Why Enterprise AR Teams Are Choosing Different Software Than They Did 5 Years Ago
Gartner’s 2024 CIO and Technology Executive Survey found that only 48% of digital initiatives meet expected business outcomes. And in Gartner’s 2024 CFO research, nearly 70% of CFOs said their finance transformations have been slower or less impactful than planned.
Yet most enterprises still evaluate AR and finance software the same way they did a decade ago: 200-page RFPs, endless feature comparisons, and an assumption that “enterprise-grade” tools must be complex. But today’s AR teams need software that delivers value fast, fits how they work, and doesn’t drag them through year-long implementations.
The Old Playbook Is Breaking Down
Five years ago, enterprise AR software selection followed a familiar script:
- Massive RFPs with hundreds of requirements
- IT-driven integration demands
- Procurement insisting on “enterprise-grade” architecture
- Feature-by-feature evaluation
- Six-to-twelve-month implementations and weeks of training
This worked when business moved slowly, and teams were centralized. It doesn’t work anymore.
What AR Teams Need Now
Three major shifts have redefined modern AR software buying:
1. The pace of business accelerated
Digital transformation in finance is now the CFO’s top priority. A 12-month implementation doesn’t just delay value—it delays cash.
2. Remote/hybrid work changed expectations
Teams can’t spend weeks in training rooms. Tools must feel like modern SaaS apps: intuitive enough for teams to learn quickly, without heavy training.
3. CFO scrutiny tightened
Every tool must answer:
- How fast will this improve DSO and cash flow?
- How much internal effort is required?
- Will the team actually adopt it?
With more AR automation options than ever, the old “choose the biggest platform with the longest feature list” no longer wins.
What Enterprise Buyers Actually Want
IDC’s 2023–2024 MarketScape shows a clear shift: finance teams now prioritize user experience, implementation, and post-go-live support as much as functional breadth.
You see the same trend on G2. In the Winter 2026 Enterprise reports, Tesorio ranked #1 in both Implementation and Usability for Accounts Receivable, outperforming vendors that have historically relied on feature-heavy architectures rather than usability and customer outcomes.
These rankings come from customers who’ve actually implemented the software—which makes the message clear:
Buyers want fast value and strong adoption.
From Features to Time-to-Value
The longest feature list used to win. Now, AR buyers focus on how quickly a system delivers impact.
Modern AR automation programs routinely show measurable DSO improvements within the first quarter, often double-digit gains in 3–6 months, without having to heavily alter their tech stack.
Value delivered in the first 30–90 days matters far more than perfection delivered next year.
Implementation Is Now a Differentiator
Implementation has become a competitive advantage. Traditional finance implementations often take 6–12+ months and require expensive consultants. For AR teams tied directly to cash targets, that’s no longer acceptable.
Tesorio’s #1 rankings for “Most Implementable” and “Easiest Setup” in G2’s Winter reports signal what enterprise buyers now care about:
- How quickly cash flow will improve
- How many internal resources are required
- How straightforward rollout will be
CFOs expect modern software to be intuitive and fast to deploy. The patience for long, painful implementations is gone.
The Big Shift
“Enterprise” used to be synonymous with “complicated.” Today, the best finance solutions are those that simplify complex problems, integrate seamlessly into existing workflows, and deliver value efficiently.
The vendors winning in this new environment are those that deliver fast implementations, strong adoption, and genuine partnership. That’s exactly what enterprise buyers rewarded in G2’s Winter 2026 reports, where Tesorio ranked:
#1 in Enterprise Implementation
#1 in Enterprise Usability
Tesorio also earned badges for Best Meets Requirements, Easiest Admin, and Easiest to Do Business With in G2’s Winter Reports.
These wins reflect what finance teams experience day to day. As one Tesorio user put it on G2:
“Tesorio was super easy to implement, and our CSM and Support are always super responsive when we have ongoing questions.”
Curious how AR teams go live in as little as 30 days and start seeing measurable cash-flow impact?
Talk with our team and learn about our FASTconnect™ onboarding and the outcomes AR teams are achieving today.