Quote-to-Cash Analysis & Process Improvement

VIP SOLUTIONS CASE STUDY

BACKGROUND

Our client incurred DSOs of greater than 110 days driven by aggregated Quote to Cash cycle of 155 days.  This client provides high tech, customized hardware, software, support and services to their customers.

VIP Solutions Group sourced data from an 18-month period across multiple systems and identified our client’s hardware quote to cash cycle to be over 185 days, creating the most significant impact to the overall quote to cash cycle.

OBJECTIVES

VIP Solutions Case Study

Identify drivers impacting DSOs of greater than 110 days.

VIP Solutions Case Study

Quantitatively & qualitatively evaluate the quote-to-cash cycle and identify deficiencies driving increased days.

VIP Solutions Case Study

Coordinate with functional owners to provide recommendations & improvements.

SOLUTIONS

VIP Solutions Case Study

Obtain data from an 18-month period across multiple systems, identifying unique identifiers to connect data sets.

VIP Solutions Case Study

Quantitatively evaluated the quote-to-cash process of hardware, software, service and support business cycles.

VIP Solutions Case Study

Identified that orders accepted in the last 10 days of the quarter were driving over 200-day cycles.

VIP Solutions Case Study

Project managed improvements & recommendations impacting the sales commissioning, product fulfillment, billing & collection cycles.