Owen Karlsson has joined Continuous as Senior Vice President of NetSuite Solution Management. He brings over a decade of NetSuite ecosystem experience, including being the first globally certified professional on NetSuite Advanced Revenue Management (ARM) and leading approximately 50 ASC 606 revenue conversion initiatives.
Background and Experience
Karlsson's NetSuite journey began at Rapid7 in 2012, where he progressed from user to administrator during the company's public offering. He subsequently joined Zone & Co, where he led professional services and operations while helping the firm transition into a product-led company specializing in usage and variable billing solutions.
Most recently, he founded OK Consulting and connected with the Continuous team through ongoing work with Avalara.
Key Responsibilities at Continuous
Karlsson's role focuses on three primary areas:
- Transitioning existing NetSuite customers he has supported into the Continuous platform
- Building relationships within Oracle's NetSuite partner ecosystem
- Influencing product direction, particularly around revenue management capabilities
The Quote-to-Cash Challenge
Karlsson emphasizes that "sales creativity always outpaces systems," creating a persistent gap between what sales teams can offer and what finance systems can support. He views Continuous as uniquely positioned to bridge Salesforce and NetSuite, enabling companies to adopt flexible revenue models without destabilizing back-office operations.
Future Outlook
Karlsson identifies AI-driven consumption models as having significant potential, where usage-based billing becomes increasingly sophisticated. He advocates for automation that accelerates innovation while maintaining financial accuracy.