Technology company value creation through optimized quote-to-cash

Written by Kim Susko, Director, RSM

Successfully scaling your business via integration and automation

In today’s competitive marketplace, speed, efficiency and automation are the keys to driving a successful organization. For growing technology companies, this is especially true whether your goal is to improve revenues and profitability or you’re eyeing an eventual exit. In fact, according to multiple studies across major research institutes and private equity firms, operational improvements that drive efficiencies contribute to nearly half of the value creation in private equity multiples.

For many emerging technology companies, these improvements and value creation can come from the implementation of an integrated and automated end-to-end process known as quote-to-cash. The critical success factor in leveraging this platform, however, boils down to actually designing the right quote-to-cash process that best fits your specific organization’s needs and growth goals. Let’s explore a little more on two types of quote-to-cash processes and their benefits.

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RSM Supports Communities Through 9th Annual Volunteer Day

RSM US LLP (“RSM”) – the nation’s leading provider of audit, tax and consulting services focused on the middle market – recently held its ninth annual firm-wide Volunteer Day, during which approximately 2,400 RSM employees and clients participated in more than 56 volunteer activities across the country to give back to their local communities.

Each year during the firm’s annual Volunteer Day, RSM’s people, clients and friends join forces to showcase the firm’s core value of stewardship. Supporting more than 57 charitable organizations, employees and clients helped prepare a hurricane-ravaged school for the new school year, weeded gardens at a children’s camp, packed backpacks with school supplies, painted and cleaned a number of schools, and participated in many other activities across the country to help various communities where RSM has offices.

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RSM Unveils Industry Eminence Program

Industry senior analysts to lead the way with digital transformation, supercharged trends forecasting and actionable business insights

RSM US LLP (“RSM”) – the nation’s leading provider of audit, tax and consulting services focused on the middle market – today announced the launch of its Industry Eminence Program.

The cutting-edge program created and led by Joe Brusuelas, RSM US LLP chief economist, and Kevin Depew, RSM US LLP deputy chief economist, began in May and positions 11 senior analysts in its inaugural year to understand, forecast and communicate economic, business and technology trends shaping the industries RSM serves. Industry senior analysts will help the firm advise clients on conditions impacting middle market leaders.

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Start-Up Growth Often Relies on the Work of Angels

by Robert W. Fesnak, CPA, CMA, CVA | Sep 04, 2018

For the rising entrepreneur, obtaining access to capital is a major hurdle. There is a large capital gap between friend and family funding and institutional venture capital funding. This is partly due to the success of venture capital funds and their focus on larger, more developed investment opportunities. In addition, venture capital funds tend to favor more conservative investments in companies past the start-up stage. Angel investors are critical to filling funding gaps, particularly for start-ups and early-stage companies.

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RSM to Host 25th Anniversary PACT Capital Conference 2018

25 years ushers in a new age of deal making, featured at XFINITY Live! Philadelphia with one-day format

PHILADELPHIA, March 28, 2018: Philadelphia Alliance for Capital and Technologies (PACT) proudly announces RSM US LLP (“RSM”) as host of the PACT Capital Conference 2018, and welcomes Paul Marvel, market managing partner, PA/Southern NJ offices with RSM, and Robert Fesnak, partner, management consulting leader, PA/NJ as conference co-chairmen.

On September 26, this year’s conference will celebrate and explore 25 years of building connections for companies through a newly condensed one-day format. The PACT Capital Conference 2018 will seek to create a roadmap for the stages of success by gaining a better understanding of how companies connect and collaborate.

As the market managing partner for RSM’s Philadelphia region, Marvel is responsible for business operations in the firm’s Pennsylvania and Southern New Jersey offices, which includes approximately 380 people. He has overall responsibility for client relationships, implementing the firm’s strategy, people engagement and growth. Marvel has expertise with diverse clients from closely-held corporations to nationally and internationally traded public corporations in the manufacturing, life science, wholesale distribution and financial institution industries.

Fesnak is a partner, management consulting leader, PA/NJ at RSM US LLP and PACT Board Member.  He has developed an extensive background in audit, accounting, tax, valuation and financial consulting for many public and middle market companies. Fesnak has more than 30 years of experience with a concentration in the manufacturing, technology, life science, service, real estate, health care, private equity and leasing industries.

“For more than two decades, the PACT Capital Conference has been the premier outlet for bringing together investors and entrepreneurs in the Philadelphia region and beyond,” said Marvel. “We are thrilled to host the 25th Anniversary Capital Conference at an exciting new location with a refreshed format that will truly usher in a new age of deal making.”

“As a PACT board member, I have seen the evolution of this conference and the critical role it plays in deal making,” said Fesnak. We have enlisted the feedback of members, attendees and sponsors to streamline the program into a more impactful day and evening that will bring investing opportunities and networking to a new level.”

Each year, the conference brings together investors collectively managing billions of dollars in capital with entrepreneurs and professional advisors. The conference features company presentations, industry-specific panel sessions, prestigious keynote speakers, networking and high-visibility opportunities to sponsors and attendees alike, all of which will complement the main focus: connecting the region’s best and brightest entrepreneurs and investors.

The 2018 conference will conclude with the fourth installment of the Lion’s Den, in which a few select companies will present to a “Shark Tank-like” panel of distinguished angel investors looking to write a check and power entrepreneurial ventures. Last year’s Lion’s Den resulted in more than $1 million distributed in aggregate.

To celebrate its silver anniversary, PACT Capital Conference 2018 will be held at XFINITY Live! Philadelphia, culminating with the much-anticipated gala reception directly following the Lion’s Den. For the latest information, visit our website:, Linkedin, Twitter (@PhilaPACT), and Facebook.


History of the PACT Capital Conference
The PACT Capital Conference has a long tradition of uniting key players from the private equity, venture capital, and entrepreneurial communities. This day-and-a-half event offers both sponsors and attendees access to emerging companies from the Mid-Atlantic region, networking opportunities with the movers and shakers from the community, and educational panels and content sessions. As the oldest and most established venture conference in the Northeast, this conference draws more than 1,000 participants each year. It stands as the catalyst for billions of dollars in venture funding and entrepreneurial success.


About Philadelphia Alliance for Capital and Technologies (PACT)
PACT’s vision is to be the go-to resource for fast growing companies, and a driver of entrepreneurship and innovation in the Philadelphia region. PACT provides its members with valuable content and connections to capital, coaching, and customers that will accelerate their growth and success, and to collaborate with other organizations to drive innovation and entrepreneurship in the region.


Media Contact:

Amanda E. Nardi


[email protected]



Changes in Revenue Recognition requirements – What’s happening and why does it matter now?

Michele Juliana, Principal, Technology and Management Consulting
Michael Romano, Partner, Finance and Accounting and Outsourcing

If you are a technology or life sciences company, there’s a high likelihood you will be significantly impacted by new standards on revenue recognition recently adopted by the Financial Accounting Standards Board (FASB), commonly referred to as ASC 606.  Mid-sized and growing businesses are particularly impacted as most don’t have the dedicated resources and systems in place to easily support these changes.

Although the issues are somewhat complex and vary by industry, this article aims to provide an overview of the key concepts and some critical elements you should be thinking about now before the changes take effect (see timing outlined below).  More detail is available through the link below and should be discussed in depth with your accounting firm and technology providers to ensure that you understand the implications and have a strong transition plan in place as soon as possible.

Revenue recognition: Overview of ASC 606


  • Public entities: No later than year beginning January 1, 2018
  • All other entities with a calendar year end: No later than year ending December 31, 2019

Core Principle

The core principle of the guidance in ASC 606 is that an entity should recognize revenue to depict the transfer of promised goods or services to customers in an amount that reflects the consideration to which the entity expects to be entitled in exchange for those goods or services.

A new five-step process has been identified to support this core principle, along with extensive guidance on how these steps should be applied to your particular business model.

Key issues being affected by the changes

Below is a quick summary of just some of the areas which must be addressed in this evaluation, and are likely to change.  More detail on the impact of all of these is provided in this white paper – Changes to revenue recognition in the technology industry.

  • Determining whether a contract exists
  • Evaluating collectability and price concessions
  • Accounting for contract modifications
  • Identifying the units of account
  • Accounting for variable consideration
  • Accounting for a significant financing component
  • Allocating the arrangement consideration or transaction price to the units of account
  • Determining whether revenue should be recognized over time or at a point in time
  • Accounting for licenses and rights to use intellectual property (IP)
  • Accounting for certain nonrefundable upfront fees
  • Accounting for customer acquisition and setup costs

What to be thinking about today

The bottom line is that you need to be thinking about this now, working through each of the items below and ensuring that your company is allocating the time and resources to support this important transition.  As always – people, process, and technology all need to be aligned to ensure success.  Consider the following five key items as next steps to ready yourself for this important transition:

  • Develop a clear transition plan now – don’t delay any longer
  • Assess the impact on your financial statements and business
  • Develop your new methodology
  • Provide thorough education for internal personnel on both transition and implementation
  • Ensure internal systems can support these changes, including:
    • Flexible revenue management engine, including the ability to identify all elements of your contracts and manage them independently
    • Granular reporting capabilities
    • Ability to recognize revenue simultaneously under both standards during transition period (optionally, depending on transition method)

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