Speakers

Sameer Gulati

CEO & Founder Ordway

Steve Keifer

VP of Marketing Ordway

Jeff Woglom

VP Finance OpenFin

Sameer Gulati

CEO & Founder Ordway
Sameer’s track record designing many of the world’s leading ERP and financial billing systems equipped him with the knowledge and desire to found Ordway. As one of the first Product Managers at Zuora, Intacct, and Workday, to product leadership at First Data, Sameer developed a deep understanding of the heartbeat of a business – billing and finance. An entrepreneur at heart, Sameer is also an active angel investor including investments in UrbanStems, Social Tables, TrackMaven, and Advantia Health. Throughout the excitement, strains, and challenges of building enterprise-level products, he constantly reminds his colleagues to “win or learn.”

Steve Keifer

VP of Marketing Ordway
As the VP of Marketing at Ordway, Steve’s role is to accelerate growth and expand market share by building brand awareness and growing sales pipeline. He also leads Ordway’s research practice, responsible for publishing white papers, webinars, and educational resources on topics such as billing, revenue operations, and growth metrics. Prior to Ordway, Steve led the marketing organizations at four different SaaS and cloud providers - including several which have achieved hyper-growth and significant valuations. He has spent much of his career marketing Fintech solutions in areas such as payments, e-invoicing, AP automation, cash management, supply chain finance, and identity verification.

Jeff Woglom

VP Finance OpenFin
Jeff leads finance and accounting operations at OpenFin, the OS for Enterprise Productivity. OpenFin is being used by financial services firms of all sizes to build beautiful desktop applications and customer end-user workspaces that drive productivity. Jeff is a CPA with significant experience developing people, leading international teams and working to deliver above expectations. Prior to OpenFin, Jeff worked at EY, where he had the opportunity to work in New York & London in a variety of roles serving the asset management industry.

What You'll Learn

As SaaS organizations grow one of the challenges many finance teams face is scaling up revenue operations functions such as billing, collections, investor reporting, and revenue recognition. This panel will discuss some of the best practices successful SaaS organizations are using to scale their tech stack, business processes, and talent pools to enable growth. Specific topics will include:

  • How to scale without adding an army of FTEs or consultants.

  • What types of software to add to the finance tech stack and when to deploy them.

  • How to scale with accuracy in investor reporting, complex billing, and revenue accounting.

  • How to work with sales, revenue operations, product management to ensure success.

Billing Challenges

  • Complex subscription pricing such as as multi-tiered subscriptions with upsells/add-ons.

  • Usage-based pricing models with prepaid credits and spend commitments.

  • Reducing Collection costs with self-service portals, automated dunning, payment retries.

  • Thinking about billing as part of the customer/product experience.

Investor Metrics (MRR/ARR, Net Dollar Retention, CLTV)

  • Investor requests during Series A, B, C, D rounds.

  • Quarterly reporting to multiple PE/VC firms with different formats and data.

  • Pros and cons of spreadsheets vs software applications.

  • New metrics such as those tied to Product-Led Growth.

Revenue Recognition

  • GAAP accounting under ASC 606.

  • Challenges with complex edge cases.

  • Pros and cons of different software options.

  • Strategies for success with the first audit.

This exclusive Ascent event is presented by:

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