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How to Get Started with Order to Cash Transformation

Excerpts from a Finance Master Class taught by Bibhudatta Dash, Practice Expert at McKinsey & Company

Order-to-Cash (O2C) is different and more complicated for subscription companies than legacy companies offering conventional products and services.

The inherent simplicity of a subscription offering conceals the demand that it places on businesses to deliver it – you have to orchestrate the end-to-end process in order to deliver a subscription and that is significantly different from how you deliver products and services.

You cannot simply extend the processes and systems of the product world to the subscription world because it’s completely a different way of serving customers.

So, how should companies go about an O2C transformation in the Subscription Economy? What is the north star for this kind of a program and what are the pitfalls to avoid?

Bibhudatta Dash, Practice Expert at McKinsey & Company shares his insights on how to get started with Order-to-Cash transformation, the three building blocks that underpin it, and how organizations can support the transformation.

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