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Revolutionizing B2B Monetization

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Beyond ERP: Monetizing the Multi-Channel Organization

An MGI Research Monetization A-Z Featured Chapter

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This chapter is part of Monetization A-Z, an executive guide from MGI Research designed to help business and finance leaders navigate agile monetization. It distills MGI’s analysis and field observations, with insights from industry practitioners, including expert contributor Youssef Yaghmour.

Why ERP Falls Short

Enterprise Resource Planning systems are strong at post-invoice processes such as general ledger, payables, and financial close. They are not built to manage modern revenue dynamics like subscription and usage models, rapid price iteration, complex bundles, and tiered channels. The result is delayed visibility and limited flexibility for teams that need decisions in real time.

“ERP was designed to sell a box and issue an invoice, not to handle usage, bundling, or multi-tier channels.” — Expert contributor insight

The Power of Modern Monetization Platforms

MGI Research identifies specialized monetization platforms as the connective tissue between product strategy and financial outcomes. These platforms integrate pricing, catalog, rating, and billing with operational data to enable:

  • Dynamic pricing and bundling that can evolve with market signals
  • Multi-channel revenue visibility across direct and indirect routes to market
  • Granular transaction management for auditability and control

Granularity enables accurate insight and consistent execution in complex revenue environments.

Managing Multi-Channel Complexity

Multi-channel ecosystems require monetization capabilities that can:

  • Distinguish reseller, distributor, partner, and end-customer transactions
  • Align incentives and fees with channel performance
  • Support multiple currencies, tax regimes, and hierarchical account structures

Reducing friction for partners helps organizations become a preferred vendor in their ecosystems.

Real-Time Revenue Management

Traditional toolsets deliver retrospective information. MGI Research emphasizes real-time revenue intelligence to mitigate risks like margin erosion and discount leakage. In field research, organizations with margin analysis and continuous monitoring identified pricing issues in weeks instead of months, shortening corrective action cycles and protecting profitability.

Six Essentials for Modern Revenue Management
  1. Real-Time Data
    Keep revenue, costs, fees, and usage synchronized for timely decisions.
  2. Channel Visibility
    Provide tier-by-tier insights that separate partner economics from customer economics.
  3. Dynamic Pricing Guardrails
    Enforce policies and thresholds that maintain consistency and trust at scale.
  4. Integrated Architecture
    Connect ERP, CRM, service delivery, tax, and payments to eliminate swivel-chair operations.
  5. Revenue Recognition Alignment
    Map pricing and performance obligations to recognition rules with transparency.
  6. Predictive Analytics
    Forecast churn, margin pressure, and demand shifts to inform proactive action.
Data as a Strategic Asset

Monetization success starts with clean, aligned data. MGI Research observes that many obstacles are data-related rather than tool-related. Automating ingestion, mediation, and normalization improves quality, reduces errors, and establishes a foundation for growth and compliance.

“Most challenges are data challenges. Strong data management is essential.”

Access the Report

Explore MGI Research guidance to modernize revenue management, handle multi-channel complexity, and build scalable monetization systems.

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About MGI Research

Monetization A-Z is produced by MGI Research, an independent analyst firm focused on agile monetization and the financial technologies that enable it.

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