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Webinar Recording

Why Companies Need a Bookings Policy, and How to Create One

Date: Friday, June 12, 2015
Time: 2:00 pm - 3:00 pm EDT
Any finance professional will tell you that bookings are both an art and a science with cross-company implications. From Sales commissions to bonus plans, revenue forecasting to cash in door, bookings have become the rise and fall of company valuations. But they are not real if the revenue isn’t there to back it up and they certainly aren’t real if there are side deals or other detritus inserted into the deal by your team. Well, it’s all solvable with a bit of forethought, some process and perhaps technology, and some education for all involved.

This webinar will cover the ins and outs of booking policies, delivering real-world advice around bookings policy assessment, best practices and pitfalls. Specifically, you will learn:

  • Why a bookings policy is now standard practice for subscription and services industries.
  • How to define bookings which align with go-to-market strategies all the way through to contracts
  • Learn booking nuances between customer renewals, new customers, cross-sell and up-sell activity
  • Discover real-life examples of when good bookings go bad
  • Practical advice for educating the sales, legal, and accounting teams around bookings
After attending this event you will be able to:
Recognize why a bookings policy is now standard practice for subscription and services industries
Identify how to define bookings which align with go-to-market strategies all the way through to contracts
Recognize booking nuances between customer renewals, new customers, cross-sell and up-sell activity

Speakers

Mike Murphy, CPA, Chief Business Officer, goTransverse
Mike Murphy, CPA
Chief Business Officer, goTransverse
Mike Murphy is a finance executive with 20 years experience managing the back office to drive global revenue. Having been in the CFO seat, he has experience managing global accounting, revenue operations and finance organizations in the fast paced technology industry leading companies through the transition to a subscription economy. Murphy has recently joined goTransverse as Chief Business Officer working with customers and on various internal projects.
Moderated by: John Kogan, CEO, Proformative
Moderated by: John Kogan
CEO, Proformative
John has been CFO at four technology companies, a finance executive at Cardinal Health, and in multiple roles at AlliedSignal and Cisco Systems. John has raised over $100M in equity capital and debt and has played central roles in numerous buy and sell-side transactions for both public and private companies. As COO at two companies, John also ran Engineering, Manufacturing and Customer Service operations. He has also founded, invested in and been a board member or advisor of a number of companies. John has a B.A. in Economics from Connecticut College and an MBA from the Fuqua School of Business at Duke University.

Sponsor

Event Sponsor goTransverse
goTransverse - goTransverse helps companies monetize anything that can be measured. Founded by a management team with over 100-years’ experience delivering complex billing offerings for some of the world’s largest enterprises, goTransverse created TRACT® to combine flexible usage-based billing with insightful revenue and audit management. Our customer base includes publicly traded and privately held companies typically technology-focused in cloud solutions, digital entertainment, IoT, M2M, logistics and hosting/managed services.
By filling out this form you will become a member of Proformative, and are subject to Proformative's User Agreement. This webinar is provided to you for free by the sponsor, who may contact you later.

There are no CPE Credits for this Solution Demonstration.