Top 10 Predictions in The Quote-To-Revenue Space

Predictions in Quote-To-Revenue Space 2022

Most enterprises we work with are facing the challenges of unifying the revenue stream with better customer service and management to provide unique experiences to their end-users. In an attempt to provide guidance to the decision-making process and stay ahead of the curve, here’s a list of top 10 predictions in the quote-to-revenue space.

These predictions are based on our industry experience, interaction with our valued customers and partners, our research within the quote-to-revenue space. To reap the best benefits of these predictions, feel free to reach out to our business strategists who can guide you through your business transformation.

1. Creation Of New Consumption-Based Revenue Models
Customers these days are moving into more “on-demand” or “subscription-based” models to buy products or services. Businesses, need to adapt to this trend by adjusting their quoting and billing models to address “consumption models” with varying units of measurement. Front and back office applications, need to be configured accordingly to record data correctly.
2. Service Teams Will Shift To Revenue Centers Instead Of Traditional Cost Centers

Historically service teams functioned to fix /remediate customer service issues and were billed by the sales or finance teams in the back office setting. However, as new revenue-generating opportunities have been unearthed during these servicing touchpoints, companies will now gradually shift and embed the selling and quoting motions into these services teams.

3. Back Office Logistics Meet Customer 360 To Generate New Revenue Streams
Times have changed fulfillment activities from being merely transactional to customer value creation. This customer enriched data, when integrated with back office fulfillment functions, will allow customers to proactively manage the entire service experience, strengthen the customer/provider relationship, and create new revenue streams.
4. Billing Moves From “Transactional” To “Intelligent And Value-Add”
Billing too is no more just transactional feature but a “customer value-add interaction”. This customer data is now intelligently “mined” to augment the billing process and can be used to upsell, cross-sell, and value-sell at the time of billing, to provide exceptional customer experiences.
5. Intelligent Pricing Guidance Will Change Selling Behaviours And Win More Business
The ability to algorithmically mine historical quotes and orders will allow businesses to create AI-led patterns that can be fed directly into active quoting processes and alter rep behaviour at the time of quoting. Examples include modifying and optimizing discounts and/or margin requirements to significantly increase the chances of winning business deals and/or expanding into highly competitive markets.
6. 3D And AR Visualization Will Permeate All Aspects Of The Revenue Cycle

3D augmentation and AR visualization will allow service teams to improve the accuracy of field service and overall work order cycle time – especially in the remote work environment. It will further enable customers to become more engaged in their own service processes and needs analysis. This when paired with the selling motion will shift confidence and buying aptitude to the customer thereby greatly increasing win rates and/or reducing sales cycle and friction.

7. AI Will Rule The Entire Customer 360 Processes, From Marketing, Quoting, Billing, And Service Management

The AI pattern recognition will allow pure predictive modeling to create customer engagements even before customers knew they needed them. Predictive asset lifecycle management combined with IoT signal management will enable service providers to proactively address hardware failures prior to actual failure. It’s not too far when your Maytag repair shows up to fix your washing machine three days before it actually fails.

8. Predictive Revenue Recognition Will Lead To Better M&As, Improve Capital Fundraising Activities, And Tighter Compliances

Enriched customer data infused with algorithmically mined quotes, orders, and invoices will allow potential buyers and investors a deeper insight into the present and future financial health of the company.

9. Proactive Revenue Management Will Bring Back Office Processes And Data Forward Into The Customer Value Chain

Proactive Revenue Management works to derive selling objectives to achieve certain targets. This means the front and back-office applications not only have to be inherently and intimately connected- but they both must be nimble enough to adjust to the dynamic nature of on-demand subscription models.

10. Subscription Management Functions Will Become Native To Front Office Processes And Applications

Earlier front office selling were transactionally functional and structured to sell standard goods and services. Contrarily, subscription models were based on usage or consumption over time. However current sales tools are not efficient to handle these service models. Tools that offer the flexibility of managing a fluid buying experience over time will lead the marketplace.

How prepared are you to transform your quote-to-revenue experience?  Need help to understand and analyze your quote-to-revenue stream? Lets Connect.

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Charles Scripps, Board Member

Chad has over ten years of experience investing in dynamic, growing businesses in diverse industries and geographies. His private equity experience includes HIG Capital, which has over $12B in capital under management, and AEA Investors, which manages over $3B of invested and committed capital. While at HIG and AEA, Chad led diligence, structuring, and financial analysis of potential and existing investments, and completed transactions in the industrial products and consumer services industries. Chad also has experience investing in the public equity markets, most notably as a Managing Director at Fox Point Capital, a $1B fund seeded by Julian Robertson of Tiger Management. He invested across a number of industries, including industrials, financials, technology, and consumer products, and led Fox Point’s international research. Prior to focusing his career on investing, Chad was a management consultant at McKinsey and Company, solving strategic problems for the world’s leading companies. Chad earned an MBA with Honors in Finance from the Wharton School at the University of Pennsylvania and a BS with Distinction in Chemical Engineering from the University of Wisconsin-Madison.

Lester F. Alexander II, Board Member

Les Alexander is a partner with Jefferson Capital Partners where he provides mezzanine and equity capital for growth and buyout transactions. Mr. Alexander is a member of the firm’s investment committee and serves on the board of directors of several portfolio companies where he is actively involved in strategic planning and corporate governance. Prior to joining Jefferson Capital, he worked at Advantage Capital Partners where he completed several portfolio company investments and served on the investment committee. Before becoming a private equity investor, Mr. Alexander served as president of Ferrara Fire Apparatus, Inc., a leading fire truck and emergency vehicle manufacturer. At Ferrara, he was responsible for managing a workforce of 450 employees producing over 300 vehicles annually for its domestic and international customers. As an investment banker for 15 years with such firms as Howard Weil, Southcoast Capital, and J.C. Bradford & Co., Mr. Alexander completed over 50 public offerings of debt and equity securities, private placements, and merger and acquisition transactions totaling more than $7 billion for public and private companies in a variety of industries. Mr. Alexander is an adjunct professor at Tulane University and Loyola University where he teaches graduate and undergraduate classes in investment banking, private equity & venture capital, advanced financial management, investments, and entrepreneurship. He is also the board president for Benjamin Franklin High School, a public charter school in New Orleans. Mr. Alexander is the former Chairman Finance of the Association for Corporate Growth (ACG) and served on the global Board of Directors. He is a founder of the Louisiana chapter of ACG and was a recipient of the ACG global Meritorious Service Award and the Louisiana chapter’s Outstanding Service Award. Mr. Alexander received his bachelor of science in Commerce from the University of Virginia in 1989 and his MBA from the University of North Carolina in 1993.

Patrick F. Healy, Board Member

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Chris Waters, VP of Strategic Sales

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Keith Fox, GM Salesforce Canada

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Tarun Sharma, Practice Director and Senior Solution Architect

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Adam Rosenfield, VP of Salesforce Practice

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