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There is a massive shortage of accountants in countries around the globe. That’s not the sentence we ever thought we’d have to type. An international accountants shortage doesn’t feel like it could have been a thing.   But right now, businesses are suffering because they can’t get the staff they need to keep revenue and accounts moving. That’s a lot of stress. It impacts everything in the accounting cycle - for example, huge delays in filing mandatory reports.  We saw how these problems work specifically with Tupperware when the company’s experiences with the accountant shortage went to court. They had not only experienced revenue operational headaches but were struggling with financial reporting accuracy and regulatory compliance.   Tupperware maintained it simply didn’t have enough accountants to get its annual report out on time. And the storage container manufacturer isn’t alone;  In this article, we’re going to talk through the accounting shortage, and how it impacts subscription companies like yours, especially in light of revenue recognition. We’ll also cover what can be done to ensure that your brand doesn’t go through the same problems.  Why There’s a Shortage   There are a couple of reasons for the accounting shortage:   A whopping 75% of certified accountants reached retirement age since 2020.  The profession has a bad reputation for long hours of repetitive work, with stressful annual cycles. Students are turned off by the extra year of expensive university courses needed for accounting qualifications when the base salary is only around $62k.   It’s only going to get worse. The US Bureau of Labor Statistics projects there will be 126,500 openings for accountants and auditors each year, on average, over the coming decade.  That means that companies are going to have to shell out enough money to make accounting irresistible or find a different solution.   Accountants and Subscription Management   Accountants are crucial in subscription management. They’re responsible for everything from revenue recognition to invoicing, payments, reconciliation, reports and forecasting, and compliance.   Generally speaking, it can be difficult for them to keep up with all these manual processes at the best of times.  Some of these accountancy problems are fairly regular:   Inaccurate revenue recognition that constantly throws off revenue numbers  Errors in invoicing from incorrect terms to inaccurate usage charges, and unawareness of customer account updates  Numbers that the C-Suite can’t rely on for good decision-making   That’s just the tip of the iceberg. We want to stress that it’s not their fault. Generally, accountants aren’t given the resources they need to keep up with subscription management, especially when the company is scaling.   They’re set up for failure because there are only so many hours in the day. Human errors crop up. Miscommunications between departments cause mistakes. But in this business, accuracy and timeliness are essential to keep things like financial data, reporting, and compliance ticking over.   That’s why problems get a lot worse when there are fewer accountants to keep up with everything.   We’re seeing the worst-case scenarios come to life with Tupperware. For instance, the accounting firm PriceWaterhouseCoopers, dropped the company as a client. Last year, investors were warned about potential bankruptcy thanks to greater operational losses.   And it’s the same with other companies. Lyft mistakenly reported last year in its fourth-quarter earnings release that it expects profit margins to increase by 500 (not the 50 basis points it actually was) — which led its stock to surge 60%. Electric vehicle maker Rivian made typos in their reporting. So did Planet Fitness.  So what can a subscription business realistically do to avoid this epidemic?   Sidestepping the Accountant Shortage   You can sidestep this resource crisis altogether. The easiest and safest solution comes down to one thing: harmonized processes automated through an end-to-end subscription platform.   The best subscription management software can completely change accounting workflows and guard your FinOps and compliance. All with the proverbial flick of a switch.   Here’s what automated accountancy can do for your financial processes:   It automates tedious and time-consuming tasks  Ensures accuracy, eliminating manual errors from the invoicing process  Ends silos by real-time sharing of terms and contracts with sales/customer service   Recognises revenue, taking into account any last-minute changes   Tracks compliance across regions and countries, including changes in legislation   Tracks resource allocation with customers and integrates it into the invoicing process  Creates reports and forecasts whenever they are needed, using real-time numbers  Collects payments in the customer’s preferred methods  Reconciles everything back to the ledger   Keeps communication accurate and transparent with customers   Mitigates risk  That means fewer problems for you. Fewer errors. Fewer delays in reporting. Fewer compliance issues.   Subscription management software streamlines your financial processes and improves your overall business performance. And the software enables you to scale easily.   And that means your company circumvents the entire problem.  It’s not often in business that there’s a simple solution to a massive, complicated problem. But we’re seeing what can happen to companies that don’t invest in the solution.   Automaton is not only compelling but necessary. Because the problem is only going to get worse.   But if your company leverages automation to streamline accountant workflows, you’ll not only benefit from cost savings, but better financial accuracy, easier scaling, far less compliance risk and an overall happier workforce.  You’ll also get more agility, reliability, and the strategic foresight you need to get the advantage over your competitors.   Sound good?  Say goodbye to manual sales processes and boost your growth with Bluefort's cutting-edge automation solutions. Learn how our end-to-end system streamlines the end-to-end process. 

This article lifts back the lid on what happens when the launch of an innovative product in the SaaS industry results in underwhelming sales. It can be confusing, but some factors influence the success of launches including target market knowledge, product need justification, the right marketing, equipped sales teams, correct pricing, and differentiation. Launch failures can impact the team including COOs, so it is important to know actionable steps that can be taken including segmentation, customer-centered approaches, optimal pricing and sales strategies, using data, and automation to bring sales performance that aligns with the excellence of the product.   It was a product failure that they really didn’t see coming.   Burger King, one of the biggest fast food chains in the world, created a product they were convinced would disrupt everything.   Satisfries.   Satisfries were fries with a special batter that absorbed less oil. They had 20% fewer calories than regular fries. And they were tasty.   Sounded like a no-brainer to them.   But, when they launched, their sales did not skyrocket. In fact, sales didn’t even take a little jump.   So what happened? Turns out it was a few things.   Many customers were cutting out potato products thanks to dietary trends at the time.                                                                                                       Others on diets went to food brands that have a healthier perception, like Chipotle.                                                                                                                         The nominal difference in calories – 20% isn’t enough of a difference to really make a change                                                                                                   The Price – a small Satisfries was $1.89, but regular fries were $1.59                                                                                                                                                                 Customers couldn’t see the value. After all they only had to eat 20% less of the regular fries, and they’d still save 30 cents.   It’s no surprise that franchises started to drop Satisfries right away. Out of 7500 branches in North America, 5000 dropped them right away, and the others phased them out.   Bottom line is that Burger King didn’t convince the public of the value of Satisfries. And they didn’t understand their target market.    As a SaaS COO, you might not be suffering with product failure. But maybe you had a launch for a product you found innovative and exciting. But it just didn’t connect with customers. Sales did not meet your expectations at all Where does it come from? The causes are fairly close what happened with Satisfries. There was nothing wrong with the product per se (just like chances your product is great and innovative). So what’s going on?   No understanding of target market: Without good segmentation and customer data, you’re missing out on information about your customer needs. And the less you know the needs, the harder it will be for your product development AND marketing.    Didn’t identify the need and justify the change: If your product doesn’t solve a significant customer problem, it’ll be hard for them to justify the time and money your product costs. Humans resist change, which is why the benefit of change has to be 3x greater than the problem before a customer acts.    Ineffective Marketing: You can have the best product in the world, but if marketing and any communication isn’t up to par, your audience won’t know what’s on offer and why it’s worth buying.   Unequipped sales teams: Sales teams need the time and data necessary to spot opportunities. And if the teams don’t know enough about the product, how the product fits into the current offering, it’s going to be a hard sale.    The wrong pricing: Without solid information about what customers are willing to pay for a product, chances are the pricing will be wrong.   No differentiation: SaaS is one of the most crowded markets in existence and customer loyalty is the lowest it has been. That’s a lethal combination! If products are differentiated from the competition, quite simply no one will buy them because they won’t see the value.   You and the product The sales backfiring impacts you as the COO.   You’re in charge of driving revenue growth and meeting or exceeding sales targets. If the product fails, or sales stall, not only are you accountable for a drop in revenue, but you might have to tackle the perception that you’re falling behind your competitors.   A failed product launch can also wreak havoc with your resources. You might be asked if your resources could have been allocated to a more cost-effective place. And then you face big decisions - does development now need less or more resource allocation to put things right?   Your responsible for how customers perceive your brands and products, too. When a product flops, customers wonder what happened and might lose trust in your products as a whole, as well as the brand.   And finally, it can point toward a lack of alignment between your development, marketing, and sales teams. This might take a lot of time and resources to figure out and resolve.   It’s all a lot of pressure – pressure that you don’t need.   What you as the COO need is time and space to do your job.   What you can do to secure better sales with your next product We’re a SaaS subscription business, so we understand how important it is to get sales to reflect all the hard work you put into your products. No one wants a Satisfries on their hands!   So when you’re ready to go a different way, here are actionable steps you can take to make sure you profit from your next innovative product:  Center existing customers – Every SaaS company’s searching for the elusive Customer Lifetime Value. It’s like gold. And the quickest way to boost it is to priortize existing customers. It can be challenging because customer loyalty is low in SaaS, but retention climbs with excellent products, customer support, communication, and preferred pricing and payments.  Know your target market and its segments: Segmented customer data hands you customer pain points, needs, behavior, and preferences on a silver platter. Everyone in your chain, from R&D to Marketing to Sales will understand what’s needed, making their job so much easier and impactful.   Create the best sales pricing and sales strategies: Both of these have to line up with your segments, and make your product the most attractive and competitive on the market. Pricing should be as flexible and customer-friendly as possible, and sales should be given the resources what they need to convert customers at the right time.   Use the data you’ve got: There are stacks of data in your system that are begging to be analyzed. That data can give you everything from trends, to what works and doesn’t, what your competition is doing, why our customers leave or come back, etc. It will help you make the best decisions.   Adopt the growth mindset: Even if you are already excellent, there’s always room for improvement. Monitoring KPIs and continually getting feedback from your customers will show you your strengths and weaknesses.    Automation: An end-to-end automation platform can do all these things for you. Imagine having these things automated and ticking over of their own accord:   Customers found, filed and funnelled: Automation can sift and sort to find and segment your customers, then put them through different funnels depending on their needs and wants. That means that when you have new products, the system will know who will want them, when, for how much money, and even who should sell it to them.   A streamlined sales process: Automation can take away the manual tasks and administrative burdens that sap the majority of your sales team’s time. When things like proposal creation, opportunities, quotes, pricing, and contract management are sorted, the team can give customers a speedy sales cycle and further nurture customer relationships.   Data-driven decisions: Automation give you the information you need to make the best decisions. This includes real-time analysis and insights into both the customer world and your sales and marketing performance. Reporting will let you know where you’re killing it, and where you need to improve.   That means you as the COO have the path to fast, ready-to-market, high-selling performance cleared for you.   And that means your customers are satisfied instead of Satisfried.  

Cultivating Success: A Comprehensive Guide to Subscription Management for SaaS CEOs and CFOs  In this guide: The Basics of Subscription Management Challenges in Subscription Management for SaaS Benefits of Efficient Subscription Management Subscription Management Best Practices Key Metrics for Subscription Management Integration of Subscription Management Tools Future Trends in Subscription Management What Bluefort Brings to the Table So you’re the CEO or the CFO of a SaaS company. You’ve been doing it a while, and your company has a brilliant product offering. Your customer base is growing. Things look pretty sweet, but there’s one thing that’s driving you crazy.   A splinter in your finger.   A fly in the ointment.   It’s there, it’s annoying, and it’s not going anywhere.   Subscription management.   You might have winced at the thought of it. But in SaaS, it seems to be an inevitability. Though it can be tricky to sort out, when done right, subscriptions are a great way to bring in constant revenue.   As a CEO or CFO, it's got too much potential to overlook.  At its core, subscription management is just managing the lifecycle of an ongoing relationship with a customer or supplier, including everything from choosing the best pricing models, setting up accurate and reliable billing cycles, and - gulp- minimizing customer churn.  But subscription management is nothing without an efficient framework because there’s no room for errors. The better you are at managing subscriptions, the more predictable your revenue, the more streamlined your operations, and the happier your customers.  So let's do a deep dive into the world of subscription management and how it not only impacts your business but your role and performance as a leader in a SaaS company.  I. The Basics of Subscription Management Before any problems can be solved, they must be understood. And like any kid who takes things apart knows, you have to break down those key components to see how it all works.   With subscription management, the key components are subscription models, billing cycles, and pricing strategies. These are the foundation because each of these elements plays a critical role in shaping your customers' experience and your company's financial health. A. Key Types of SaaS Subscription Models There are options when it comes to types of models, and some companies like to offer combinations. Whichever way you go, they are important because they lure customers in and keep them coming back for more.   There are three main SaaS subscription pricing models:   Flat-rate Pricing: This is a fairly straight-up model - what you sign up for is exactly what you get. You charge a fixed price for your service, whether that’s mostly or annually. Though flat-rate is super easy, it doesn’t cater to different customer needs or varying usage levels.   Usage-based Pricing: In this model, customers pay for your service according to how much or how little they use it. Though many customers prefer this because it’s both fair and flexible, it can lead to delays in billing and unpredictable revenue.  Tiered Pricing: This is a complex model - you offer different pricing tiers based on the customer’s preferred features, usage, or number of users. Though this model is attractive to a lot of customers, it’s harder to manage.   Some SaaS companies experiment or research to see which pricing works best for their customers. Some offer all of them or a combination. Either way, it can take a little time to figure out what fits comfortably.   Next, let's look at the components of subscription management. B. Subscription Management Components  From setting the billing cycles to determining the right pricing strategy and managing the customer lifecycle, each of these is crucial to get right so that you keep subscriptions running smoothly and keep those customers pleased and coming back for more.   Billing Cycles Billing cycles are key - they determine how often your subscription customers will be charged, whether weekly, monthly, quarterly, or annually.    Deciding which cycle is best really depends on your customers. Offering flexible billing cycles are mort likely to please more people and bring in more regular cash flow. Some customers prefer small and frequent payments, and some like whopping big chunks.   The drawback is that when you have to manage multiple billing cycles, it burdens your subscription management process. It also makes revenue forecasting more difficult because the timing and the amounts of revenue are always in flux.  Pricing Strategies It goes without saying that pricing strategies are extremely important to everyone involved. Pricing reflects the value your products provide but take into account things like competitor offering and pricing, market leverage, brand strength, and your development and operational costs.   When a pricing strategy is well thought out, it’s a powerful tool to tempt and keep customers. And you can segment your pricing strategies to cater to your customer groups.  Of course, it can be hard to figure out which prices will work best. And experimenting can be costly and waste of time. You need a deep understanding of your customers, competitors, and the market, and this understanding can only come from hard data.   A lot is at stake - underpricing leaves money on the table, overpricing can send potential customers into the proverbial arms of your competition, and changing too fast is confusing and damaging to your reputation.  Customer Lifecycle Management  In the SaaS sphere, it’s far preferable to keep your customers than to try to gain new ones. That means a customer’s experience with your SaaS business must be consistently good and meet their needs. Otherwise, why would they stay?   Retaining customers through customer lifecycle management demands you oversee everything from sign-up to renewal. This includes things like:   onboarding  providing ongoing customer support when it’s needed  handling upgrades or downgrades  disputes and billing    managing renewals  When customer lifecycle management is impactful, you can drive excellent customer satisfaction and retention. All that is required is a seamless onboarding experience, timely and effective support, and easy upgrades or downgrades (no pressure, right?).   But all this requires a lot of investment of time and resources. It also requires knowing your customers’ fluctuating needs, what they prefer, what they use, and their behaviours at every stage of the lifecycle.   These are the basics of what subscription management is.   Though subscriptions can be your company’s best friend, they also bring big challenges that must be negotiated.   II. Challenges in Subscription Management for SaaS No matter how brilliant a CEO or CFO you are, managing subscriptions is no walk in the park. And you're not just expected to navigate or eliminate these challenges, but to turn these problems into opportunities for growth.   Each of these challenges can seem overwhelming, but start combining them together, and you can have a bit of a mess that makes your job a lot harder (don’t worry, we’ve got some solutions later on!).   We work with a lot of subscription-based SaaS businesses, and these are the things that plagued them most:   Operations There are a lot of plates to keep spinning in the subscription management cycle - from sales pitches all the way through to payment reconciliation and reporting. It takes up a lot of time and causes a lot of stress to keep up with. At worst, it can force you to be in damage-control mode, putting out fires and fixing mistakes. This can have a knock-on effect with other departments too.   Revenue Recognition Complexities Consistently and completely recognizing revenue from subscriptions is a herculean task. You’ve got to know what you’re doing at all times with upfront payments, discounts, refunds, and cancellations, all while sticking to accounting best practices and standards.   Churn Churn will always be a major concern for SaaS businesses. There is so much competition doing everything they can to lure your customers away. That’s why it’s crucial to strategize to cut churn down as much as possible and keep existing customers over a lifetime. Knowing your customer is key to this, but it’s an intensive research process with little room for error.  Forecasting and Reporting Because so many subscriptions are recurring, and because churn can be so high, it can be very difficult to know where your revenue stands at any given time. This makes reports and forecasting needed for sound financial decisions nearly impossible.  Regulatory Compliance Concerns Being on the wrong side of compliance can be an expensive nightmare that damages your reputation. But SaaS businesses have so many regulations to deal with across their business including data privacy, security, financial reporting, etc. Not only that, but regulations change, and they vary from region to region.   Scalability All these problems are magnified the more you grow. Through time you’re handling a lot more complexity in managing multiple subscriptions, diverse pricing models, and varying billing cycles. And most likely you’re doing this on legacy systems.   It’s quite a list.   But these problems are not insurmountable. In fact, all of them are solvable. But for now, let’s have a look at everything you have to gain from an efficient subscription management system.   III. Benefits of Efficient Subscription Management  Though SaaS is complex and always in flux, there is one constant- the need for efficient subscription management. And when you get it right, it is worth it.   And when it’s effective, it’s more than just keeping track of who is subscribed to what and for how long. It’s about leveraging these subscriptions to drive growth and improve customer experience.  One of the best benefits of efficient subscription management is improved revenue visibility. Because, in a subscription model, revenue trickles in over time, making it hard to both track and predict.   When you’ve got an efficient subscription management system in place, you’ll get the clarity you need in recurring revenue, which is part of monitoring your financial health and making good future decisions.  Efficient subscription management isn’t just about numbers; it’s about people too. It can make your Customer Experience so much better because you can give both flexibility and convenience. They get accurate billing on time, clear communication, and choice. What customer would leave when they’re enjoying all this?   Efficient subscription management can also streamline financial operations. Billing is a four-letter word in the SaaS world with its pricing models, discounts, offers, new products, usage, and billing cycles on top. But the right efficient systems that specifically target the end-to-end, frees up financial resources and tightens up operations. That’s how you get optimized performance.   Lastly, efficient subscription management can offer regulatory compliance advantages. Though compliance can be a challenge, taking steps to tackle compliance benefits you. Providing robust security features, maintaining detailed records, and facilitating accurate reporting only strengthens your brand.   Of course, to reap these benefits demands a well-designed system that takes into account both your business needs and market conditions.   And that's where the best practices come in.   IV. Subscription Management Best Practices What are the best practices that can take you toward efficient subscription management?   Automated billing system   It’s a fact- manual billing processes are time-wasting, error-prone, and not scalable. But automation streamlines everything including your billing process. It cuts down on mistakes. It feels up valuable time for strategic tasks.   Subscription software that has been specifically built for this will handle all your tasks, from managing different pricing models and billing cycles to issuing invoices, tracking and processing payments, and reconciliation.   At its best, it can offer you complete revenue recognition and provide you with accurate revenue numbers at any hour of the day.   It can also automate renewals, preventing service interruptions and maintaining steady revenue flow. Moreover, subscription billing software can provide valuable insights into your billing data, helping you identify trends, spot issues, and make informed decisions.  Flexible Pricing Strategies   Adopting flexible pricing strategies is another great best practice. With all the competition out there, adopting flexible pricing strategies will give you a huge advantage. You’ll be able to meet diverse customer needs and preferences.   Your flexible pricing strategies can include any of the pricing models, and add to that usage-based billing, which caters to your customer segments wherever they are and whatever they need.  One caveat- your pricing strategies (especially if they offer usage billing) will need resources to make sure billing stays accurate and on time.   Customer Retention Strategies   It’s important to do what you can to cut down on churn- it’s a crucial aspect of subscription management.   These strategies can include:   personalized customer engagement  offerings that meet their needs   add-ons and cross-selling with their preferences in mind   understanding your customers' needs and preferences   tailoring your communication  servicing accordingly  It can also include proactive churn prevention, which involves identifying at-risk customers and taking steps to address their issues before they decide to leave.  But even at those optimum levels, these best practices are not a one-size-fits-all solution. You’ll have to tailor them to your business, market conditions, and customer needs.  V. Key Metrics for Subscription Management Key Performance Indicators (KPIs) are a wonder. They give you a snapshot of where your financial health and growth stand, which gives you the knowledge you need to adjust to make things better.    So what are the metrics that will be most useful for you to know to guide your business strategies?   1. Monthly Recurring Revenue (MRR) This is one of the most important. MRR is the predictable revenue that your company expects to receive every month, to measure the stability of the company's revenue stream.  It's calculated by multiplying the total number of paying customers by the average revenue per user (ARPU). When you know your MRR, you can track sales and churn over time, and make informed future-focused decisions.   2. Customer Lifetime Value (CLV) CLV is the total revenue your business can expect from a customer throughout your relationship. CLV is calculated by multiplying the average purchase value, the average purchase frequency rate, and the average customer lifespan. Improving CLV helps you plan your marketing and customer service efforts more efficiently so they can target high CLV segments to maximize your profitability.  3. Churn Rate This is the rate at which customers leave your subscription service within a year-long period. It helps you gauge customer loyalty.  When you know your churn rate, you’ll be able to better spot problems with factors like your product quality, customer service, or pricing. It equips you to take proactive steps to stop churn, and serves as a progress monitor for customer retention and satisfaction.  4. Customer Acquisition Cost (CAC) CAC provides insight into the cost associated with convincing a potential customer to buy a product or service. It includes costs spent on marketing and sales efforts divided by the number of customers acquired in the period the money was spent.  A high CAC can be a concern as it could mean lower profitability, especially if the CLV is not significantly higher. Companies should aim for a lower CAC, while simultaneously working on strategies to increase CLV, leading to increased profitability.  Understanding these key metrics is just the first step. You also need the right subscription management software to do the problem-solving for you.    But where to begin?   VI. Integration of Subscription Management Tools It’s the integration of good subscription management tools that will make the biggest difference. These tools not only streamline your operations- but they also give you valuable insights that can push the growth of your business forward.  Selecting the Right Subscription Management Software  You might feel a little lost in picking the right software for you. Don’t worry, that’s common- after all, there’s a lot of choice out there!   There will be essential features that you need to look out for:    automated invoicing and billing  flexible pricing options  free-flowing information between sales and financial teams  revenue tracking  a variety of payment gateway support  customer management capabilities  financial reporting and forecasting   data and analytics  awareness of compliance requirements   robust data privacy   And it’s important to look out for software that is intuitive, easy to understand and operate by your team (and customers when applicable). And the software should provide great onboarding and customer service Considerations for SaaS Businesses   For SaaS businesses have a special consideration to add on top: scalability. There’s no point in bringing in the bells and whistles if you still can’t keep up when you scale.    Good software can handle a growing base and more, complex transactions. t should also integrate seamlessly with your existing systems and customer support tools, providing a unified platform for managing all aspects of your subscription business.  Integration with Existing Systems  With some software platforms, it is possible to integrate into your existing systems like CRM and accounting, and customer service tools. But one thing is important here: when you’re after the best result, you need to give subscription management software the best foundation.   Choosing the best software for your system provides a more cohesive view of customer data. It also streamlines financial reporting and delivers the best customer service.   Integrating with Customer Relationship Management (CRM) software will let you consolidate your legacy data. This gives you a 360 degree view of the history of your customers, their behavior, preferences, segmentation, needs, and and interactions. This enables you to offer the personalised experience that customers love.     When the subscription management tool is compatible with your accounting software, you’ll get effortless financial reporting and tax management. You’ll get accurate insights into your company's financial health and help in strategic decision-making.  Integrating your tools is an extremely impactful subscription management.     There’s one last thing to consider when thinking about choosing subscription management software: what’s coming up in the near future.   VII. Future Trends in Subscription Management  You’re in SaaS, so you have a crystal-clear understanding of how important it is to stay ahead of the curve with a forward-thinking approach to everything.   That means having a good idea of what lay ahead.   Let's delve deeper into two big trends and how they will transform the future of subscription management.  A. Artificial Intelligence in Subscription Analytics  AI is poised to change everything in subscription management. Its ability to harvest, process and analyze vast amounts of data quickly and accurately opens up a whole world of possibility.   The more we know about customer behavior, the better we can predict trends, and tailor product development to target their needs. That makes investment ROI go through the roof.   But it’s not just helpful on the product side. One key area where AI stands out is in predicting customer churn. AI can look at behavior and usage, and flag up early warnings about customers who are likely to cancel their subscriptions.   This lets you proactively engage with them, bringing them back into the fold before they leave. That’s a lot easier than trying to tempt them back after they’ve signed up for your competition.    Furthermore, AI can also optimise your pricing strategies by analyzing factors like market trends, customer demand, and competitor pricing.  Finally, AI gives you segmentation on steroids. It can use a lot more data points to really narrow down those segments which means you can give people the most customised offerings and experience possible. Boom- that’s more engagement and conversion for you.   B. Personalized Subscription Experiences Building on AI, personalisation deserves its own focus too.   Customers are extremely fickle. We know this because we’re customers too. We all understand how tempting it is to jump ship as soon as someone gives us a tempting offer- especially if we have no loyalty to the business we’re currently with.   And that fickleness has forced SaaS companies to personalise the customer experience as a way to emotionally engage with them and increase the likelihood of them staying. And this has resulted in the highest rate of customer expectation ever.   Personalization is rapidly becoming a non-negotiable element of any type of subscription. Customers want services that cater to their individual needs and preferences. And businesses can struggle to keep up without the right tools to offer things like:   customized content and marketing   tailored products  pricing plans based on each subscriber's usage patterns  soliciting and using feedback  personal data for recommendations   Businesses that offer a radically personalized experience will boost customer satisfaction and loyalty, improve retention rates, and increase their overall Customer Lifetime Value (CLV).  VIII. What Bluefort Brings to the Table   Bluefort has a globally proven end-to-end subscription management solution made specifically for your needs.  Streamlining processes and leveraging automation is at the heart of what we do.   It determines the best pricing models and spots the most effective upselling and cross-selling opportunities based on individual customer preferences and buying patterns.  From onboarding new subscribers to managing renewals and handling tier upgrades, we’ve automated and simplified these tasks for optimal efficiency and precision.  Billing is a pivotal aspect of the subscriber’s lifecycle, and we’ve got it covered.   Our automated subscription billing ensures timely and accurate invoicing, while our integration with various payment gateways, including Stripe and GoCardless, offers both flexibility and security for all transactions.  It crunches and analyses data to give you reports and forecasts, empowering you to make the best decisions.   And - this will be music to your ears - it completes recognized revenue.   You will be fully equipped to do the job you were hired to do. No more getting left out on the ledge, hanging on for dear life.   How you fit into it   We understand the tremendous pressure you’re under because our CEO and CFO have been there.   You’re in charge of all your staff, the day-to-day of everything, the revenue, and the future health of the company.   And you’re the one who must stand in front of a board or stakeholders and explain why things are the way they are.   Even if it’s not your fault, the buck always starts with you.   And the most frustrating thing about all this responsibility is that without the right tools to keep things running, you are stuck in a damage-control limbo. You can’t do any of the high-value strategies and tasks that you were hired to do.   All the amazing and innovative ideas you were hired for? They’re stuck in an indefinite holding pattern.   The whole situation is terrible for your blood pressure. It’s terrible for morale. And it’s terrible for your reputation.   No one needs it. This is why the best subscription management software is the best option.   Not only does it bring the benefit of reliable revenue streams and a broader customer base, but it gets your name out there. It shows the world (and your competitors) exactly what you have to offer.   Software that integrates into your business, monitors those KPIs, and keeps your entire end-to-end subscription management ticking over for you will give you a huge advantage.   You’re a SaaS business. You understand how essential cutting-edge technology is for success. Why not give yourself the same upper hand your products give your customers?   You have nothing to lose except wasted time, resources, and customer churn.   You can position your subscription business for driving the returns that your investors expect along with sustained success in the years to come.  Say goodbye to manual sales processes and boost your growth with Bluefort's cutting-edge automation solutions. Learn how our end-to-end system streamlines the end-to-end process. 

No one likes to miss out on something good. And one of the best ways to not miss out is to know what’s coming up.   This is true in life….and in SaaS.   It’s important to know what’s coming so that you can prepare, be inspired with ideas, maneuver, and get a leg up on the competition.   So we’ve dusted off the old crystal ball and had a look at what trends are going to be important in 2024.   We’ve made a spanking new list of the best things coming up. It’s a wide variety of trends to make sure that there’s something for you to jump on.   Ready?  1. AI-Powered…everything Of course AI is nothing new- we’ve all been talking about it. But this is more than just AI-chatbots or Chat GPT.   AI is steadily becoming an integral part of everyday business operations. Though it’s not great at replicating human creativity, personal experience, and emotional relating, it’s really good and one thing.   Doing all the things we don’t want to do so that our time is free to do what we love. And that’s what makes it so awesome. AI algorithms analyze user behavior to offer tailored recommendations. It can anticipate service issues. It can collate and share data between teams. It can automatically do all that stuff your teams despise doing - everything from spotting sales opportunities to invoicing and billing, to marketing funnels and reports and forecasting.   This means we’ve got more time to work using our talents. Yes, please.   2. Breaking down borders   One of the most thrilling things for a SaaS company is expansion. And there’s something very exciting about gaining a foothold in the global SaaS world. And why not? The more we expand, the more we grow because we get diverse experiences and ideas that will take us into directions that we would have never considered before.   And it’s just as exciting for the people get all this new good SaaS stuff too. Imagine all this juicy tech you’ve been drooling over is finally there for you. It’s democratizing tech. No one loses in this scenario.   And as the world gets smaller (and data sharing gets better), it’s now so much easier to be in the middle of nowhere and get the SaaS software that you need. Though there are some challenges like language and culture barriers, adapting to local regulations, and ensuring data compliance across continents, when you get these under your belt, they become strengths and a distinct advantage over your competition  = 3. The Rise of Vertical, targeted SaaS Solutions  When it comes to SaaS (or anything else really) customization is king.   That’s why SaaS companies are taking the emphasis away from horizontal software development and going vertical. They’re taking on the unique challenges of sectors like Healthcare and real estate that really need solutions.   Platforms that are specialized and built to specific needs can completely revolutionize workflows. They can radically change an industry - just look at the digitalization of healthcare over the last 5-10 years.   That laser-focused approach gives more value to customers. That’s exactly what they’re looking for. And you can give it to them over your competitors.   4. Next-Level Customer Experience (CX)  There’s the Empire State Building level. And then there’s the Burj Khalifa level.   Customers can be a nightmare. They’re picky, they’re flaky, and most have very little problem leaving you if that means they save ten bucks a year. That’s a tough landscape for you.   That means to keep them coming back for more, you have to offer more than just an amazing product. And the most leading-edge companies are using data to offer a brilliant experience. How? The right software can help you pre-emptively offer solutions and personalized content, simplify your onboarding and user processes, create useful integration capabilities, and improve day-to-day communication even down to the words you use.   Bottom line- you got to give them an amazing experience. Or free unlimited ice cream. Honestly, that would work for us. Pistachio, please.   5. Find Your Customers  New types of tech can help you find your customers - or should we say help them find you?  Voice search optimization is a hot topic right now, and it’s only going to get hotter! It goes a step beyond good optimization across “written” devices and platforms.   But as voice generative AI grows and we get used to platforms like Suri and Alexa, there’s a huge opportunity to get a leg up on competitors by rethinking SEO strategies and understanding that questions a customer asks can be different to the questions that they write.   And if you keep on top of options that keep new tech like voice search optimization accessible to disabled people, you’ll not only grow your market presence, but you make your brand more accessible to people who tend to be ignored by most tech companies. Win win.   6. Collaboration to the Max  Who doesn’t love collaboration? It’s exciting, fun, and as long as we’re not talking high school history report where you end up being the one who does most of the work (we’re not bitter! Yes we are) it’s really fulfilling.   As long as you have electric and access to the internet, the sky’s the limit. And SaaS has decided to come along for the ride, which is why we’re starting to see tools that offer seamless collaboration capabilities for things like brainstorming, collaborative docs and whiteboards, project management and data-flow, no matter the time zone or physical space.   This means all of us in the SaaS field not only have a need that we can fulfil, but also we can take advantage and start a few cool collaborations of our own.   7. PaaS Revolution: The Builders' Playground  Sometimes you want a little snack- like a slice of your friend’s pizza, right of of there box. But sometimes you need the whole pizza, a salad, garlic bread, and some arancini.   Platform as a Service (PaaS) goes way beyond the software that SaaS offers by offering the whole kit and caboodle - an entire platform. It’s really appealing to companies that must stay agile no matter how fast everything moves around them.   It’s great for you because you eliminate the external issues that come with companies running your software on a different platform. It’s scalable, it gives access to as many users as you want, and - possibly the best news - when you develop new products, you don’t have to start completely at the beginning with tons of code. So you save money on development too.   8. Low Code or No Code?  Both platforms will skyrocket because everyone’s sick of doing things the hard way.   App development has long involved code writing that’s as speedy as a sloth riding a snail through a molasses lake. But now, things are changing and software can now be constructed with drag-and-drop interfaces and pre-built modules.   Developers who need to move fast can use low-code platforms, and no-code solutions open the gates for tech-allergic users. This is about making SaaS more accessible to everyone, which can only broaden your customer base if you get involved. And imagine the types of industries you can collaborate with now that coding won’t be an issue.   9. Micro-Niche, Baby! Segmenting is one of the best things that has happened to marketing, sales, and product development. It helps you go niche!   But now, there’s micro-niche and forward-thinking SaaS companies are investing in going further, with super-specialized solutions that address specific, nuanced needs. And why not? An unmet need’s an unmet need.   And it makes sense. If you’re planning a music festival in Sedona, Arizona that’s pretty niche. But each group - the punk band from Atlanta, the soul band from San Francisco, the pagan a capella group from upstate New York, and that inexplicably what-even-are-they group from somewhere no one heard when they were announced - each one of these has different needs, different customers with their own preferences, etc. You wouldn’t bring in one type of food or drink for everyone.   It might seem weird to invest in such a potentially small sliver of people, but the more nichier the niche, the less likely your competition are “bothering” to meet their needs.   10. Emotional Design  Make ‘em cry.   We’re just kidding. It’s good to not make your customers cry. Unless it’s from joy!  And that’s what happens when you infuse your operations, offerings, and product development with empathy and emotion. It comes as a shock to those of us who work in SaaS, but most non-SaaSy people HATE technology.   They love what tech brings them, but come on, they don’t want anything to do with how it’s made, how it’s run, or how it’s maintained. That’s the responsibility of their IT friend or kid to set up and fix.    But if we channel what we know about how people feel when they use software into our products, we’ll make a more human-centric experience. Emotional intelligence built into the software and its workflows enables more meaningful connections with customers. It can be the difference between good software and something outstanding that people love and recommend to their friends.   Which one do you love?  We’ve got to admit, they all sound pretty tempting. Which trends gave you an instant “hmmmm” moment?  The more we know, the better we try, the broader our base, the chunkier our company’s bank account. Now that we know some trends to anticipate in 2024, we can get started.   Just after we have some pistachio ice cream.  Say goodbye to manual sales processes and boost your growth with Bluefort's cutting-edge automation solutions. Learn how our end-to-end system streamlines the end-to-end process. 

The finance team has a big responsibility in an IT Services company:  Ensuring a smooth flow of revenue  Maintaining accurate fiscal reporting  Safeguarding compliance with financial regulations  The problem is that most of the time, this team has to contend with tons of frustrating challenges that lead to inefficiency, mistakes, and emotional and physical burnout.   As the CRO, this is something you’re probably already aware of. Your team may have experienced it. But maybe you’re unsure about how to solve the problem.   That’s why we’ve written an article to dive into these problems and give you an actionable roadmap to get your team out, and back to where they should be.   Which Problems Cause a Finance Team the Most Frustration  The finance team has to fend off challenges each day. Fighting constant battles with little or no real help or solutions can take a real toll on both the team’s performance and them as individuals. Here are some of the biggest offenders:   Too much manual entry work: It is soul-sapping, boring, and monotonous. It is also a major waste of time. The finance team will spend countless hours inputting data, changing data, fixing data errors, and reconciling everything. When work is mundane, you get frustration and a drop in productivity.  Delays in reporting and closing fiscal periods: Both of these are time-sensitive tasks. But these important activities are often delayed because of mistakes, inconsistencies, understaffing, scaling, or the sheer pile of work that needs to be done. Next thing you know, it disrupts financial planning and decision-making processes throughout the business.   Invoice mistakes: Though accurate invoicing is essential to a company’s success, mistakes are common. And they are deadly for a company’s financial health. The finance team must scramble to juggle credits, disputes, and strained client relationships. They also have to give up a huge chunk of their time to it. It’s the last thing they need.   Revenue in limbo: Delayed contracts, unfulfilled obligations, and unresolved disputes can prevent complete revenue recognition, throwing uncertainty over you and the team. When revenue is in limbo, the finance team has to untie the backlog and improve cash flow management and financial planning.   Incomplete revenue recognition: Incomplete or inaccurate revenue recognition can distort the company's financial picture. This distortion can complicate decision-making and strategic planning, adding extra pressure on the finance team to ensure accuracy in revenue reporting.  Delayed customer onboarding: Onboarding can be an intensive process. But it can drag to slow and cumbersome The process of onboarding new customers is often slow and cumbersome. When you add poor communication and a lack of information between teams, delays can postpone revenue generation and hurt customer relationships.    Delayed payments: Late payments from customers require constant chasing from the team, and they disrupt the company's cash flow. This makes it further difficult for the finance team to meet their own obligations and pay invoices to suppliers. It also makes it hard to plan for the future.   All these issues can make the team’s life extremely difficult from the time they start work in the morning till the end of the day.   The Impact of These Problems  These frustrations within the finance team can have a profound impact on both the team itself and the company as a whole.   It impacts you as the CRO. You have to account for inaccurate financial forecasting, strained relationships with other departments due to delayed reporting, and a constant state of damage control.   This situation spells stress for everyone involved. It crushes your team’s morale. It impacts your ability to focus on strategy and the future.   And the company must tackle inefficient operations, employee turnover, and bad customer relationships thanks to delays and dispute resolution.    In other words, no one’s happy.   5 Actions to Empower Your Finance Team  The great news is that there are things you can do as the CRO to turn things around for your team (and everyone else!). Here are some of the actionable steps:  1. Streamline All Your Revenue Processes It’s important to lay a good foundation for success by simplifying everything as much as possible. That means standardising financial processes so that the team feels as supported as possible. They need their jobs to be as easy as possible so that takes are more manageable for the team.   2. Give Your Teams All The Training They Need When you give your team regular training sessions, you ensure that they know what they are doing and how to avoid expensive and demoralising mistakes. They work faster, with fewer mistakes and feel better about their impact on the company and customers.   3. Open Up Communication Silos can kill a team’s impact. That’s why it’s key to take steps to open up the flow of 24-7 communication between teams. That doesn’t mean that your teams have to be on the phone or emailing each other every hour on the day. But it does mean accurate information sharing that’s accessible to who needs it. And perhaps periodical meetings between teams too. Poen and clear communication improves collaboration and efficiency and cuts down on misunderstandings and mistakes.  4. Adopt Robust Reviews Quality control is important because it can help catch mistakes early so they can be stopped before snowballing into serious problems. Checks and balances in your financial processes take a lot of pressure off everyone because the system gets proactive instead of reactive when it’s too late.  5. Bring In Automation For Your Team and Processes This is the action that can transform the situation most because it relieves your team of the burdens of what causes the team trouble in the first place.   Automation takes care of the actions above for you. It-  drastically reduces manual data entry  streamlines and simplifies processes   enables accurate and fast reporting   ensures onboarding meets deadlines   reduces the need for extensive training   enables real-time communication between teams  constantly ensures accuracy   minimizes invoice errors  expedites customer onboarding  ensures timely revenue recognition and payments  enables growth and scaling without complications   Giving your team, your company, and yourself automation clears all the boring, mundane, awful, crushing work out of the way so that everyone can concentrate on doing the work that honors their talents and goals.   And that’s what a successful company is really all about!  It Can All be Yours   As the CRO, you do have to deal with a lot of obstacles. But one of the most difficult obstacles is a stressed-out, burned-out finance team.   But when you understand the underlying causes, it’s a lot easier to take proactive measures to solve the problem.   You can have a happier and more efficient finance team and better performance for both you and the company.   It’s all about taking action- or letting automation take the action for you.  Either way, you win.  When you were brought on as CFO, no doubt you had a very clear idea of how you wanted to move the company forward.   But you know that when you’re too busy chasing small payments, you won’t have the time to do the things you want and need to do.  However, taking proactive steps to get to the root of this problem will empower both you and your finance team to improve efficiency and enhance the financial stability and growth of your company.   Why not start that dedicated move to financial excellence now?   Say goodbye to manual sales processes and boost your growth with Bluefort's cutting-edge automation solutions. Learn how our end-to-end system streamlines the end-to-end process. 

As a CRO in the IT Services industry, you’re in charge of driving revenue growth for your company. The buck literally stops with you.   No pressure, right?   Chances are you’ve got one big challenge that’s about as fun as trying to get gum knots out of your kid’s hair.  It’s revenue recognition.   Incomplete revenue recognition.   We’ll bet you shivered at the thought of it. We don’t blame you.   Causes of Incomplete Revenue Recognition  It’s only after you understand the root cause of a big knotty mess that you can find a solution. So what are the root causes of incomplete revenue recognition in IT Services?  1. Inconsistent billing practices It’s impossible to have accurate recognised revenue when billing practices are all over the place. Without standardized procedures, workers must rely on their own interpretations of guidelines.   2. Regulatory changes Regulations and standards are always in flux, and they vary from country to country. It’s extremely hard to keep up with every regulation all the time, and even harder to adapt to them. When they’re not managed properly, you get errors, changes in contracts, and incomplete revenue recognition.  3. Complex revenue streams In IT Services, revenue flows through multiple streams including project-based billing, recurring subscriptions, usage-based charges, add-ons, etc. They make complete recognised revenue across all streams really difficult.   4. Manual processes They steal your time, and leave the field wide open for errors. Even little mistakes can set off chain reactions that take ages to spot and sort out.   5. Silos Many IT services companies use different legacy systems for project management, billing, operations, and finance. Without integration, you’ll get inconsistency in data. Or missing data. Or data that was entered in too late. That’s more revenue leakage.   These issues don't exist in isolation either. When they intersect, they compound, and make things exponentially worse for your teams and your company.   And that can lead to some real problems that will keep you tied up.   Impacts of Incomplete Revenue Recognition  There are far-reaching consequences to incomplete revenue recognition. And it doesn’t just impact your business, but your teams, your customers, and your reputation as a leader.   Here are some of the results of incomplete recognised revenue:   Unstable Revenue/Revenue Leakage Fluctuations in reported revenue make it hard if not impossible to accurately forecast and strategize for the future.    Wasted Hours Time is the most valuable resource we have- after all, it can’t be replaced! When finance teams are stuck rectifying mistakes, they have less (if any) time left to work on strategic tasks that bring value to the company.  Stress The last thing a revenue team needs is unnecessary stress. But they’ll have it in bucketloads. And this will impact morale, risking employee turnover and burnout.  Damages Other Teams When you can’t rely on your numbers, it’s a struggle to stick to budget allocations for other departments. This hinders their planning and operations. Customer Relations Anytime billing is inaccurate, there will be problems with clients and customers. And disputes jeopardise customer lifetime value and growth.  Revenue Decisions When you’re forced to juggle inaccurate data and numbers, you can’t make good decisions. You might have to rely on guesswork. And this can impact you and the company.  So now we know about the causes and impacts of incomplete revenue recognition. So what can be done to untie this massive mess and streamline your recognized revenue?   Fortunately, there are solutions.   6 Actionable Steps to Stop Incomplete Recognised Revenue  The good news is that there are actionable steps you can take to free yourself, and get that revenue fully recognized.   Here are some of the most effective, and depending on your situation, can be used together and in combinations.   1. Standardize Billing Policies that are clear and firm will ensure better consistency and accuracy. That’s less likelihood of mistakes and more likelihood of catching the ones that slip between the cracks.   2. Cutting-edge Training It’s important to invest in your teams so that they’re equipped with the knowledge they need to succeed. And the more they know about regulations and standards, the more they’ll know about how they impact revenue recognition.    3. Data Accuracy Having a regimented schedule to check and ensure data accuracy is a must. Reviews can help spot discrepancies early on, which can stop small mistakes from turning into revenue leaks (or gushes).  4. A Dedicated Revenue Recognition Team Having a specialised team just focused on revenue recognition frees up the finance team to work on the strategic tasks and projects you want to be enacted. It makes things more focused too. It reduces stress and the likelihood of burnout/turnover.   5. Smash Those Silos Your customer, revenue, sales, operations and development teams will need to communicate with each other, whether through software or at regularly scheduled meetings. When everyone’s informed, mistakes plummet. And all the teams are less frustrated.   6. Automate the Entire End-to-End You might balk at how realistic it is to have end-to-end automated, but it really is possible. And it does all the steps for you.  Automation standardizes billing, keeps up with changes in regulations and adjusts to them, shares information between teams in real-time, ensures accuracy, and provides real-time visibility into recognized revenue. And it even automatically integrates changes in contracts (due to add-ons, new products, cross-selling, readjustment to align with usage, etc).   In other words, whatever changes are thrown your way, automation takes them off your shoulders.   When you automate these processes, you can say goodbye to human errors, wasted hours, and inefficiency.  And say hello to accurate numbers that you can take to the bank at any time. Literally and figuratively.   You Can Enjoy Complete Revenue Recognition   As the CRO of IT Services, you have to deal with a lot of loose ends.   That’s why it’s important not to have anything around that changes them into an untangle-able mass. Incomplete revenue recognition doesn’t have to be a daunting challenge that takes you and your teams down.   It doesn’t have to be like your kids’ gummy hair.   It’s all about taking those steps to prevent it. Or letting automation do all the work for you so you can finally get back to what you were hired to do. Drive revenue and lead the company.   Ready to start? When you were brought on as CFO, no doubt you had a very clear idea of how you wanted to move the company forward.   But you know that when you’re too busy chasing small payments, you won’t have the time to do the things you want and need to do.  However, taking proactive steps to get to the root of this problem will empower both you and your finance team to improve efficiency and enhance the financial stability and growth of your company.   Why not start that dedicated move to financial excellence now?   Say goodbye to manual sales processes and boost your growth with Bluefort's cutting-edge automation solutions. Learn how our end-to-end system streamlines the end-to-end process. 

IT Services is an industry that never stops. Everything’s constantly ticking over - new tech, new offerings, new customers, new problems.   And one of the most common problems is chasing small payments.   If you’re an IT Services CFO, you probably rolled your eyes at the thought of it, muttering “YEP.”   It’s the last thing you need. You’re already in charge of keeping the fiscal health of the business tip-top. That’s enough pressure! Yet here you are, with your team, spending time on the phone and in your email trying to get these little tiny payments.   It’s a tedious, time-consuming task. It stops you from doing all the things you were hired to do.   It’s the stuff of nightmares.   That’s why we’ve written this article - to talk through this big challenge and give you some strategies that can rid you of this troublesome practice forever. Sounds good, right?  5 Main Causes of Chasing Small Payments  There’s always a cause for a resource-sucker like chasing small payments.  Do any of these sound familiar?  1. Wide Client Base It’s fairly common for an IT services company to have a wide variety of clients - could be families, students, fledgling startups, huge corporations and everything in between. Especially in this uncertain economy, people have limited budgets. That means smaller invoices that vary depending on usage tracking, and possibly more frequent payment cycles.  2. Complex Billing Models Things are always changing in IT Services. There are new products, packages and offerings for an ever-changing base. This means complex billing models based on time spent, project milestones, resource usage, subscription nature, package, etc. This complexity using creates a lot of little invoices rather than consolidated ones, which means you’re dealing with a large volume of payments that you have to manage. 3. The Dreaded Delayed Payments Some clients may delay payments due to cash flow issues, disputes over services, or simply oversight. This forces the finance team to engage in a continuous cycle of follow-ups for each outstanding invoice, further complicating the payment collection process. 4. Not Using Preferred Payment Methods Customers are human. They make mistakes. And they forget things. Businesses that are rigid with their payment methods might make customers have to take extra steps to make sure those payments are made. The more hoops they have to jump through, the less likely they’re make it all the way, every month.  5. Manual Billing Processes and Mistakes Your staff are human too. When they have to manually invoice, especially if you have thousands of customers (or more), mistakes are inevitable. But these inaccuracies will cause a chain reaction of problems - time spent recalculating and re-reconciling things, disputes, follow-ups, reissuing invoices, and additional delays in payments.  Why Having to Chase Payments Is So Dangerous   To an outsider, each missed payment might seem fairly harmless (albeit annoying) - after all, it’s only a phone call here or email there.   But each one of these adds up to a beast that you have to contend with- a beast that can create chaos for you.   1. Unstable Revenue As the CFO, you need to know where the company’s revenue is. You need reliable cash flow and numbers. But small, unpredictable payments mean you contend with fluctuations in revenue.   How are you supposed to accurately forecast future cash flows? How can you rely on your numbers for excellent financial planning?  2. Wasted Hours The one thing we can never get back in life is our time. And unpaid invoices are the biggest, unnecessary waste of time that financial teams experience. Think about how much your time is worth by the hour. Same with your finance team.   Now think about how many hours you all spend chasing those invoices. Add on top how many hours you all are not spending on high-value strategic financial tasks and analysis. Add it all together. That’s the REAL cost of chasing unpaid invoices.   3. Stress Chasing unpaid invoices is a constant pressure that will inevitably lead to higher stress levels for you and your team. The higher the stress (especially stress that doesn’t need to happen!) the more it impacts morale and productivity.  4. Impacts on Other Teams When your revenue is uncertain, that can impact others over the long term. It’s harder to confidently allocate funds to other departments. It makes things unpredictable and hinders operations and strategic planning.   5. Customer Relations No one likes getting bothered, even if they’re in the wrong! We know it’s not fair, but if you are constantly folllowing up with them for payments, you’ll strain your relationships with them.   They’ll associate your name and brand with annoyance. And that will make it a lot easier for them to leave your brand once they get a tempting offer.    All of these sound terrible. And at least a few of them might sound familiar.   What Can You Do?  The great news is that you can do something to change this. Here are some actionable steps that work to turn the tide and end chasing small payments forever:   Implement Clear Policies It’s okay to establish firm policies about late payments, including penalties or interest charges which will discourage some delayed payments. It’s important to clearly communicate these policies to your customers. One caveat- if your delayed payments are usually down to your side - things like invoice errors, usage adjustments, etc. - then this type of policy might turn your customers off!   Start Quality Control Measures Starting a system that double-checks invoices will help ensure they are accurate, detailed, and clearly itemized services. That means you can stop disputes and delays in payments before they start. Yes, it means more hours, but at least you won’t pay for rectifying invoices.  Offer Customer-Friendly Payment Options Whether that’s contract terms or the customer’s preferred payment methods, meet your customers where they are. When you make payments as effortless as possible for customers, you’ll increase your chances of getting paid on time, every time.    Create a Dedicated Collections Team A team that’s focused solely on collections will free up you and your team to focus their time on strategic tasks that take the company forward. You can train this team to communicate with customers in a way that won’t alienate them too.   Bring Automation In You could do all the things above, or you could bring in automation, which will take care of all of them for you. It’s the ultimate solution to chasing payments. Automation consolidates billing, sends reminders for upcoming payments, automatically calculates and sends out invoices, reconciles them back to the system, and provides real-time visibility to anything outstanding. When you automate the end-to-end billing process, you eliminate human error, boost reliable constant revenue, know where your finances stand at all times, and reclaim your time.  When you were brought on as CFO, no doubt you had a very clear idea of how you wanted to move the company forward.   But you know that when you’re too busy chasing small payments, you won’t have the time to do the things you want and need to do.  However, taking proactive steps to get to the root of this problem will empower both you and your finance team to improve efficiency and enhance the financial stability and growth of your company.   Why not start that dedicated move to financial excellence now?   Say goodbye to manual sales processes and boost your growth with Bluefort's cutting-edge automation solutions. Learn how our end-to-end system streamlines the end-to-end process. 

It can be really frustrating to be falling behind.   Especially when it comes to upselling and cross-selling.   When done right, they are powerful tools that can drive growth and revenue in our industry. But most COOs can’t meet their targets. And though that can cause a lot of damage, there are ways to turn things around and overcome these challenges.   Let’s have a deep dive into the big picture.   How Missed Upselling and Cross-selling Targets Impact Your Company   It can be dangerous to fall behind on these targets because you’re at risk of impacts like this:   Dented profits and revenue: Missing targets means less money coming in both in the immediate and in the long term. And this is for customers you already have and potential customers in the future. And unfortunately, revenue is key to the SaaS industry where you must constantly grow.   Disruption of your operations: Because you have to divert so many resources and so much time to the upselling and cross-selling process, the sales process slows down. The teams might feel forced to focus on customer acquisition, which has a much lower conversion rate.  Unhappy customers: When upselling and cross-selling opportunities are missed, or even worse, or are based on mistaken assumptions (whether product, current customer need, or current subscription). This makes customers feel misunderstood or ignored, and competition and churn are too high for them not to just leave for a better offer with better service.   Loss to your competitors: Staying ahead of your competition is so key, but it’s impossible if you leak revenue, get a bad reputation, and hemorrhage customers. That damages both your market position, and future investibility.   Morale: The frustrated sales team’s struggle with morale will impact future productivity. It’s a tough cycle to escape.   None of these impacts are good for your brand. And when you start to experience multiple impacts at the same time, you can get into trouble.   That’s not something you need as a COO. Because you’re responsible for the growth of the company. You’re the one who has to explain to the boardroom why things are the way they are.   What Causes Failed Upselling and Cross-selling Targets?  Through our time working with many COOs across multiple sectors of SaaS companies, we’ve discovered the most common factors that contribute to falling behind in upselling and cross-selling targets:  Limited and out-of-date knowledge of product offerings: If the sales team doesn’t understand the product offering, they won’t be able to spot upselling and cross-selling opportunities. They also won’t be able to explain a product’s value to customers. And even worse, they won’t know which products complement (or contradict!) the packages customers already have.   Incorrect or inadequate customer segmentation: If customers aren’t segmented correctly, and that segmentation isn’t regularly updated, sales teams won’t get the level of understanding that they need to sell to the right customers at the right time. Customers can’t be treated as one group – they have unique needs and preferences.   Insufficient training: If sales teams don’t have the training and resources that they need to identify opportunities and act on them, they’re at a huge disadvantage. Training should be an ongoing process too – there’s lots for sales to keep on top of including the offering and the best ways to convert customers No data-driven insight: Your freely available customer data has so much potential if you use it in the right way. Comprehensive data and analytics can give you priceless insight into your customers’ behavior, preferences, history, needs, and usage, even when they leave and why and what it would take to get them back.   Miscommunication with the marketing team: Sales and marketing must work together. Sales teams need marketing to bring in leads and content that shows value propositions for the product offering. Marketing needs feedback from sales about what customers think and why they say yes or no, to tweak their content.   No time and low morale: Sales reps simply do not have the time they need to upsell and cross-sell because they’re too busy trying to keep up with the database, liaising constantly with the revenue team, putting out fires, keeping up with customer service, etc. And they’re up against unrealistic sales targets without the resources they need to meet them. That is very bad for morale and pushes sales turnover through the roof.   The good news for COOs (and anyone else who wants to the sales team to do well) who are reading this is that acknowledging these causes is the first step in turning things around.   Actionable Solutions to the Problem  There are steps that you as a COO can take to turn things around and start bringing in the revenue you need to help grow the company and customer base Get good, reliable customer segmentation: Use your customer data to figure out the most up-to-date segment that will respond to upselling and cross-selling. Then you’ll be able to create unique messaging that meets customers where they are.  Give ongoing training: Give your team the knowledge they need about your product offerings, which products complement one another, and the most cutting-edge ways to up and cross-sell. Working with the development team will help enable information to flow in both directions.  Get sales and marketing to collaborate: Allow both teams to regularly meet and align their messages according to the needs of both teams. It helps increase the likelihood of a seamless customer experience.  Get and integrate data-driven insights: Take advantage of analytics that can crunch your data to give you the patterns, trends, and opportunities the system has spotted. And – bonus – these insights will empower you as the COO to make the most informed and effective decisions. Give your team time, resources, and realistic expectations: If something isn’t working, especially over the long term, leaning into it and applying pressure won’t help. You need to change it. Talk to the team about what they need. Study the most successful SaaS sales teams out there- what are they doing differently? What resources do they have? Automate it all: Automation takes care of all the other solutions in this list and wraps them up in a big bow for your sales team.  Automation will streamline your entire lead-to-billing process, so not only will you have a happy sales team that performs, but you’ll have a marketing team that’s up to scratch, a development team that is confident that customers understand the offering, and a revenue team that gets all contracts and terms accurately and in real-time.   That’s basically all your operations automated with the flick of a proverbial switch.   Automation relieves your sales team of these processes:   Agile and adjustable recommendations of the best pricing models AND products, no matter their complexity.    Crushing silos for good between teams by giving date and information in real-time. This cuts down on mistakes and speeds up the selling and invoicing process. No more revenue leakage!   An end to loss-making orders because you’ll know how much your customers are likely to spend and use.   Reliable upselling and cross-selling recommendations – not only the time and customer, but which products they’ll find useful. It also feeds this info to the right salesperson at the perfect time and pushes the contracts, sales, and terms to the revenue team.   All sales data is available in real time, and accessible by whichever teams need it.  All of these strategies will give your sales team the support they need to meet and exceed expected sales performance. Automation makes it easy and cost-effective.   This means you as a COO can regain control over all upselling and cross-selling efforts, surpass the targets, unlock the full potential of your product offering, and take all this good news with you to the boardroom.   We all know how important an excellent Customer Lifetime Value score can be to the success of your SaaS company. So upselling and cross-selling are essential for driving this growth.    Falling behind targets can impact your financial status and operations. It’s a level of stress that you and your sales team don’t need.   Fortunately, there are strong, proven strategies available to you.   By adopting a customer-centric approach, leveraging data-driven insights, fostering collaboration, and embracing automation, you can unlock the full potential of upselling and cross-selling.   Give yourself and your sales them the tools they need to bring in the revenue and growth that you want.   Say goodbye to manual revenue processes and boost your growth with Bluefort's cutting-edge automation solutions. Learn how our end-to-end system streamlines the end-to-end process.