The document discusses the evolution of billing models, particularly focusing on activity-based billing and its benefits for businesses, including insights into customer activities and revenue opportunities. It outlines various billing processes and scenarios, emphasizing integration with SugarCRM for improved customer relationship management and billing efficiency. Key elements include personalization, multiple subscription options, and dynamic revenue management to enhance operational effectiveness.

1. YOU CAN BILL FOR THAT?
ENRICHING THE VALUE OF
SUGARCRM
Chris Couch, COO and Co-Founder, Transverse
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The Leaders in Activity-Based Billing

2. THE BILLING EVOLUTION
Industry Vertical Solutions Subscription Economy Customer Economy
$10 Million + $4 Billion + 49% of SMBs
cost to implement contracted billings bill by activity
Billing 1.0 Billing 2.0 Billing 3.0
•Robust •Cloud-based •Builds on Billing 2.0
•Expensive •Affordable •Designed for activity-based
•Not cloud-based •Solution for simple business models
•Accessible to large recurring payment problems •See customers’ activities in
businesses and management real-time
•Accessible to all businesses •Allows for additional
revenue streams and
business insight
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©2012 Transverse LLC
V1.1

3. ACTIVITY-BASED BILLING: SHOW ME THE MONEY
Increase your bottom line.
See your customer’s activities in
real-time to create new revenue
streams and identify critical
market trends.
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©2012 Transverse LLC
V1.1

4. Relationship + Activity (Billing 3.0)
Business Model Examples
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Billing and Dynamic Revenue Management

5. SUBSCRIPTIONS AND ACTIVITIES
One-Time Fee
for Subscription
Normal Activities:
•Per minute (up to hourly & daily
Maximum)
•Additional per mile after a
threshold
Infrequent Activities:
•Penalties
•Assessments
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©2012 Transverse LLC
V1.1

6. SUBSCRIPTION WITH LEVELS + ACTIVITIES
Multiple Subscription Options:
•Different Products
•Different Packages
Entitlements:
•Allowance of articles
•Authorized user
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Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
V1.1

7. Activity-Based Billing Processes
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Billing and Dynamic Revenue Management

8. ELEMENTS OF ACTIVITY-BASED BILLING
PERSONALIZATION
ENTITLEMENTS
COMPLEXITY
ACTIVITY
MANAGEMENT
SUBSCRIPTIONS
REVENUE OPPORTUNITIES
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©2012 Transverse LLC
V1.1

9. ORDER-TO-CASH & ACTIVITY-TO-CASH PROCESSES
analytics
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Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
V1.1

10. ORDER-TO-CASH SCENARIO
BUSINESS PROCESS BILLING SYSTEM SUPPORT
Sign Up • Personal Information
• Username / PIN
• Driver License
Validate Credit Card • Credit Card
Charge Signup Fee
•Credit Card
•Cash
Accept Order
•Fulfillment Notice
•Hold Order
Notify warehouse
Ship out access card •Add Key Card Identifier to Order
•Approve Order
•Billing Account Active
Welcome Notice •Send Welcome Note
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Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
V1.1

11. ACTIVITY-TO-CASHTM SCENARIO
BUSINESS PROCESS BILLING SYSTEM SUPPORT
Reserve the car
Swipe access card
•Entitlement request received
•Account standing verified
Verify customer account •Send entitlement approval
Drive car from A to B
•Activity event received
•Guide event to proper account
Car sends activity event •Calculate charges
Create and send invoice to Customer
•Calculate and render invoice
•Send invoice to customer
Charge Credit Card •Process credit card
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Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
V1.1

12. SugarCRM Integration
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Billing and Dynamic Revenue Management

13. WHERE BILLING FITS
Self Signup Invoices
Self Service Payments
Orders G/L Integration
Fulfillment
Activities
Notifications Service Your Service
Balances Usage or Application
Events
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Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
V1.1

14. SCOPE OF INTEGRATION WITH SugarCRM
SERVICING CUSTOMERS •Marketing + Leads
•Accounts + Contacts
Customer
Marketing Sales •Opportunities + Quotes
Service •Approvals + Workflow
Automation Automation
Automation
•Support
Payments
Invoice &
Product
Order
Catalog
Details
Order
MONETIZING RELATIONSHIPS •Accounts
AND ACTIVITIES Fulfillment •Subscriptions
Order 2 Cash •Activities / Usage
Order-to-Cash Activity-to-Cash •Billing & Invoices
•Payments
•Fulfillment
•Accounts Receivables
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Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
V1.1

15. HOW IT WORKS
API
Create Create 1 Product Catalog Billing Account
Opportunity Account
Create Account
Products Products
Create
Quote Usage Rules Open Balance
TRACT 2
module Get Product Details Account
3 Prices/Rates
Category
Add Products Product List
4 Allowance Orders
Change to Add Order
“Closed Won”
5 Activities
Invoice, Payment,
Order Details
1. Create Billing Accounts based on SugarCRM Accounts 4. Create Orders based on Opportunity; Stage = “Closed Won”
2. Products from TRACT into SugarCRM “Product Catalog” 5. Import / read invoice, payment, order detail information once
3. Create Quotes based on Opportunity; add products to Quote created in TRACT
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Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
V1.1

16. Questions and Thank You.
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The Leaders in Activity-Based Billing