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How to Scale Revenue Management for Subscription-based Businesses

The only constant in life is change, a truth that especially applies to the B2B sales process and revenue management. Certain teams “own” each phase of the sales cycle—marketing, sales ops, etc. With the rise of subscription-based and SaaS businesses, however, a new team has emerged with its own set of rules and processes around billing, invoicing, payments, and, ultimately, critical metrics that drive the business. In a recent webinar, Scale Revenue Operations in Cloud and Subscription, Sage Intacct experts share how operations and finance can build a joint process that scales revenues, billings, collections, revenue recognition criteria, controls, and reporting.

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As individual departments like marketing, IT, and finance mature, data silos are formed. Operating from these disparate data sources is hazardous to a company’s financial well-being—success depends on a shared vision of the value you bring to a customer and how that value is monetized. Without a true picture of your organization’s performance, you lack the flexibility to adapt to changing conditions and are unable to reinforce the business’ value to key stakeholders.

The tight integration between Salesforce, the world’s #1 CRM app, and Sage Intacct, best-in-class cloud financial management software, demolishes data silos and enables companies to bring automation to the lead-to-revenue lifecycle. Sage Intacct moves the contract data and logic setup in Salesforce into a contract master, providing a single platform for billing, revenue recognition, reporting, G/L, and SaaS metrics—committed monthly recurring revenue (CMRR), annual recurring revenue (ARR), customer churn, revenue churn, and more. Now there’s a shared consciousness across the management team that helps them truly understand their business and more easily take advantage of market opportunities.

In summary, Sage Intacct enables organizations to:

  • Handle scale and complexity with sophisticated revenue lifecycle management, forecasting, and metrics.
  • Be more efficient and productive, with the ability to view transaction, billing, and account history right in Salesforce.
  • Grow revenue with flexible pricing and billing, such as usage-based billing, tiered pricing, and mid-term add-ons.
  • Automate the revenue recognition rules around ASC 606.

Revenue operations managers can automate lead-to-revenue processes, tear down data silos, and provide insight and flexibility to grow their business. 

Scale your way to success with RKL and Sage Intacct

Sage Intacct is the only cloud financial management software that uses a contract to drive the whole revenue lifecycle. This means that revenue operations managers can automate lead-to-revenue processes, tear down data silos, and provide insight and flexibility to grow their business. The experts at RKL can help you select, design, and implement the perfect technology solution for your subscription-based business. Call us today to get started!


Mark Severance

Written by Mark Severance

Mark is based in the Los Angeles area, working as the West Sales Director for Sage Intacct at RKL eSolutions.