XaaS as a lead-to-cash transformation
ENTERPRISE IT
XaaS as a lead-to-cash transformation
Brett Colbert , VP of enterprise architecture and data at Salesforce , on successfully pivoting to an XaaS model .
“ A positive takeaway from a long-term perspective is that organisations are now in a position to take a more structured approach to cloud financial management , to assess cloud spend , identify areas of improvement , and make an action plan detailing where savings can be made – a practice known as FinOps . Though this has been a period of upheaval , it has accelerated digital transformation and will help companies mature , by enabling IT teams to become services organisations in their own right , who are focused on adding value to the business with cloud technology .”
Ray Nangle , director of managed services for Exclusive Networks Ireland , agrees
Success in a lead-to-cash transformation requires a trusted partnership among IT , business , and product R & D teams . Simplifying and standardising business processes and policies is a joint business and IT effort . Acquisitions typically add further challenges due to diverse XaaS business models , so a key success metric should be reducing complexity as companies are integrated . IT can bring enterprise architecture and associated vendor ecosystem perspectives to transform the end-to-end processes across sales , pricing , quoting , billing , and revenue recognition .
Ultimately , a true XaaS transformation at scale requires a focus on customer , partner , and employee experience . Simply optimising your company ’ s operations isn ’ t success – optimising the experience to drive ease of doing business with the provider is success .
Source : Deloitte
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