SSP Your New Strategic Growth Weapon
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Get deep technical accounting insights into the biggest pain points companies have faced with implementing and analyzing Standalone Selling Prices. Learn how you can be more strategic with pricing policies and improve processes for setting SSP.
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SSP Your New Strategic Growth Weapon
- 3. Director, Revenue Advisory JENN MEEHAN Partner, CFGI GREG LYNCH
- 5. SSP: Your New Strategic Growth Weapon Standalone Selling Price and Allocations
- 6. 01 Allocating SSP SSP values are used to calculate each Performance Obligation’s extended revenue value, relative to the contract 03 Strategizing with SSP Now that we’ve streamlined SSP, what does finance get to do with that free time? Here’s how you can be strategic 02 Analyzing SSP Remove the burden of the analysis of your SSP values with the SSP Analyzer 04 Field Stories Real world examples of revenue teams that have become trusted advisors to the business AGENDA
- 8. CHALLENGE: Standalone Selling Price Calculation & Allocation Ext Price SSP % Of Total Price Allocation SaaS Product $1,100 $1,200 $1,200 / $2,160 = 56% $1,900 * 56% =$1,055 Implementation $700 $800 $800 / $2,160 = 37% $1,900 * 37% = $705 Training $100 $160 $160 / $2,160 = 7% $1,900 * 7% = $140 TOTALS $1,900 $2,160 100% $1,900 Determine SSP Allocate SSP
- 9. DEMO
- 10. ANALYZING SSP
- 11. DEMO
- 13. Stop detracting and start enabling the business ➔ Go-to-market strategy ➔ Pricing model analysis ➔ What does success look like? ➔ Discounting behavior ➔ Profitable areas / stratifications ➔ Growth drivers ➔ Discounting not tied to market ➔ Compensation model Analyze New Offerings Market Analysis Business Behavior Strategize with Metrics
- 14. FIELD STORIES
- 15. Learn to be better ➔ Early automation adopter ➔ 606 automation adopter ➔ Needs to automate Lessons From The Field
- 16. *ROI based on a fully baked cost of a Revenue Accountant with an annual salary of $115,000 ROI of Automating SSP
- 17. Elevate Your Team Strategize: ✓ Automate mundane work ✓ Utilize your systems for analytics ✓ Leverage that analysis to enhance the business
- 18. Thank you! Learners Lounge Following Session Ask the Experts: Rev Rec Automation Best Practices Questions? jmeehan@zuora.com glynch@cfgi.com Additional Resources