How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster
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What You'll Learn: - How your processes and technology are holding you back from pivoting to recurring revenue streams. - Why it's important to focus on designing processes around the “expand” portion of land and expand. - How to pivot to recurring revenue models while supporting traditional revenue streams. - Why unifying sales with operations, finance, and other supporting teams is critical in recurring revenue success.
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How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster
- 1. How Unifying People, Process, and Tech Will Help You Pivot to Recurring Revenue Faster SALES HACKER WEBINAR @saleshacker Put picture here
- 2. B2B Customers Today Expect a B2C Engagement Experience Recurring Revenue Models Break Traditional Front and Back Office Silos The Key to Solving This Challenge is to Focus on Co-Terminus Renewals Ensure Front and Back Office Systems Complement Each Other Key takeaways 1 2 3 4 Pivoting to Recurring Requires Unifying Traditional Sales Processes5
- 3. 1800s 1950s 1990s Today Company Store Direct Sales Channel Sales Force Automation B2B Digital Transformation B2B Sales Has Evolved over the Last 100 Years
- 4. Empowered Service Teams Omni-Channel Commerce Personalized Journeys Flexible Purchasing Options Simple Renewal Process Clear and Accurate Financials B2B Customers Demand a B2C Buying Experience
- 5. Traditional B2B Sales Motions are Linear Develop Leads Sales Sales Ops FinanceMarketing Sell Products Manage Order Invoice and Collect Sell More and Renew
- 6. Recurring Revenue Models Focus Land and Expand Market Co-Terminus Renewal Sell Order Invoice Channel Sales Customer Service
- 7. Multi-Channel Engagement Partner channel sales Self service and in-app purchases No single source of truth across channels Dynamic Contracts Full lifecycle management Amendment proration calculations Automated contract renewals Disconnected Front/Back Office No single view of the customer Manual re-entry Invoices don’t reconcile to contract Inability to Deliver Clear and Accurate Renewals Process Silos Expose Challenges to Co-Terminus Ren
- 8. Traditional B2B Customer Lifecycle is Linear and Sil Develop Pipeline Marketing Manage Opportunity Sales Configure Quote Create Order Sales Ops Calculate Invoice Receivables Generate Invoice Collect Cash Collections Financial Reporting Finance
- 9. Multi-Channel Engagement Partner channel sales Self service and in-app purchases No single source of truth across channels Dynamic Contracts Ensure full lifecycle management Amendment proration calculations Automated contract renewals Disconnected Front/Back Office No single view of the customer Manual re-entry Invoices don’t reconcile to contract Inability to Deliver Clear and Accurate Renewals Process Silos Expose Challenges to Co-Terminus Ren
- 10. Dynamic Contracts Break Siloed Front and Back Off Develop Pipeline Marketing Calculate Prorations Sales Configure Installed Prod Create Order Sales Ops Calculate Invoice Receivables Generate Invoice Collect Cash Collections Financial Reporting Finance
- 11. Multi-Channel Engagement Partner channel sales Self service and in-app purchases No single source of truth across channels Dynamic Contracts Ensure full lifecycle management Amendment proration calculations Automated contract renewals Disconnected Front/Back Office No single view of the customer Manual re-entry Invoices don’t reconcile to contract Inability to Deliver Clear and Accurate Renewals Process Silos Expose Challenges to Co-Terminus Ren
- 12. All Channels Need the Same Transaction Engine Develop Pipeline Marketing Sales Sales Ops Calculate Invoice Receivables Generate Invoice Collect Cash Collections Financial Reporting Finance Partner/SelfService CustomerService
- 13. Multi-Channel Engagement Partner channel sales Self service and in-app purchases No single source of truth across channels Dynamic Contracts Ensure full lifecycle management Amendment proration calculations Automated contract renewals Disconnected Front/Back Office No single view of the customer Manual re-entry Invoices don’t reconcile to contract Inability to Deliver Clear and Accurate Renewals Process Silos Expose Challenges to Co-Terminus Ren
- 14. All Channels Need the Same Transaction Engine Develop Pipeline Marketing Sales Sales Ops Calculate Invoice Receivables Generate Invoice Collect Cash Collections Financial Reporting Finance Partner/SelfService CustomerService
- 15. Multi-Channel Engagement Partner channel sales Self service and in-app purchases No single source of truth across channels Dynamic Contracts Ensure full lifecycle management Amendment proration calculations Automated contract renewals Disconnected Front/Back Office No single view of the customer Manual re-entry Invoices don’t reconcile to contract Inability to Deliver Clear and Accurate Renewals How Do you Solve the Renewal Challenge?
- 16. Ensure Front Office Data is Structured for the Back Develop Pipeline Marketing Sales Create Order Sales Ops Receive Calculations Receivables Generate Invoice Collect Cash Collections Financial Reporting Finance Partner/SelfService CustomerService
- 17. B2B Customers Today Expect a B2C Engagement Experience Recurring Revenue Models Break Traditional Front and Back Office Silos The Key to Solving This Challenge is to Focus on Co-Terminus Renewals Ensure Front and Back Office Systems Complement Each Other Key takeaways 1 2 3 4 Pivoting to Recurring Requires Unifying Traditional Sales Processes5