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Transforming the Sales Cycle

A new framework from PwC gives companies advanced lead-to-cash capabilities.

November 2015

PwC’s new Lead 2 Cash Framework utilizes Oracle’s lead-to-cash solutions to help companies gain business capabilities for generating, receiving, and processing customer sales. Christopher Menyhart, customer experience practice director at PwC, discusses how the advanced framework meets the demands of today’s marketplace.

What is the business driver behind PwC’s new approach to lead-to-cash?

The subscription economy has business executives hunting for new sources of recurring revenue. Companies that historically sold just products are now beginning to sell products and services that can be renewed. As they create a new business model to encompass these services, executives need to set up their product and services offerings quickly, efficiently, and in a consumable fashion for customers.

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Christopher Menyhart, PwC

 

What is PwC’s new Lead 2 Cash Framework?

Our framework provides both the business and technology architecture for companies to grow to new business models. We’ve teamed up with Oracle to offer a cloud platform that allows companies to market their new service offerings, quote those offers to customers, and then fulfill, bill, and service those offers—all within Oracle Cloud. We focused on four industries—high-tech, financial services, healthcare, and industrial products.

How do you work with clients to meet their goals?

We start with an assessment to see where they are in terms of their existing maturity from a lead-to-cash perspective. We also work with them from a strategy perspective—where do they see their business models going in the future? What capabilities and organizational support will they need? Do they have the right processes in place, and then ultimately, do they have the right technology to support those processes? Then, we provide a roadmap of the business transformation project, implement the framework, and follow up with support to help companies meet their new business goals.

Why did PwC choose to collaborate with Oracle in this space?

Our framework includes several integrated Oracle solutions, Oracle Marketing Cloud, Oracle Sales Cloud, Oracle Configure, Price, and Quote Cloud (Oracle CPQ Cloud), and Oracle Order Management within Oracle E-Business Suite. Our clients want to simplify their architecture and the number of vendors they work with, so Oracle’s integrated offerings work well for them.

How is PwC uniquely positioned to provide this framework to clients?

PwC has the technology, people, and know-how to operationalize business change. We have some unique approaches that have historically provided clients with a return on their investment—for instance, we’ve built intellectual property within Oracle CPQ Cloud to handle revenue recognition and accelerate back-office functions, taking non-value-added time away from clients. In addition, our people have deep knowledge of Oracle platforms, and the experience of helping implement and customize them for Fortune 500 companies. As a trusted leader in the industry, we can guide a client through business transformation, from strategy through execution.

This advertorial was originally published in the November 2015 edition of Profit.

PwC and Oracle

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For more information, visit www.pwc.com. Join Christopher Menyhart at his conference session at Oracle OpenWorld, Oracle Marketing Cloud: HIPAA–Compliant Modern Healthcare Marketing, October 27, 12:15-1:00 p.m. at Moscone West, Rm. 2001.

Photography by Shutterstock