Coorpacademy made the shift from Zuora to Chargebee to streamline its quote-to-cash processes.
|Finance||(Stripe), Chargebee, Xero, Upflow|
|Sales & Marketing||Salesforce, Mailchimp, Pardot|
Time to convert from quote-to-cash hampered by manual processes
The BDs often had to create quotes with custom prices for bespoke course bundles. The innumerable back and forth negotiations with enterprise prospects just added to the complexity. After a quote got accepted, BDs had to make the custom price reflect on customer records in their CRM (Salesforce), the invoice and all the way back to Xero, their G/L system for accounting. Moments of elation quickly turned into frustration.
Siloed processes eating away at the efficiency of sales, success and finance teams
“The main KPI for a CSM is to reduce the response time taken when a customer raises an upgrade request. CSMs should not have to do a ton of detective work to fill in the right billing information on a quote or an invoice,” explains Quentin Choserot, Operations manager. “Part of my role includes process improvement. I work directly with finance, sales, success and marketing teams to improve our internal processes so they can concentrate on their bigger KPIs. And that’s why Chargebee was brought into the picture regarding the billing process.”
The problem with Zuora + Salesforce integration
With Salesforce as their single source of truth, getting billing information to flow seamlessly from Zuora into Salesforce was incredibly complex. “The main problem with Zuora was complexity. Even creating invoices involved a lot of human errors because of the different fields you have to fill. ” recalls Quentin. Standard reporting took way too long to execute: the finance team had to extract information from Zuora into Excel and then create forecast reports.
If your billing component doesn't work as expected, you won't get the same level of accuracy or efficiency in your source of truth - which is Salesforce for Coorpacademy.