Your guide to revenue efficiency in a shifting landscape
Subscriptions and renewals management can be a very manual task. From managing spreadsheets to reconciling data from siloed systems can consume a lot of unnecessary work hours. These are some of the best ways to reclaim hours in your life.
1. Migrate your revenue lifecycle process from siloed point solutions to a single-data model
The role of the CFO is rapidly evolving. Yet, 42% of mid-market CFOs report their workloads have significantly increased due to fragmented revenue management processes (CFO.com). However, if revenue management is optimized, it is one of the few areas where time and complexity can actually be reduced.
Therefore, the future of revenue management lies in consolidation. Tools that unify quoting, invoicing, payments, subscriptions and renewals reduce those manual processes, significantly reduce human error, and shorten revenue recognition cycles. For CFOs already stretched thin, shifting revenue management from fragmented point solutions to a single ecosystem can reclaim hours of manual work, thus allowing more time for strategic initiatives.
2. Prevent revenue leakage before it starts
Data-driven decision-making is no longer a luxury, it’s a survival mechanism. Yet, most mid-market CFOs still rely on fragmented, manual data inputs to make revenue management decisions. In contrast, 76% of businesses that employ real-time data strategies reduce revenue loss (PYMNTS).
Without a unified data model, CFOs struggle with:
- Revenue leakage due to manual errors.
- Slow close cycles with limited visibility into recurring revenue.
- Missed upsell opportunities due to lack of customer behavior insights.
Centralizing revenue management data in a single platform allows CFOs to capture, analyze, and act on revenue insights in real-time, turning all data from a liability into a revenue catalyst.
3. Stay ahead of the game: Salesforce CPQ may disappear, forcing a revenue management overhaul
A quiet but impactful shift is happening in revenue management technology: Salesforce may no longer support CPQ (Configure, Price, Quote) in the near future, signaling a transition toward other solutions.
For mid-market companies that have built their revenue process around CPQ, this creates a massive operational vulnerability. Without a clear successor, CFOs face complex decisions: continue costly investments in CPQ, or prepare for a full transition with better support.
This transition could be bittersweet, because sticking with familiar is comfortable and doesn’t require an overhaul (but can also remain expensive). Yet, growth and progress requires change and a foundational shift about restructuring revenue lifecycle management workflows, specifically the manual tasks! CFOs who proactively embrace this shift will gain significant operational efficiency, while those clinging to outdated systems may face increased revenue leakage and inefficiencies.