How Apptio improved DSO by 20% in 3 months and recovered years-old invoice backlog
Apptio replaced spreadsheet-based AR tracking with Tesorio's prioritization engine, enabling the team to focus on high-value invoices and deliver accurate cash forecasts to leadership.
DSO Improvement
Time to Results
Month Backlog Cured
The Challenge
What they were facing
As a SaaS company invoicing customers annually for high-dollar contracts, Apptio's AR team struggled with spreadsheet-based tracking that prevented effective workload prioritization.
- AR tracked via shared spreadsheets with asynchronous updates, making it impossible to prioritize high-value invoices effectively
- Leadership lacked reliable cash forecasts, making strategic planning difficult
- Sales and finance teams operated in silos with no shared visibility into invoice status or collection efforts
- Inflexible dunning process couldn't adapt messaging to different customer segments or situations
The Solution
How Tesorio helped
Tesorio gave Apptio structure, visibility, and the ability to right-size their focus on high-value invoices while automating routine follow-ups.
- Workload prioritization tools letting AR team members take ownership of their accounts with clear, data-driven priorities
- Salesforce integration resolving friction between AR and sales by sharing invoice status, collection efforts, and customer discussions
- Customizable dunning campaigns allowing the team to adapt messaging frequency and tone to different situations
- Real-time reporting and dashboards giving leadership accurate cash forecasts and AR performance metrics
The Results
Measurable impact
Apptio achieved rapid DSO improvement and cleared long-standing invoice backlogs within the first quarter.
DSO Improvement
Reduced days sales outstanding by 20% within the first three months of using Tesorio.
Backlog Cured
Recovered invoices that had been outstanding for 24 to 36 months, clearing long-standing aged receivables.
Cash Forecasting
AR team can now quickly and accurately forecast cash runway for leadership at any time, with reporting to back up all explanations.
“It helped me provide structure to the team. It's the difference between night and day.”
Director of Revenue Accounting
Director of Revenue Accounting & AR, Apptio
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