The Closers: Modern Revenue Accounting Podcast

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Feb 2024

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About the show

Welcome to The Closers: Modern Revenue Accounting Podcast. This is the show for accountants by accountants, where we have unfiltered conversations with the world’s most innovative CAOs, controllers, revenue accounting leaders and industry experts. Join host, Em Daigle, General Manager of Zuora Revenue, as we dive deep into strategic and tactical insights that will help you elevate the role of accounting in your organization, be a more impactful partner to the business and grow in your career. If you want to hear what modern revenue accounting looks like today and what’s coming next, tune into The Closers and join the conversation. Brought to you by Zuora Revenue.

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20 recent

February 29, 202433 min

Navigating the Niche of Revenue Accounting

This episode features an interview with the hosts of the RevRec Gals Podcast, Natasha Castelli, Revenue Recognition Consultant at Apta Consulting Group, and Susan Holmes, Revenue Recognition Consultant at S. Holmes Consulting. In this episode, Natasha and Susan discuss how to foster a community that supports and educates its members while embracing the "revenue curious". You’ll hear from Natasha and Susan about the RevDesk initiative focusing on revenue accountants and the great work it’s accomplishing. The episode also touches on collaboration, learning from peers, and the evolving nature of an accountant’s career journey.Em’s Takeaways:Passion for RevDesk: I love the RevDesk initiative, especially in the niche community of revenue accountants. It's a needed space where we can support each other and contribute to the growth and knowledge of this unique community.Proactive Business Partnership: Our conversation underscores the recurring theme of being a proactive business partner, emphasizing the importance of early involvement to build bridges and contribute to the success of business goals.Podcasts and Professional Networks: The discussion on podcasts like RevDesk highlights the value of professionals learning from each other, broadening networks within specific industries, and creating a platform for insights that can be directly applicable to one's own business or profession.Timestamps: *(02:29) - Off the Ledger*(06:52) - General Ledger*(24:24) - The Future of Revenue AccountingLinks:Connect with Em Daigle on LinkedInConnect with Natasha on LinkedInConnect with Susan on LinkedInLearn more about RevRec Gals PodcastLearn more about Zuora  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

February 29, 202437 min

Listen, Learn, Lead: Mastering the Dynamics of Business Relationships

This episode features an interview with Jaime Dreikosen, CAO, Icertis.In this episode, Jamie talks about the importance of effective communication and strategic messaging within business partnerships. Em and Jamie delve into the crucial role of empathy in fostering successful business relationships, challenging stereotypes about its perceived absence in the workplace.Em’s Takeaways:Effective Communication and Strategic Messaging: The importance of clear communication and strategic messaging in business partnerships was underscored, emphasizing the need to articulate technology initiatives in a way that aligns with broader business objectives, particularly when seeking buy-in from CFOs or securing investment.Active Listening and Relationship Building: The significance of active listening was highlighted as a means to not only build relationships and gain trust but also to extract valuable insights. The takeaway emphasized the critical role of understanding the CFO's perspective and tying messages to specific business outcomes to demonstrate the direct value of technology initiatives.Balancing Compliance and Business Assistance: A key insight revolved around finding a nuanced balance between compliance and aiding the business. The speaker suggested acknowledging the gray area in business partnerships, especially in roles like being a business partner, where flexibility and adaptability in navigating the complexities of controls and support are essential.Timestamps: *(01:04) - Off the Ledger*(07:36) - General Ledger*(32:42) - The Future of Revenue AccountingLinks:Connect with Em Daigle on LinkedInConnect with Jaime on LinkedInLearn more about IcertisLearn more about ZuoraSponsor: Zuora’s Modern Accounting Summit: If you are an accounting or finance leader looking to learn from the best and elevate your role in the organization, this virtual Summit is for you!Join us live to hear from modern CAOs and controllers, as well as the top experts from EY, PwC, and Deloitte. Together, we’ll explore what modern accounting looks like today and where it’s headed in the future. If you are unable to attend live, you can watch the event on-demand using the link below.Learn more, register, or watch on-demand here.  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

February 29, 202432 min

Empowering Finance Teams with Automation

In this episode, Julio Martinez, Co-Founder and CEO of Abacum, discusses the role of modern financial technology. He explores the many responsibilities of finance professionals today, the crucial role of efficient automation systems, and the importance of having processes alignment for operational efficiency. He shares that finance teams are being increasingly expected to drive efficiency and effectiveness in the business environment. Julio further sheds light on how AI fits into the finance world and warns against overestimating the immediate impact of AI on the industry, given many organizations still need to fix foundational issues before leveraging advanced technologies.Em’s Takeaways:The top three areas of focus to work on with clients: Adopt a holistic revenue approach: Make sure to collect cash before counting revenue, covering all bases from generating leads to recognizing income.Strengthen your finance tech toolkit: Boost your ERP system with modern tools for recognizing revenue and automating financial planning, helping growth and smart decisions.Tap into data automation: Simplify data processes for quick access to operational stats and financial insights, leading to clearer business talks and better decisions.Prioritize process alignment: Julio underscores the critical role of aligning technology with your operational workflows to fully leverage automation. He recommends investing in a customized tech setup that suits your unique requirements, ensuring seamless integration across systems for improved reporting accuracy and streamlined processes.Episode Timestamps:*(00:08) - Off the Ledger*(09:27) - General Ledger*(38:49) - The Future of Revenue AccountingLinks:Connect with Em Daigle on LinkedInConnect with Julio Martinez on LinkedInLearn more about AbacumLearn more about Zuora  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

February 22, 202441 min

The Power of Clean Data, Automation, and Collaboration

In this episode, Roxanne Brady and Jesse Fillerup from the Connor Group discuss the transformative impact of accounting automation on businesses. They delve into the evolution of technology and its incorporation into various industries. Roxanne emphasizes the necessity for a mix of traditional and innovative tools to ensure business efficiency. Jesse further elaborates on the importance of cross-functional team collaborations and the need for a dynamic approach in revenue accounting. They both advocate for automating repetitive tasks, discussing the return on investment that comes from more reliable and efficient systems and processes. Em’s Takeaways:The top three areas of focus to work on with clients: Embrace the power of clean data: Roxanne shares why squeaky-clean data is your secret weapon for smooth system operations.Teamwork makes the dream work: It's all about teamwork! The accounting department collaborates with sales, legal, and operations to make smart decisions together. Everyone needs to grasp revenue recognition principles for smooth sailing.Train your team cross-functionally: Let's get everyone on the same page. Training can minimize confusion and maximize efficiency.Prioritize automation and system integration for high-growth companies: Roxanne and Jesse stressed the significant ROI of automation, enabling swift scaling alongside company growth. Their advice? Opt for a customized tech stack that suits your needs, ensuring robust inter-system connections for efficiency and accuracy.Episode Timestamps:*(00:08) - Off the Ledger*(09:27) - General Ledger*(38:49) - The Future of Revenue AccountingLinks:Connect with Em Daigle on LinkedInConnect with Roxanne Brady on LinkedInConnect with Jesse Fillerup on LinkedInLearn more about Connor GroupLearn more about Zuora  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

February 1, 202411 min

Special Episode: 6 Definitions of the Holistic Revenue Process

In this episode, we revisit the most interesting definitions of holistic revenue processes that stood out in Season 1. You’ll hear insights that stole the spotlight from industry leaders and trailblazers as they share their perspectives:Pete Schraeder, Partner, PwCJackie Meer, VP of Revenue Accounting Operations, GenesysAndrew Dailey Managing Director, MGI, ResearchAdam Greenson, Sr. Revenue Manager, BiscomJeff Johnson, Managing Director (Consulting Services), EYJotham Ty, CEO, GappifyGuest Quotes:“Order-to-revenue, quote-to-cash, or quote-to-revenue—those are all concepts that came out of the 1970s and 1980s. Quote-to-cash is dead. Long live prospect-to-disclosure.” - Andrew Dailey Managing Director, MGI, Research“I actually think of it as opportunity-to-renewal.” - Jackie Meer, VP of Revenue Accounting Operations, Genesys“The contract is really the baseline and sometimes it's the nuances of the contract, what's written into the contract, that doesn't get captured in an ERP system.” - Jeff Johnson, Managing Director (Consulting Services), EYTimestamps: *(00:49) - Pete Schraeder, Partner, PwC*(02:06) - Jackie Meer, VP of Revenue Accounting Operations, Genesys*(03:14) - Andrew Dailey, Managing Director, MGI, Research*(05:56) - Adam Greenson, Sr. Revenue Manager, Biscom*(08:49) - Jeff Johnson, Managing Director (Consulting Services), EY*(09:55) - Jotham Ty, CEO, GappifyCheck out the full episodes mentioned:Episode 7: Revenue Automation Masterclass with PwCEpisode 6: Standing Up Revenue Operations for a Multi-Billion Dollar BusinessEpisode 5: Prospect to Disclosure is a Cycle, Not a Process Episode 1: Stepping Outside of Traditional Revenue Accounting RolesEpisode 8: Solving for the Rev Rec Complexity of Modern Business ModelsEpisode 2: Accountants Need to Be Assertive When It Comes to Technology  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

January 4, 202435 min

Leading a Global Finance Organization

This episode features an interview with Ulf Kasshag, Advisor at Findity, and former CFO at Findity and Snow Software. In this episode, Ulf talks about:The differences in the roles of a COO vs a CFOHow revenue and sales teams can work togetherHis experience in managing multiple global accountsTrends he’s seeing in automationAnd so much more! “As the CFO, I’ve been trying to not just say, ‘Oh, you’ve got to do that.’ ‘No, you can’t’, but, ‘No, you can’t do that, that way, but maybe we can do it this way.’ So, trying to be more flexible and also explain to people why they can’t do it. If you just say ‘no’, then they won’t learn.” Timestamps:*(01:14) - Off the Ledger*(14:30) - General Ledger*(33:13) - The Future of Revenue Accounting  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

December 14, 202330 min

Reducing Close Time to Three Days

This episode features an interview with Dave Storer, Controller at ConstructConnect.In this episode, Dave talks about:The role of the revenue teamHow accounting teams can work with businessesAdvice around automationHow to close the books in three daysAnd so much more! Guest Quote:“ I believe we're in…the existential struggle for relevance for accounting. And primarily I look at it from can the rules keep pace with the changing dynamics of things that are being offered and what decision makers find important.” Timestamps: *(01:40) - Off the Ledger*(09:15) - General Ledger*(25:03) - The Future of Revenue Accounting  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

November 30, 202337 min

Modern vs Old-School Controller

This episode features an interview with Rohit Lalwani, Financial Controller at Bluecore.In this episode, Rohit talks about:The benefits of having an audit backgroundHis current role at BluecoreThe remote working landscapeModern vs old-school controllerAnd so much more! Guest Quote:“I will tell you this. I think every year there's more things added to a controller's role that you'll see out there. And the expectations, for example, purchasing. Purchasing now has become a big critical piece of can you control this function as well? Treasury has been added. So I think it's an ongoing role.” Timestamps:*(01:52) - Off the Ledger*(06:35) - General Ledger*(35:01) - The Future of Revenue Accounting Check out some additional resources for this episode:Connect with Em Daigle on LinkedIn  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

November 9, 202342 min

Revenue Subledger vs ERP

This episode features an interview with Jill Hauck, Revenue Operations Consultant at Jill E. Hauck Consulting. In this episode, Jill shares with us:How to integrate technology to cut costs and achieve other goalsWhy throwing headcount at the problem isn’t the answerThe cost of constant customizationsThe real lowdown on revenue subledgersAnd so much more! Guest Quote:“If we really take a step back, the solution does work it's just a matter of being patient that it's going to take a little bit of time to implement it and maybe going through the implementation maybe that 80% actually turns into 90% because, to your point, you're working with people that understand best use case options available, basically, whether within the certain point solution or maybe they have another solution that's like, oh no, just use your ERP for this.” Timestamps: *(01:53) - Off the Ledger*(10:04) - General Ledger*(40:28) - The Future of Revenue Accounting Check out some additional resources for this episode:Connect with Em Daigle on LinkedIn  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn

October 26, 202330 min

Leading Accounting and Sales Operations

This episode features an interview with Dante Giannini, VP of Accounting and Operations at Actian.In this episode, Dante talks about:His accounting and operations role at ActianHis unique philosophy on finance and accountingNew things on the horizon industry wideHow to set up proper reporting and operationsThe role of the “Modern CAO”And much more!Guest Quote:“If you only see your job as after the fact, and you can't see yourself as being in the forefront of the process and how you might influence others to get to a better outcome, then you're always going to be seen as a cost center. You're always going to be seen as back office.”Timestamps:*(02:02) - Off the Ledger: The role of an Accounting & Operations leader*(09:58) - General Ledger: Accounting is more than a back office function*(27:30) - The Future of Revenue Accounting: Encouraging the next generation of accountants---Check out some additional resources for this episode:Connect with Em Daigle on LinkedIn  Check out additional resources for this episode:>> Connect with Em Daigle on LinkedIn