Lead to Cash Executive Roundtable

Join industry leaders and McKinsey experts at the Lead to Cash Executive Roundtable for definitive
knowledge exchange with peers and deep-dive case study explorations from organizations who have
successfully embarked on Lead to Cash transformations.

Lead to Cash (inclusive of the all the downstream processes from Quote to Cash) is the most complex, cross-functional process most companies participate in spanning lead to contract including sales, marketing, sales/rev ops, Order to Delivery including fulfillment and professional services implementations, and Delivery to Cash including order management, revenue recognition, and billing.

Cross-industry companies are looking to streamline the Lead to Cash process leading to tangible internal and external benefits including: accelerated time to value/revenue, increased win rates, reduction of manual efforts, reduced cost to serve, reduced missed billings, and increased employee and customer experience. Companies that prioritize Lead to cash innovation are also seeing intangible benefits across the value chain from prospecting a lead to final payment in a reduction in complexity, increased speed of decision making, and reduced risk in unique contract structures.

This half day session will include peer-to-peer and expert discussions on:

• Defining the future state North Star Lead to Cash process leveraging cross-functional
  collaboration across the organization anchored on (i) the full customer journey, (ii) the
  functional and technical cost structure, and (iii) the enabling governance.
• Building a roadmap for transformation with an anchor of setting the strategy up front for
  optimal sequencing of systems and process changes delivering impact to the business and
  customers along the journey and common breakpoints that can undermine L2C transformations.
• Generative AI and other digital unlocks to accelerate SOW creation and time to value in
  implementations.