Why Salesforce Launching Revenue Cloud Now Is What Sales Leaders Need
Bottom Line: Truth-testing sales pipelines, channel revenue forecasts and pricing to make sure they’re stable takes the majority of B2B Chief Financial Officers’ and Chief Revenue Officers’ time today. Salesforce launching Revenue Cloud now is well-timed as it shows the potential to bring greater revenue visibility and control while improving customer experiences. For many B2B companies, revenue, pricing and profit stability are a moving target right now. Chief Revenue Officers (CROs), Chief Financial Officers (CFOs), sales, pricing and channel teams devote days out of every week verifying forecast and booked revenue is stable. CFOs I’ve spoken with say B2B buying cycles defy and often contradict one-and-done forecasting techniques of the past, making stability challenging to achieve. Why Salesforce Launched Revenue Cloud Now What’s needed is a real-time pulse on all channel sales, revenue and pricing to reduce risk. As one CRO said, “my team and I make sure the revenue we’re count