How the Sales Team at Coorpacademy Spent 50% Less Time on Non-selling Tasks after Using Chargebee + Salesforce

• Sales Development Representative (SDR) first contacts and qualifies the prospect.
• Business Developer (BD) offers a demo, sends a quote, negotiates and wins the customer.
• Customer Success Manager (CSM) handles recurring billing for customers and works closely to promote upgrades and renewals.

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.

• Deep integration with Salesforce
• Chargebee Quotes
• Two-way integration with Xero
• Invoice automation
• Attractive price

• The sales team creates new customers in Salesforce and pushes customer information back into Chargebee. On the other side, invoices are created for respective accounts in Chargebee and line items are pushed back into Salesforce. This sync further enables the finance team and the sales team to create forecasting reports all without moving away from their CRM.
• Once the CSM takes charge of a customer, they keep track of the user activity in the product. Example, let's say the customer wants to create a few more courses or add more employees to learn on the platform. Once the CSM identifies such an upgrade opportunity, they create an opportunity in Salesforce and immediately send out a customized quote from Chargebee to the customer.