From Complexity to Clarity in Order to Cash Mastery

Jason Pikoos, Managing Partner, Client Experience at Connor Group & Stephen Attanasio, Senior Director, Finance & Business Systems at Dataiku
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Episode Summary

In this episode, Markus Zirn, Jason Pikoos, and Stephen Attanasio explore the complex world of order to cash (O2C), covering everything from lead generation to cash collection. They emphasize early data capture, reliable data sources, and process flexibility for optimal efficiency. From process mapping to incremental development, they offer guidance to keep your processes resilient and adaptable. Additionally, they discuss the potential impact of generative AI on O2C and the importance of designing processes to evolve with business needs.

  • Episode Key Takeaways

    Episode Key Takeaways

    • Every order to cash (O2C) process is unique: Which industry, product type, delivery model, and many more factors shape order to cash processes. Jason and Stephen bring a “birds-eye view” of hundreds of O2C processes, and guide listeners in how to understand their unique qualities. 

    • Document and map your order to cash processes: Begin by thoroughly documenting your current O2C workflows and creating clear process maps. This proactive step helps identify inefficiencies and areas suitable for automation, laying the groundwork for effective implementation.

    • Design your order to cash process backward: Craft your process by starting with the end goal and working backward to ensure vital data capture and smooth information flow.

    • Implement automation incrementally: Start automation projects with small, achievable tasks to demonstrate immediate benefits and build momentum. Incremental automation allows for quick wins and enables adaptation to changing business needs and evolving processes.

  • About Jason & Stephen

    About Jason & Stephen

    Jason Pikoos is a Managing Partner and leads Connor Group’s Technology and Innovation, including AI-driven solutions. Jason brings over 20 years of accounting, operational, and technology experience, working with high-growth and technology companies. Jason is a leader in business transformation, technology strategy, and automation, enabling high-growth companies to scale, grow, and meet their critical business goals.

    Stephen Attanasio is the Senior Director of Finance and Business Systems at Dataiku. He brings over a decade of extensive experience to his role, with a background in finance, business operations, and technology. He also spent about 2.5 years in EY’s advisory service and about 5 years with Connor Group earlier on in his career. He completed his Accounting and Finance degrees at Fordham University.

  • Top Quotes

    Top Quotes

    “Order to cash is going to evolve. So don't bother trying to guess every possible outcome and automate every possible outcome that may or may not exist. Oftentimes the best thing to do is create some degree of flexibility, so don't hard code everything into the system. But also make sure you have technology that is flexible and easy to adapt.” - Jason Pikoos

    “We talk about order to cash, and a lot of folks think the process has completed once the cash has come in. But really, this is a never ending cycle. Especially when you're in a subscription based business.” - Stephen Attanasio