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Sales Funnel Management for Intelligent Revenue Recognition

Increase visibility with the revenue scheduling process

Challenges

  • The client needed better control over the sales forecasting process.
  • Required better visualization of the forecasting, revenue scheduling, and revenue recognition processes.
  • Needed to enable a regional sales manager to figure in reimbursable expenses and journal entries in the final recognized revenue.
  • The objective of the project was to enable forecasting functionality and update the current system configuration to use both Out-of-the-Box (OOB) and custom enhancements.

Solutions

  • Enhanced visibility of the revenue scheduling process.
  • Built a custom forecasting tab that showcased revenues for each user at various stages of the sales process in graphical and tabular formats.
  • Designed a custom reimbursable expenses page which enables a regional sales manager to add billable expenses for the region (EMEA/APAC/NA).
  • Integrated recognized revenue data from Netsuite into Salesforce to provide a complete understanding of the company’s sales funnel.

Tools & Technologies

Salesforce, Eclipse, Microsoft Excel

Key benefits

  • Enhanced control over the sales forecasting, revenue scheduling and revenue recognition processes in the sales funnel, thereby providing precise revenue numbers and advanced analytical capabilities.
  • Enabled regional sales managers to account for reimbursable expenses and journal entries in the sales revenue.