VALUE CREATION & GROWTH EXECUTION

Lead-to-cash (CRM, CPQ & ERP)

Revenue modelling requires visibility into every stage of the process, from the initial lead to the final payment. At a minimum, this includes marketing, sales, operations, customer support and finance. The biggest challenges to effective modelling occur when the business operates within silos — human or technological. We identify these silos early and help break down the boundaries between functions, systems and processes.

For team members, this may mean coaching and a realigning of priorities. Whereas for technology, it means proper integration from CRM, to CPQ to ERP.

For example, a successful engagement might require a lead captured on a website to progress through customer relationship management (CRM), a production system, a sales incentive platform, enterprise resource planning (ERP) and billing/accounting.

Service offerings

Scenario

A Series C SaaS business was attracting the unwanted attention of auditors. It had $13m in accruals (revenue and expenses) but had not received the cash. Failure to collect the money would result in the business debooking the revenue and risking its covenants with the bank.

On assessment, we found a finance team struggling to track the business via spreadsheets. We worked with them to implement Salesforce CRM, Oracle ERP and Microsoft Power BI reports. This gave the entire business end-to-end visibility on every lead, opportunity, transaction and invoice.

The company focused on the highest priority items, recovered the $13m and prevented future occurrences.

Related services

Go-to-market (GTM) and sales playbook service. We help businesses build and execute a GTM strategy that defines how to attract, engage and sell to customers. Critical for efficient scaling and growth

Sales forecasting & methodologies

Do you have a problem with your sales forecast accuracy? We can implement methodologies and IT systems to create a predictable revenue model.

Channel partner ecosystem service. International expansion often begins by establishing a partner strategy. We can build an ecosystem to help your business scale, expand and enter new markets

Demand generation

We scale and grow your demand and awareness, and optimise the revenue conversion by focusing on sales and marketing to drive buyer engagement.

Go-to-market (GTM) and sales playbook service. We help businesses build and execute a GTM strategy that defines how to attract, engage and sell to customers. Critical for efficient scaling and growth

Go-to-market (GTM) & sales playbook

We help businesses build and execute a GTM strategy that defines how to attract, engage and sell to customers. Critical to scale and growth.

Service offerings

Contact us to discuss your needs in confidence