Creating Quote to Cash Outcomes
Since the late 1980s, I have had the pleasure of collaborating with many of the industries most successful enterprise clients, ISV/Platform solution providers, and forward-thinking investors. Craton has assembled a team that accelerates outcomes across three domains:
Enterprise Clients
Quote to Cash, Lead to Revenue, Omni-Channel Selling and Customer Engagement, the names keep popping up or evolving over time. Craton provides a fresh, unique, timeless and informed opinion on managing customer and revenue in rapidly changing environments.
Specific services include:
- Procurement/RFP Advisory Services - Craton has a proven model for helping clients make informed technology choices. Paired with unparalleled depth of knowledge of the key players across the Quote to Cash technology landscape, Craton is uniquely position to help clients drive to desired business outcomes.
- Quote to Cash Advisory Services - Craton has deep expertise in monetization strategies, omni-channel selling and customer engagement best practices, and helping build high performing teams across client, SI, and ISV teams.
- Training Services - Craton maintains training curriculum for enterprise architecture, omni-channel selling and customer engagement, and project success best practices. Client's typically use this training in advance of a transformation initiative to ensure all stakeholders are in alignment on best practices across people, process, and technology.
ISV/Platform Solution Providers
ISV leadership is tasked with a seemingly impossible charter - set a course for the company that anticipates client needs, market conditions, client and employee challenges, and all the next technologies that are flooding into the ecosystem. Make the right choice and thrive, make the wrong choice and the path to the dustbin of IT couda-shouda-woudas is likely.
Craton's services in this space include:
- Business Development: Clients - Finding the right clients that fit the center-of-the-bullseye target customer profile.
- Business Development: Partners - Nothing exists in a vacuum these days. Finding the right partners to provide clients with an end to end solution is essential.
- Product Advisory Services - You have 100 pennies to invest in the product. How many to backlog of features, how many to your top client or prospect, how many to performance, how many to reducing technical debt. Wait, darn it, how many to GenAI / AI strategies?!
- Training Services - Craton maintains training curriculum for software companies to better understand end to end enterprise architecture, and where their capability exists in the big picture. ISV's typically use this training to provide awareness for Product teams, best practices for internal Professional Services, or enablement for Sales and Solution Engineering teams.
Investors - Hype vs. Performance
The past decade has seen rocket ships and boat anchors across the Quote to Cash landscape. The rocket ships had some common denominators - solid product, strong market awareness, good timing, and authentic leadership. The boat anchors had shortcomings in some or all of these areas. Craton's depth of knowledge in these areas can help investors make informed decisions.
In addition, Craton can work with investors portfolio companies to build exceptional quote to cash strategies that will increase their market position and long-term enterprise value.