Optimizing Revenue Operations in HCM and SaaS

Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?

Most of my career has been spent focused on Commercial Finance/Operations in the HCM space, working for 19 years at ADP and 5 years at Ceridian/Dayforce. I also spent 3 years in between those two stints at NCR. I built the Commercial Operations function at ADP from nothing to a global operation of 100+ associates serving all segments, excluding the extreme down-market where no function was required. Both NCR and Dayforce required rebuilding the function to optimize the opportunities to streamline processes, drive deal velocity, and ultimately drive higher, more profitable sales.

Q2. What structural shift in quote-to-cash or deal structuring is most changing how companies drive revenue today, and why has its impact accelerated recently?

Speed to closing deals has always been a top priority, but that has grown over the past few years as automation has enabled companies to provide faster quoting, negotiation and contracting, but not all companies have embraced the technology, and probably more importantly, many companies are burdened by their internal processes and escalation rules that are silo based vs. deal based which…