The industry DSO (Days Sales Outstanding) for B2B SaaS (Software as a Service) organizations can vary depending on several factors such as the size of the organization, its industry, customer base, and payment terms. However, on average, a healthy DSO for B2B SaaS companies is around 45-60 days.

Did you know that the last 8% of outstanding invoices are the hardest to collect?

In 2023, DSO remains a significant challenge for B2B SaaS organizations, particularly for those with a high concentration of enterprise customers who often negotiate extended payment terms. This is because DSO can have a significant impact on a company’s cash flow and working capital. In fact, many B2B SaaS companies struggle with cash flow issues due to delayed customer payments, which can limit their ability to invest in growth initiatives or meet their financial obligations.

To mitigate the impact of DSO, many B2B SaaS organizations are adopting various strategies such as implementing stricter credit policies, offering early payment discounts, using automated billing systems, and leveraging data analytics to identify and address payment delays. Additionally, some companies are exploring alternative financing options such as invoice factoring or revenue-based financing to bridge the cash flow gap caused by delayed customer payments.

How Sales & Customer Success Manager can help in DSO reduction

Sales and CSMs can play a significant role in reducing DSO by building strong relationships with customers, communicating effectively about payment terms, and addressing any concerns or issues that may be causing payment delays. They can also proactively follow up with customers to ensure timely payment and identify any issues early on.

In some cases, Sales and CSMs may also be responsible for negotiating payment terms with customers, which can have a direct impact on DSO. By negotiating favorable payment terms, such as shorter payment cycles or upfront payments, Sales and CSMs can help to reduce DSO and improve the organization’s cash flow.

Overall, Sales and CSMs can have a significant impact on reducing DSO for B2B SaaS organizations, but the specific impact may vary depending on the organization’s unique circumstances and the strategies and tactics implemented.

Did you know that the last 8% of outstanding invoices are the hardest to collect? This is because as the days past due increase, the likelihood of collecting the debt decreases. Late payments can have a significant impact on your business’s overall cash flow, leading to uncollected dollars and delayed growth.

AppEQ’s one-click alerts Sales and Success at the right time

Fortunately, AppEQ offers a simple and effective solution to help you reduce your Days Sales Outstanding (DSO) and collect more dollars with their one-click customer insights. By providing outstanding invoice alerts on top of Success and Sales team members, AppEQ ensures that the necessary information is always at their fingertips and doesn’t get lost in the shuffle.

AppEQ's One click data accessibility to tackle DSO and account receivables to maintain healthy cash flow management — **Reducing DSO in 3 steps**

With just a 3-step process, you can activate this executive summary insight on Google Email, Calendar, and CRM. Here’s how it works:

Step 1: Outstanding invoices in the sheet First, identify the outstanding invoices that need to be collected. You can easily import this information into AppEQ’s platform from your existing spreadsheet or accounting software.

Step 2: Use AppEQ’s easy no-code UI to design your key highlights Next, customize the key highlights you want to display for each invoice. These could include information like the amount owed, the date due, and any relevant notes or comments.

Step 3: Activate the executive summary insight on Email & CRM Finally, activate the executive summary insight on your email, calendar, and CRM platforms. Now, the alerts will be visible to your Success and Sales team members, ensuring that they are always aware of outstanding invoices and can take appropriate action to collect them.

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By providing customer insights in the flow of work, AppEQ can help drive retention revenue and ensure that your team has the right information at their fingertips. By reducing DSO and collecting more dollars, your business can continue to grow and thrive. This approach helps in ensuring your accounts receivables are healthy. Cross team alerting becomes seamless and easy to improve the overall cash flow management.

In conclusion, AppEQ’s one-click customer insights offer an easy and effective solution to reducing DSO and collecting more dollars. By activating this feature on your existing platforms, you can ensure that your team always has the information they need to collect outstanding invoices and drive retention revenue. With AppEQ, you can focus on growing your business and leave the late payments behind.