Edwin Abl, CMO at Modulr, says accountech providers should rethink their approach to selling, shifting away from a mentality based on the premise that “accountants are scared of technology.” He argues: “’How automation can help accountants’ must instead become ‘how you will ensure automation helps you’. It requires a shift towards explaining each individual transformational piece, rather than asking accountants to immediately imagine the whole picture of digital transformation.” Mr Abl suggests breaking total digital transformation into four constituent parts: how it cuts time spent on low-value work, how it reduces the risk of poor data hygiene when working across different datasets, how improving payment accuracy boosts client retention rates, and how – combining all three of these points – it adds up to reduced overheads and improved margins.

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