The FP&A Spectrum: Technology, Culture, and Long-Term Value

In this episode of Planning Aces, Jack Sweeney and Brett Knowles share insights from CFOs Sandra Wallach (Amprius Technologies), David Morris (Guardian Pharmacy Services), and David Eckstein (Vanta). The discussion explores how these finance leaders are leveraging technology, data, and collaboration to drive decision-making and value creation.

Highlights

• Sandra Wallach (Amprius Technologies): Focuses on weekly collaboration and direct involvement to optimize supply chain and customer alignment.
• David Morris (Guardian Pharmacy Services): Shares Guardian’s journey to IPO, emphasizing data infrastructure and rigorous planning.
• David Eckstein (Vanta): Advocates for experimenting with AI tools while showcasing their role in sales efficiency and operational improvements.
• Brett Knowles: Identifies a “crawl, walk, run” approach to technology adoption and its impact on FP&A as a strategic partner.

Sandra Wallach, CFO of Amprius Technologies, emphasizes a proactive and customer-focused approach in Finance and FP&A. With modest revenue growth and a focus on scaling through contract manufacturing, Sandra highlights the importance of closely managing supply chain commitments and tracking customer acquisition and product adoption. She underscores weekly revenue calls as a critical operating mechanism to monitor customer progress, clear obstacles, and support sales efforts. Her data-driven approach centers on aligning financial strategy with long-term revenue opportunities and customer engagement.

David Morris, CFO of Guardian Pharmacy, highlights key themes around Finance and FP&A. Over 20 years, the company has grown from $50M to over $1B in revenue, with significant employee ownership (230 shareholders). David emphasizes rigorous business planning and strategic investments, such as a data warehouse driving dashboards for operational efficiency. He underscores building internal FP&A talent and leveraging an external IR partner to align messaging and prepare for potential growth opportunities, including going public. Collaboration and data-driven storytelling remain central to their strategy.

David Eckstein, CFO of Vanta, emphasizes strategic thinking around Finance, FP&A, and AI adoption. While cautious about deploying AI solutions in finance and accounting due to the need for precision and incremental value, he highlights promising tools like Maxima for expediting the close process. David underscores Vanta’s leadership in AI-powered solutions, showcasing innovations like questionnaire automation to streamline security processes, boost efficiency, and accelerate sales. He views AI as critical for efficiency and delivering customer value while maintaining rigorous standards.

Final Takeaways

1. The Intersection of Strategy and Culture: Successful CFOs tailor their financial planning and technology adoption to align with their organization’s unique culture and industry demands, ensuring strategies resonate across all levels of the business.
2. Leadership Beyond Numbers: Effective CFOs bring value not just through financial acumen but also by fostering collaboration, driving operational alignment, and acting as a sounding board for decision-making across functions.
3. Experimentation as a Growth Tool: CFOs who embrace incremental experimentation, particularly with emerging technologies like AI, create opportunities for innovation without disrupting existing systems, setting the stage for long-term organizational advancement.

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