Transforming Lead-to-Revenue Operations across the front and back office
As the shift to a recurring revenue model continues, many businesses struggle to create sales and billing processes that support the dynamic nature of the modern contract. Across every industry, the proliferation of new business models, such as subscriptions and other Business to Business (B2B) and Direct to Consumer (DTC) channels has redefined how people and businesses buy everything from software to vehicles. The front-end disruption has left organizations challenged to transform their back-end processes and technologies to keep up.
Modern lead-to-revenue solutions must bridge the gap between sales and finance to support multiple users, disparate revenue streams and complex billing calculations during the quoting process. They also must enable contract alterations like upgrades, add-ons and swaps – all while maintaining a seamless customer experience. Without a connected CPQ, Billing, CLM and ERP (Enterprise Resource Planning) system combined with process and operational change, businesses risk revenue leakage, churn, reporting issues, manual process overload, sku prolifteration, billing disputes and more. While most B2B and recurring revenue businesses recognize the need to transform across their entire lead-to-revenue lifecycle, it can be incredibly difficult, time consuming and costly.
Navint combines extensive business advisory and ERP experience with deep technical and implementation capabilities in CPQ, Billing and CLM to help clients modernize their lead-to-revenue operations across the front and back office
Our expertise spans a wide range of enterprise needs, including:
- Quote-to-cash (QTC)
- Contract lifecycle management (CLM)
- Quick starts
- Support services
- Multi-system integration
- Prodly Moover (migrations)
- Data migration
- Chargent (payment processing)
- Communities partner relationship mgmt
Our CPQ , Billing & CLM capabilities are designed to enable three key attributes critical to the recurring revenue model:
Dynamic: A modern CPQ & Billing solution must support sales as ongoing relationships—not one and done transactions. At the same time, the tool must be flexible enough to support the customer no matter where he or she falls on the continuum, from a premium subscriber with constantly changing add-on services or upgrades, to a more traditional sales model.
Unifying: The recurring revenue model requires organizations to manage increasingly complex billing calculations, as well as invoicing. While many companies use two different tools or vendors to perform these services, the overarching CPQ & Billing solution should serve as an orchestrator, defining a process that outlines specifically where one function picks up and the other leaves off.
Consumer-centric: At the end of the day, any revenue model, but particularly the recurring revenue model, is tied to customer satisfaction. A Quote to Cash solution must be designed to simplify the customer experience and reduce friction with the end user. While this process is incredibly complex for businesses, the experience should be nearly effortless for the consumer—the technology invisible.