Heikki Hirvensalo

Senior Consultant Heikki discusses new business models and improving XaaS business efficiency via intelligent automation.

Recent Posts

3 min read

Managing and Steering Your B2B SaaS Contracts Over the Life Cycle

By Heikki Hirvensalo on Mar 1, 2022 12:45:00 PM

The subscription economy has changed our business life forever. It has never been easier to onboard customers, but that comes at the price of having to work hard to maintain the client and to keep a positive Customer Lifetime Value (CLV). Let’s look into the deceptive simplicity of B2B SaaS billing, and how to manage the many changes required when maintaining a B2B contract over a longer-term customer relationship.

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3 min read

Automating the Contract-To-Cash Process at OpusCapita

By Heikki Hirvensalo on Jun 11, 2021 12:00:00 PM

How to gain proper visibility to your service contract-to-cash process? How to automate pricing and billing of a wide legacy contract base and yet create a feeling of control and trust that no revenue is leaking?

Opus Capita, a leading European provider of source-to-pay and e-invoicing solutions, set out to do that. Their goal was to be transparent and efficient in their contract-to-cash process.

In this blog, we describe how OpusCapita captured a wide legacy contract base and transformed it into a future-proof automated service monetization process.

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3 min read

How to bring new services to market quickly

By Heikki Hirvensalo on Apr 2, 2020 11:00:00 AM

Do you think it takes too long to launch new services?

A manufacturing company was actively seeking growth through new digital services. Digital Service Development Manager was hired with the responsibility to define new service concepts and earning models to complement existing revenue streams. In 100 days, a fresh business concept was presented. However, a key member of the deciding body said to the development manager: “Looks nice on paper, but implementation is simply too hard. Considering our data, processes, and systems, it will never become a profitable business.” The concept was aborted in the next business review.

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