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Guide to Become a dotONE company | Insights from HighRadius & Gartner

21 December, 2021
4 min read
Brett Johnson, AVP, Global Enablement
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What you'll learn

  • The Gartner Framework and how it helps GPOs to take technology related decisions
  • The different parameters to consider before investing in O2C technology
  • How to rank an automated credit technology using the Framework
What is the Gartner framework for decision-making?
How to use the framework to decide on A/R technology purchases?
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Digital transformation has been the primary focus for Global Process Owners (GPOs), with the pandemic playing the role of a catalyst.

A recent report from SSON shows us that more than 50% of the Shared Services have accelerated their automation initiatives.

O2C GPOs focus more on increasing agility and improving business insights which helps them transform their process into a more value-driven function. One of the ways to achieve it is by investing in digital transformation of A/R shared services. Shifting towards a more innovative and tech-based platform without considering proper measures and parameters can disrupt the process.

Over the years, the answer to the question “What is the perfect way to transform digitally without disturbing the regular continuum?” has remained unanswered until the current Gartner decision making framework was introduced.

What is the Gartner framework for decision-making?

We are in an uncertain environment, and everything is changing by the minute. Gartner provides us with a comprehensive decision-making framework that would result in cost optimization and would allow A/R teams to make the right choice in this tough economy which will help them- Sustain, Recover, Thrive.

By using this framework, one can evaluate the impact and priority of each decision. The parameters against which you need to assess any new decision are briefly explained below.

Accurate O2C Transformation by Gartner's Decision Making Parameters

These parameters have three degrees to declare the outcome LOW, MODERATE, and HIGH.

  • Low – The decision does not align with the parameter
  • Moderate – The decision somewhat aligns with the parameter
  • High – The decision precisely aligns with the parameter

How to use the framework to decide on A/R technology purchases?

Let us take the example of automating credit management in an O2C function. Whether onboarding new customers, setting up periodic reviews or gathering data from credit agencies to assess credit risk, credit management is tedious and prone to errors if done manually. Automating credit management speeds up credit application processing, provides real-time credit risk monitoring with simplified credit scoring, and segments the customers to assign credit limits for low-risk, high-volume customers automatically.

To better understand this, let us use this framework and see how it helps GPOs to decide on investing in automated credit technology.

Gartner's measurement table to measure the risk of O2C transformation model


Shared service companies can become more value-based by investing in the right technology at the right time. However, GPOs need a strong framework like the Gartner Decision Framework to make better business decisions, especially the ones involving O2C technology investments. The comprehensive list of parameters mentioned in the framework will give GPOs a holistic view of how their decision will impact the O2C function.

To learn more about how AI-powered A/R technology impacts other order-to-cash functions, watch our webinar Guide to Become a dotONE company | Insights from HighRadius and Gartner.

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Digital Transformation
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