target audience: TECH SUPPLIER Publication date: Oct 2023 - Document type: Market Perspective - Doc Document number: # US51249923
From Perception to Practice: Revenue Life-Cycle Management, Aligning IT and LOB Priorities, and the Potential Future of RLM
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Abstract
This IDC Market Perspective delves into the nuances of differing perspectives based on SaaS customer feedback in IDC's 2023 SaaSPath Survey. In the dynamic world of digital commerce, revenue life-cycle management (RLM) stands out as essential for efficient operations and revenue optimization. Yet there's a notable difference in how it's viewed by line-of-business (LOB) and IT buyers, two key figures in SaaS adoption. Their contrasting perspectives on RLM highlight its complexity and the need for a cohesive approach. This document examines these varied viewpoints, their root causes, and suggests a way forward for RLM vendors to strategically engage with a wider range of informed buyers.
"Revenue life-cycle management stands out as a pivotal thread, weaving together myriad processes that drive business success. The data from IDC's 2023 SaaSPath Survey offers a telling snapshot. The emphasis on order management, especially among IT buyers, suggests a yearning for simplicity. It's reminiscent of a bygone era when one platform could, theoretically, do it all. It's equally plausible that today's buyers, inundated with a plethora of specialized tools, are signaling a desire for more integrated, holistic solutions," said Heather Hershey, research director, Worldwide Digital Commerce at IDC. "Buyers across SaaS are expressing a need for streamlined, cohesive platforms that can seamlessly manage the entire top-to-bottom revenue life cycle while providing the catalyst for precisely delivered customer experiences in B2B and beyond."