2. You want to move to
electronic payments for smaller orders
Self-Service
Many customers want to try and buy in a self-service
manner. They have an expectation of being able to pay by
credit card.
If your average recurring payment is less than $500, you
don’t want to bother with invoicing and collecting.
Merchant of Record
There are payment services that take on the burden of being
“MOR”. When you get some cash and history with your bank
you want to take this on. Being the MOR has many
advantages
Cash Flow
Your DSO effectively goes to zero when everyone is on credit
card or ACH.

3. Your sales team can’t upsell & cross-sell
customers because you can’t identify them
Visibility of Customer Details in Salesforce
If your sales people use Salesforce.com, that is where you
need accurate details of what products and plans customers
are currently subscribed
Accurate Up-Sells and Add-Ons
If you don’t know when subscribtions start and end, it’s
impossible to create quotes that are pro-rated or coterminate with other subscriptions the customer already has
Renewals
If you find out that a customer was up for a renewal after the
renewal date, your chances of recapturing that revenue are
low

4. You want to price in a way customers
want to buy - and you can’t
Align to Value
Try and Buy
Trust and Commitment
Most customers will align your
products value with something –
users, GB of Storage, documents,
projects, etc. You should be able to
price in a way that drives uptake
You should be able to do a trial that
requires a credit card, or doesn’t
require a credit card, have a time
based trial, or have a product that is
always free
Monthly may be the low touch way
to get customers to buy, but once
they like it they should be able to
pay for the year and get discount

5. Your invoices lack important details
at best or worse, the amounts
are flat-out wrong
They Should be Correct
You face an uphill battle in “delighting” your customers if
your invoices aren’t right. We especially see this in usagebased models.
One Document They Read!
You know that your current customers all get an invoice, but
you were told that you couldn’t put important new
information on on the one document you know your
customers read
Transparency
Little things like showing the service period give customers
the comfort that you know what you’re doing and that
should pay.

6. You treat price changes like a
one time event, instead of a process
Engineering
Most companies have the product pricing baked
deeply into their code and systems. You don’t
change pricing often because you can’t
Experimentation
You would like to continually do A/B testing on
how customers want to buy and pay. You can’t
If you had MRR Contribution…
Modern metrics like MRR help you decide which
products are contributing the most revenue, and
whether customers are upgrading over time…

7. You delay your new subscription
launch due to your systems
Disruptive market forces
Your engineering team..
One time events..
If you’re like most companies, you
have a very small competitor that is
pricing completely differently. You
can’t technically even sell that way.
They are building your product.
Anything you need to do around
subscriptions can’t be touched until
after the product is complete…
The concept of a recurring
relationship with the customer
doesn’t exist in your systems.
Everything looks like a SKU.

8. You can’t pass an audit because you
can’t accurately track recurring revenue
Contracts are Different
Forensic Science
No System of Record
Your sales people are doing so
many different types of deals that
you can’t even keep track of how to
treat the revenue and deferral
schedule
You have to search in crazy places
to find the details of what you
charged who for what period of
time.
You did things differently every
different year. There is not one
place that houses all the definitive
records of the relationship with the
customer

9. Watch the webcast today!
WAT C H N O W