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
Identify drivers impacting DSOs of greater than 110 days.
Quantitatively & qualitatively evaluate the quote-to-cash cycle and identify deficiencies driving increased days.
Coordinate with functional owners to provide recommendations & improvements.
SOLUTIONS
Obtain data from an 18-month period across multiple systems, identifying unique identifiers to connect data sets.
Quantitatively evaluated the quote-to-cash process of hardware, software, service and support business cycles.
Identified that orders accepted in the last 10 days of the quarter were driving over 200-day cycles.
Project managed improvements & recommendations impacting the sales commissioning, product fulfillment, billing & collection cycles.