RevOps FM

A Quote-to-Cash Masterclass - Nicholas Rose and Tony Tarantino

Sep 3, 2024

48:17

Quote-to-cash: it's messy, it's technical, and every project takes WAY longer than planned.

It's also absolutely vital. If you can't get quotes out the door, or if you can't collect money from your customers, you don't have a business.

Because of their complexity, these systems tend to change infrequently, and in-house operators may not get the repetitive exposure necessary to master the intricacies of CPQ or billing system projects.

So when I wanted a crash course on quote-to-cash, I turned to Nick and Tony at Hyperscayle—former operators who've built a RevOps agency with a focus on lead-to-cash operations.

We go deep into the process and systems, discuss technical gotchas, and explore the change management issues that must be addressed to make quote-to-cash work smoothly.

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About Today's Guests

Nicholas Rose is Co-Founder of Hyperscayle, a RevOps consulting firm covering lead-to-cash operations. He's previously held senior operations roles at Dell and Mendix (acquired by Siemens AG).

Tony Tarantino is Chief Architect at Hyperscayle. Previously, he was a technology consultant at Accenture and application architect at Mendix.

Key Topics

[00:00] - Introduction
[00:56] - Making the jump from in-house to agency
[05:17] - Quote to cash definitions
[10:25] - Design phase and cross-functional alignment
[14:06] - When does a company need CPQ
[16:41] - Why are CPQ projects so messy
[22:34] - Product configuration
[28:01] - Ideal tech stack
[32:26] - Data quality and deal desk
[36:20] - Role of RevOps

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