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Conference Presentation

Value Judgements, Lumps and Revenue Recognition: The Do’s and Don’ts

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Growing a strong, predictable and smooth deferred revenue schedule is the goal of all recurring revenue businesses. Investors pay attention and reward accordingly. Revenue recognition rules can impact that schedule and, depending on how you define and price your offers, can introduce unnecessary ‘lumps’ that blur revenue predictability and profitability. While product revenue recognition was straightforward in traditional business models, the world of XaaS introduces new challenges previously not always on product management’s radar – like how revenue and delivery expenses are aligned, how discounts are attributed and how judgements are applied when recognizing value. Further, with new revenue recognition guidance introduced over the past few years have introduced additional considerations when determining the timing of revenue recognition.
In this informative interactive session, Jeff Stark and Emma Castanedo, auditors from Silicon Valley based accounting firm Sensiba San Filippo LLP will provide revenue recognition factors to consider when…

  • designing products
  • crafting offers and pricing
  • communicating with prospects and customers, and
  • migrating solutions from on-prem to XaaS
Come to hear industry examples and discover a set of actionable takeaways for anyone designing products, offers and pricing strategies.

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Publish Date: December 10, 2020

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