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Revenue recognition
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Search complete. 6 mentions across 5 episodes found for "Revenue recognition".
Oct 20, 2026
Ali HussainGUEST
matter.
Ali HussainGUEST
What's been really interesting is even before AI, the domain we've been in in billing collections, RevRec, we're often build versus buy.
Ali HussainGUEST
And one of the skepticisms with AI was more people are going to try to build versus buy things around billing or RevRec.
Ali HussainGUEST
And we've actually seen a complete reversal to that.
Ali HussainGUEST
I think people are excited to use AI, but realize that without controls, AI can do more harm than good, particularly around accuracy.
Mike KellyGUEST
So let's fix all that.
Mike KellyGUEST
Then we train your team on how to use the system, how to use NetSuite, how to do RevRec, all the stuff.
Mike KellyGUEST
And then we parachute out.
Mike KellyGUEST
So the value, the operational advisory, the value we bring is immense because we have all the technical background, the systems background, and the industry experience.
AJ BrunoGUEST
We were learning and growing and we weren't handling all the use cases.
AJ BrunoGUEST
Of course, over the years, eight years, a lot of time to work on product, you start to really mature and pick up those things and work on things like ASD 606, which is an accounting, RevRec, Ledger principle.
AJ BrunoGUEST
So you're doing pretty complicated things for our customers.
AJ BrunoGUEST
And as that maturity curve started to hit... and and um ai native started to launch and by the way our ai native tool is called atlas oh shocker atlas what where have i heard that name before josh it's a name uh it's a good name and what we realized is that our customers are from a jobs to be done we're starting to say like look we're a cfo i have a 150 million dollar business our rev ops team was 15.
Angela FergasonGUEST
And that's how they charge for this new feature.
Angela FergasonGUEST
So from a RevRec perspective, there are a couple things you need to think through.
Angela FergasonGUEST
The first question would be, are these AI-enabled features a distinct service that's a separate performance obligation from what I'll call the base SaaS offering? And this is really going to depend on how the AI features are being integrated into the SAS.
Angela FergasonGUEST
But if these are sort of optional, incremental features that provide additive functionality, it's likely that they would be a distinct service being provided in addition to the base SAS.
Lauren DillardGUEST
There were over 25 different metrics that we were metering customer usage against.
Lauren DillardGUEST
If you're a RevRec team, if you are a deal desk team, just the amount of additional complexity that introduces, it was hard to automate many of those workflows for that reason, because of the complexity.
Lauren DillardGUEST
And so things were more manual than they needed to be.
CJ GustafsonHOST
I'm so glad you brought this to the show because a lot of people think in the service, oh, usage-based pricing, it's just going to solve everything.