Pathway to Revenue Protection

Abstract

Organizations in this digital, agile, innovative (and now the “post-pandemic”) era continuously steer through various challenges. However, regardless of the era or type of organization, “revenue protection” is of prime significance because revenue represents the daily flow of oxygen for an organization to sustain. Any erosion or leakage or whatever term is used affects the organizations deeply and might often turn an otherwise profitable business into a less or not profitable one at all. In an international survey conducted across 2000 business leaders, 45% of the respondents mentioned that revenue leakage is a systematic problem that they face (BCG, July 2020, Achieving rapid topline growth with revenue assurance). Effective revenue protection can contribute as much as 10% to an organization’s total revenue without the need to sell additional products or services (BCG, July 2020, Achieving rapid topline growth with revenue assurance). This article explains how to approach revenue protection pragmatically.