Just ONE thing…

There is just ONE thing…

The project was going great—until it wasn’t. By the time we got there, things were nuclear.
I’ve been thinking about the ONE thing that could’ve made the difference. The ONE thing that would have helped this client reach success.

It’s something I believe applies to every implementation in the Lead to Cash ecosystem, no matter what you're rolling out.

Start with a deep dive into your customer data.
Ask the right questions early:
🔹How do you sell to your customers?
🔹How do you bill or invoice them?
🔹Which customers are highly engaged with your products?
🔹Who’s on legacy products you barely support anymore?
🔹Is the data accurate and up to date?
🔹Who are your top 15% revenue-generating customers?
🔹What products are being used the most—and by whom?
🔹When was the last time you actually looked at this data?

The key is taking a holistic perspective—not just a Sales team view, but also Billing, Invoicing, Finance and Support team view.

Why does this matter?
Because this is critical input for the next step:

How can your customers and their products be logically grouped in a way that supports the goals of this implementation?

From there, you can drive an intelligent conversation around:
🔹Priority
🔹Risk
🔹How each group maps to each phase of your implementation

This becomes the foundation for your tactical plan—and how you define “success” from kickoff through go-live.

Looking at your customers and products together, from multiple angles, gives you a strategic edge.

To my network:
❓ What is your ONE THING from a recent project that contributed to success?