In this webinar, quote-to-cash expert and enterprise architect John Coppedge joins the MGI analyst team to discuss tools and strategies for success in Q2C.
Top findings from the webinar include:
- Quote-to-cash systems should enable growth, not constrain it. Semi-manual, friction-filled quote-to-cash processes lead to invoicing issues, prolonged closing cycles, compliance problems, and revenue leakage. Sound the alarm bells when the process and tech stack(s) are going to struggle excessively or break when called upon to support future business needs like acquisitions, new product launches, or new selling motions (e.g., adding a PLG motion).
- Having a single, coherent quote-to-cash process across all sales channels is often unrealistic. The feasibility depends on the complexity of the offerings, selling motions, and go-to-market strategies – each may require different tooling. The ideal approach is to build a core stack for common product/motion types and hook in auxiliary tools and processes for specialized needs.
- Balancing urgent fixes with strategic quote-to-cash transformation is difficult. A strong enterprise architecture discipline is key to navigating change effectively. Companies that do this well understand and own their core data and architecture, rather than having it defined by the systems they use. An ERP or CRM system is not an enterprise architecture.