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Be Passionate Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator – Dean Unrue Panelists - Laszlo Rab, Rahul Malhorta

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Page 1: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Be Passionate

Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session

Credit Matters VIII Discovering DNA 2.5

Moderator – Dean UnruePanelists - Laszlo Rab, Rahul Malhorta

Page 2: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

ACCEE - Association of Credit for Central & Eastern Europe

ACCEE is the leading provider of best practices in Credit Management, working with our clients and partners to implement continuous improvement and sustainable processes through our specialized training & award-winning technology partners.

Our main objective is to Challenge the Status Quo so that Credit Management, which includes all aspects of Order to Cash, is recognized as a vital contributor to the sustainable profitability added value of every business.

We are the only specialists in Order to Cash, with more than 30 years operational experience in blue chip organizations and Shared Services in the Central and Eastern European region, supporting all generation from newcomers to directors.

Page 3: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

ACCEE - Association of Credit for Central & Eastern Europe

u ACCEE Services are delivered via:

u Three levels of O2C Training & Accreditation (ACCEE Academy)

u High quality Conferences and Web Based data sharing for O2C professionals

u Strong community of Technology Partners

u Workshops and Consulting Services structured to Contextual Training and Process Improvement

Page 4: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Clients include

Languages: English, French, Italian, Spanish, German, Czech Supporting all generations from newcomers to directors

Page 5: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

How did you first engage with ACCEE?

Page 6: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

What were the specific Process or Training needs?

Page 7: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

What are the Qualifications required for your O2C Specialists?

Page 8: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

How has Technology, RPA and AI effected the Upskilling Requirements of your O2C Professionals?

Page 9: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

How did ACCEE help address those training needs or Projects?

Page 10: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

What was the end result and are there metrics to support the improvements?

Page 11: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

What Metrics do you use to represent the success and maturity of

your O2C Process?

How instrumental was ACCEE in achieving your Metrics?

Page 12: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Transforming Order-to-Cash at Cognizant KCI OperationsLászló RábOTC Leader

Page 13: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Re-align Collections and Disputes Team

Training and Education

§ Team structure§ Outcome-focused metrics§ Revamped Variable Incentive Compensation§ Re-branding (ongoing)

§ Consultancy§ ACCEE Foundations (entire Collections &Disputes team)§ Journeyman (17 participants)§ Credit Matters VIII (10)§ ICRP – in the near future

Tools and Partners

Transformation – the next level

§ Acquainted with new solutions and vendors§ Advanced auto-cash application§ Eye-opener for OTC team

§ Smart intake solution (orders, remittances)§ RPA for Invoicing, Order Entry, Cash application§ Master Data ticketing/workflow tool§ New collection tool

Turning OTC Around

Page 14: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Past Due and Past Due % TrendEME – Europe & Middle East markets

18,017,2

16,3

19,4

17,1

18,7

15,214,5

17,8

13,414,2 14,3 14,5

12,9

11,712,1

11,211,7

10,39,5

10,836%

35%

28%

33%

30%

33%

28%27%

32%

27%28% 28% 27% 27%

25%26%

23%

25%

22%21%

23%

20%

25%

30%

35%

40%

45%

50%

0,0

2,0

4,0

6,0

8,0

10,0

12,0

14,0

16,0

18,0

20,0

XII.17 I.18 II.18 III.18 IV.18 V.18 VI.18 VII.18 VIII.18 IX.18 X.18 XI.18 XII.18 I.19 II.19 III.19 IV.19 V.19 VI.19 VII.19 VIII.19

Past DueMill USD

Past Due % of AR

Page 15: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

DSO and Collection Efficiency Trend131

128

114

10092

9691 93 91 91 88 86 87

60

70

80

90

100

110

120

130

2015 Dec 2016 Dec 2017 Dec 2018 May 2018 Dec Jan Feb Mar Apr May Jun July Aug¬19

DSO

19% 22% 23% 21%32% 31%

38%

25%34%

24%31% 26% 30% 28% 27%

34%27%

40%32% 29%

40%29% 34% 39% 38% 35%

43% 40%47%

56%

42%52%

0%

10%

20%

30%

40%

50%

60%

I.17 II.17III.17IV.17V.17VI.17VII.17VIII.17IX.17X.17XI.17XII.17I.18 II.18III.18IV.18V.18VI.18VII.18VIII.18IX.18X.18XI.18XII.18I.19 II.19III.19IV.19V.19VI.19VII.19VIII.19

Collection Efficiency PD

Řada2

Page 16: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Questions

Page 17: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Top Challenges identified in our Research and Community

Adding Value Back to the Business:

Improved Cash Flow - Improved DSO and Working Capital Optimization Terms,

Reduction in Bad Debt & Reserve Reduction, Logistics,

Strong Credit Management, Documented Credit Policies & Procedures

Cost Reduction / Labor Arbitrage - Business Case and ROI Accuracy

Strong Financial Controls - Process Optimization & Defendable Processes

Allow ACCEE to Assist in Resolving these ChallengesStop by our Booth , see Mark & other ACCEE representatives

Page 18: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Top Challenges identified in our Research and Community

Up-skilling / Right-skilling Employees in changing Technological environment & Employee Retention

Data Visibility, (Accurate, Timely, Meaningful Reporting), with Analysis and Insights

Migration from Transactional Skill Set to Analytical & Business minded Skill Set

Effective Training & Accreditation – migration from offsite workshops to onsite contextual training –Current Generation Workforce

Allow ACCEE to Assist in Resolving these ChallengesStop by our Booth , see Mark & other ACCEE representatives

Page 19: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Top Challenges identified in our Research and Community

Continuous Technology improvement in Cost and Data Analytics

RPA, AI (Process efficiency in throughput, scalability, accuracy and cost reduction)

Big Data (Revenue Leakage & Analytics to Effectuate Financial Improvement)

Clear Strategic Path to Single ERP and Workflow

Allow ACCEE to assist in Resolving these ChallengesStop by our Booth , see Mark & other ACCEE representatives

Page 20: Neural networks, Qualifications & O2C Maturity Benchmarks ... · Neural networks, Qualifications & O2C Maturity Benchmarks, Panel Session Credit Matters VIII Discovering DNA 2.5 Moderator

Be Passionate

Credit Matters VIII Discovering DNA 2.5

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