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A strategic perspective on invoice-to-cash

The Future of Invoicing?  It’s Like Google Maps.

In the early 90’s, the only street map available to consumers was a massive, unwieldy multi-fold paper generated by old-school cartographers and geomatics engineers. It certainly wasn’t an interactive experience, unless you count scribbling notations on it or asking a passerby to also view the paper. 1993 brought the debut of services like the Xerox…   MORE

Should you give your customers greater visibility and control at the risk of exposing your invoicing errors?

Opening the doors to your hidden (or unknown) billing secrets can be a scary move. But most agree customer visibility is a risk worth taking in order to minimize the long-term impacts of dissatisfaction. Here’s the way the story typically goes. Your company launches with a standard set of products and services for a few…   MORE

The 5 stages of invoicing portal adoption

Launch a digital invoicing portal they said. It will be fun they said. Oh, if only B2B invoicing portal adoption was as easy as creating the latest and greatest meme. But it’s not. It’s actually really hard. Why? Because it requires a deep understanding of what’s most valuable to your customers, a cross-functional team who’s…   MORE

Head of billing…corporate hero or corporate zero?

If you’re the Head of Billing, you have the weight of the world on your shoulders. And with that weight, comes the opportunity to transform your company’s billing and revenue operations into a world-class organization…or keep it mired in status quo processes that are 10+ years old. How you perform in this mission-critical, highly scrutinized…   MORE

Breaking the cycle of manual invoice reporting

Did you know that over 70% of invoice reporting is still performed in Excel? Just think – all of the efforts to move your invoicing data to a digital state and you could have stuck with mailing out CD roms. But seriously, why are your enterprise customers continuing to rely on an offline, seemingly archaic application…   MORE

PAST DUE: Why your enterprise invoicing is killing your cash flow

Do you ever wonder if your enterprise customers even read the giant ‘due date’ listed on their invoices?  If you’re like most usage-based service providers, more often than not, the number of payments coming in late far exceeds those coming in on time – and this represents the majority of your business revenue. Beyond the…   MORE

The insider’s secret to hidden profits in B2B invoicing

So you’ve been tasked with improving productivity on the billing front. You’ve analyzed your systems and processes – and determined your shoe string budget and stretched resources offer little upside. You’ve explored the daunting path of system consolidation – too much time, not enough resources. So now what do you do? You shift your focus from…   MORE

Just using data to target customers? You may lose them instead.

Predicting the “next-best” offer is the rage of marketing teams as companies become focused on leveraging data to make their revenue models more and more efficient.  But in this fight for the customer’s wallet share there is a hidden but growing danger. What happens when all your competitors become equally good at predicting business purchase…   MORE

Invoicing portal pricing survey: Common telco strategies and what customers are willing to pay

It’s the great debate of what an invoicing portal is ‘worth’ to a customer. Should we charge them to access their digital invoices if that’s our preferred option? How valuable is the custom reporting and cost allocation to their business? How will customers respond to a charge – is it something they’re expecting? Rather it be…   MORE

Why you should rethink segmentation. It’s the difference between companies and people!

Companies don’t use your invoicing portal.  People do.  Yet many telecom and cloud service providers can fall into the trap of overlooking that point.  Product managers and billing personnel can start to define “customer” segments based on company characteristics such as revenue or number of employees.  But that segmentation can easily hide the stepping stone to…   MORE

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