March 2022 · Insights
What high-performing tech companies do differently
After working with dozens of technology companies on their Lead-to-Cash processes, patterns emerge. The companies with the smoothest revenue operations share specific practices.
Key practices
- Single data model — Sales, Finance, and Ops work from one system of record, not three
- Pricing governance before configuration — discount authority and approval chains defined before CPQ is configured
- Contract-to-billing automation — no manual re-entry of terms into billing systems
- Asset-based renewals — renewal quotes generated from customer asset records, not spreadsheets
- Revenue recognition built in — ASC 606 allocation happens at quote time, not quarter-end
Read our full Lead-to-Cash POV →