recognition Risks While Accelerating Revenue Recognition The days of rushing to ship physical software on the last day of the quarter to recognize revenue are gone when you deliver licenses and software electronically. Now you can recognize revenue up to the final second of a financial quarter. This ensures that revenue booked in a quarter is recognized within that same quarter. … but risks still may exist…software and license key access needs to be provided, on-time and to only entitled users. Software Monetization Solutions comprised of purpose-built entitlement management + electronic software fulfillment and delivery technology = Reduced Risk Unauthorized users could be accessing your IP if you have inaccurate, outdated customer installed base and entitlement records. Information delays can occur if homegrown electronic fulfillment and delivery system can’t meet demand or fails. Revenue Recognition Wins: Predictable, accurate audit trails and security controls. Goodbye Revenue Gaps.
  • 15. STREAMLINE and EXTEND quote-to-cash to PROSPECT-TO-SUPPORT with best-in-class Software Monetization Solutions to DRIVE REVENUE Purpose-built Entitlement Management and Software Fulfillment systems turn revenue leaks into revenue gains. 1. Plug the Quote-to-Cash ERP Gap 2. Extend Quote-to-Cash to Prospect-to-Support to Drive New Revenue 3. Manage, Track, Collect and Report on the Entire License Lifecycle 4. Get the Software There On Time to Only those Entitled 5. Remove Revenue Recognition Risks While Accelerating Revenue Recognition