Special Episode: 6 Definitions of the Holistic Revenue Process

02/01/24 • 11 min

The Closers: Modern Revenue Accounting Podcast

In this episode, we revisit the most interesting definitions of holistic revenue processes that stood out in Season 1. You’ll hear insights that stole the spotlight from industry leaders and trailblazers as they share their perspectives:

Pete Schraeder, Partner, PwC
Jackie Meer, VP of Revenue Accounting Operations, Genesys
Andrew Dailey Managing Director, MGI, Research
Adam Greenson, Sr. Revenue Manager, Biscom
Jeff Johnson, Managing Director (Consulting Services), EY
Jotham Ty, CEO, Gappify

Guest Quotes:

“Order-to-revenue, quote-to-cash, or quote-to-revenue—those are all concepts that came out of the 1970s and 1980s. Quote-to-cash is dead. Long live prospect-to-disclosure.” - Andrew Dailey Managing Director, MGI, Research

“I actually think of it as opportunity-to-renewal.” - Jackie Meer, VP of Revenue Accounting Operations, Genesys

“The contract is really the baseline and sometimes it's the nuances of the contract, what's written into the contract, that doesn't get captured in an ERP system.” - Jeff Johnson, Managing Director (Consulting Services), EY

Timestamps:

*(00:49) - Pete Schraeder, Partner, PwC

*(02:06) - Jackie Meer, VP of Revenue Accounting Operations, Genesys

*(03:14) - Andrew Dailey, Managing Director, MGI, Research

*(05:56) - Adam Greenson, Sr. Revenue Manager, Biscom

*(08:49) - Jeff Johnson, Managing Director (Consulting Services), EY

*(09:55) - Jotham Ty, CEO, Gappify

Check out the full episodes mentioned:

Episode 7: Revenue Automation Masterclass with PwC

Episode 6: Standing Up Revenue Operations for a Multi-Billion Dollar Business

Episode 5: Prospect to Disclosure is a Cycle, Not a Process

Episode 1: Stepping Outside of Traditional Revenue Accounting Roles

Episode 8: Solving for the Rev Rec Complexity of Modern Business Models

Episode 2: Accountants Need to Be Assertive When It Comes to Technology

Check out additional resources for this episode:

>> Connect with Em Daigle on LinkedIn

Pete Schraeder, Partner, PwC
Jackie Meer, VP of Revenue Accounting Operations, Genesys
Andrew Dailey Managing Director, MGI, Research
Adam Greenson, Sr. Revenue Manager, Biscom
Jeff Johnson, Managing Director (Consulting Services), EY
Jotham Ty, CEO, Gappify

Guest Quotes:

“I actually think of it as opportunity-to-renewal.” - Jackie Meer, VP of Revenue Accounting Operations, Genesys

Timestamps:

*(00:49) - Pete Schraeder, Partner, PwC

*(02:06) - Jackie Meer, VP of Revenue Accounting Operations, Genesys

*(03:14) - Andrew Dailey, Managing Director, MGI, Research

*(05:56) - Adam Greenson, Sr. Revenue Manager, Biscom

*(08:49) - Jeff Johnson, Managing Director (Consulting Services), EY

*(09:55) - Jotham Ty, CEO, Gappify

Check out the full episodes mentioned:

Episode 7: Revenue Automation Masterclass with PwC

Episode 6: Standing Up Revenue Operations for a Multi-Billion Dollar Business

Episode 5: Prospect to Disclosure is a Cycle, Not a Process

Episode 1: Stepping Outside of Traditional Revenue Accounting Roles

Episode 8: Solving for the Rev Rec Complexity of Modern Business Models

Episode 2: Accountants Need to Be Assertive When It Comes to Technology

Check out additional resources for this episode:

>> Connect with Em Daigle on LinkedIn

Previous Episode

Leading a Global Finance Organization

This episode features an interview with Ulf Kasshag, Advisor at Findity, and former CFO at Findity and Snow Software.

In this episode, Ulf talks about:

The differences in the roles of a COO vs a CFO
How revenue and sales teams can work together
His experience in managing multiple global accounts
Trends he’s seeing in automation
And so much more!

“As the CFO, I’ve been trying to not just say, ‘Oh, you’ve got to do that.’ ‘No, you can’t’, but, ‘No, you can’t do that, that way, but maybe we can do it this way.’ So, trying to be more flexible and also explain to people why they can’t do it. If you just say ‘no’, then they won’t learn.”

Timestamps:

*(01:14) - Off the Ledger

*(14:30) - General Ledger

*(33:13) - The Future of Revenue Accounting

Check out additional resources for this episode:

>> Connect with Em Daigle on LinkedIn

Next Episode

The Power of Clean Data, Automation, and Collaboration

In this episode, Roxanne Brady and Jesse Fillerup from the Connor Group discuss the transformative impact of accounting automation on businesses. They delve into the evolution of technology and its incorporation into various industries. Roxanne emphasizes the necessity for a mix of traditional and innovative tools to ensure business efficiency. Jesse further elaborates on the importance of cross-functional team collaborations and the need for a dynamic approach in revenue accounting. They both advocate for automating repetitive tasks, discussing the return on investment that comes from more reliable and efficient systems and processes.

Em’s Takeaways :

The top three areas of focus to work on with clients:
- Embrace the power of clean data: Roxanne shares why squeaky-clean data is your secret weapon for smooth system operations.
- Teamwork makes the dream work: It's all about teamwork! The accounting department collaborates with sales, legal, and operations to make smart decisions together. Everyone needs to grasp revenue recognition principles for smooth sailing.
- Train your team cross-functionally: Let's get everyone on the same page. Training can minimize confusion and maximize efficiency.
Prioritize automation and system integration for high-growth companies: Roxanne and Jesse stressed the significant ROI of automation, enabling swift scaling alongside company growth. Their advice? Opt for a customized tech stack that suits your needs, ensuring robust inter-system connections for efficiency and accuracy.

Episode Timestamps :

*(00:08) - Off the Ledger

*(09:27) - General Ledger

*(38:49) - The Future of Revenue Accounting

Links:

Check out additional resources for this episode:

>> Connect with Em Daigle on LinkedIn