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Experience
Client Stories
industry
Technology, Media & Telecommunications

Automating ARR reporting on one integrated platform

Context

A SaaS provider of valuation and analytics models for complex financial instruments needed one scalable lead-to-cash platform that could absorb acquisitions and deliver clear ARR reporting.

Value Created

Raised services margin
from -10% toward a 40% target via pricing and time tracking
Launched Deal Desk and CPQ
to improve pricing visibility and win strategic deals
Executed LTC initiatives
through a TMO with C-suite sponsorship, on a 1+ year roadmap

People

VALUE LEVERS

  1. Executive alignment
  2. Change management

HOW WE DID IT

  • Aligned 90 executives on the LTC vision in a 3-day DesignShop
  • Deployed the new operating model through a curated change plan

Process

VALUE LEVERS

  1. LTC operating model redesign
  2. Deal Desk and pricing
  3. Transformation management
  4. Services margin and time capture

HOW WE DID IT

  • Redesigned sales, pre-sales, and services model
  • Launched Deal Desk and value-based pricing
  • Launched a TMO to drive initiatives
  • Improved services margin and time capture

Technology

VALUE LEVERS

  1. CPQ launch support
  2. SFDC-NetSuite integration
  3. ARR data warehouse and reporting

HOW WE DID IT

  • Assisted in launching consolidated Salesforce CPQ
  • Defined requirements and designed architecture to automate billing
  • Began building an ARR data warehouse for reporting (in flight)