Carlson Thought Leadership in Finance & Technology

The Integrated Revenue Cycle

October 31, 2017 / by Dave Phillips

The Revenue Cycle is a hot button issue with companies, particularly those with more complex quote to cash processes like SaaS and Professional Services companies.  One of the challenges is that data resides in multiple systems and needs to be aggregated in centralized financial solution to gain a full picture of the value of an account over time. 

At Carlson Management Consulting, we automate the integration and data flow between key systems – namely Sage Intacct ERP, Adaptive Insights and Salesforce.  We accomplish this through direct inter-system connections using DataBlend, our cloud integration platform.  Datablend makes it is easy to build end-to-end integrations and workflows between cloud and on-premise solutions, allowing access to data in real time.  

The following is a description of an integrated revenue cycle scenario, which we will be demonstrating at our upcoming Cloudfest event at Fenway Park on Nov. 8th:

Salesforce to Adaptive Insights

Salesforce CRM data is very useful for revenue planning in Adaptive Insights.  Oftentimes, Salesforce “opportunity” data will drive the revenue forecast in Adaptive, and in some cases, can even be utilized to drive revenue actuals.  Using Datablend’s Query Builder (see image below), it is easy to select which tables and fields you wish to pull into Adaptive.  Creating a “Join”, which is a means for combining columns from one or more tables by using values common to each, is a simple task with Datablend’s Relationship Field Viewer.  Its filtering, column mapping and data previewing capabilities make data transformations intuitive to the business user.  Furthermore, you can schedule a Salesforce to Adaptive Insights workflow (i.e., data transfer) by the hour, day or week according to your own business needs.  You can also execute manually at any time.

Salesforce workflow in DataBlend.jpg

Sage Intacct to Adaptive Insights

Sage Intacct is a powerful cloud ERP system that provides essential data to Adaptive Insights.  The DataBlend connector allows you to import full financial data, including transactional drill-downs. This makes it easy to update actuals for Income Statement and Balance Sheet reporting, and is especially valuable for the revenue forecasting process. Adaptive Insights’ HTML and OfficeConnect reports, as well as version comparisons on standard sheets, are updated to show the latest data as soon as an import has completed.

In the scenario above, Adaptive Insights is the source of record for the finance team to effective plan and manage revenue.  Sales and accounting teams continue to use their point solutions, Salesforce and Sage Intacct, respectively.  Yet they are also able to view comprehensive revenue cycle data with Adaptive Insights’ self-service reports and dashboards.    

If you’d like to see the Integrated Revenue Cycle in action, please join us for Cloudfest at historic Fenway Park on November 8th, from 3pm to 7pm.  We will be providing a demo that shows the integration and interaction between systems as well as the reports that enable finance, accounting and sales to work from the same page.  We hope to see you there!

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