Who at your company owns the money part of the customer relationship, from the signed quote to cash in the bank? That was the question I put to the room when we got to HubSpot's Connected CPQ billing and payments update. Per the update, it is a new connected quote-to-cash experience meant to automate billing, accelerate payment collection and eliminate manual administrative overhead. I couldn't tell from the page whether it is live yet or still in beta.
What I do see is the dysfunction we always talk about: "It's rare for me to find somebody that is the RevOps person that lives past closed won." The people who own quote-to-cash sit on the finance side.
Joshua Oakes, who is in the middle of this on a couple of projects: "I will testify that 95% of the work is unwinding the existing…" That number is his, from his own work, and he followed it with the question to ask: "what's the intention behind that process." My version is "stop letting the tool decide what you guys are," because a billing tool's default voice is "your bills overdue."
On Monday's show I also shared an exchange from that morning. The person who will own a process in a big rock sprint was not AI-enabled when we scoped it two weeks ago. "And they are now, two weeks later." As I said, "most of the work is not in the building."
The next step