activity based billing for sugarcrm - transverse llc presentation from sugarcon201212
DESCRIPTION
For businesses that want to take their subscription or recurring billing to the next level, TRACT from Transverse gives your CRM the power to use subscriptions to increase consumption by tailoring pricing to customers’ usage patterns and preferences. TRACT includes the following features/functions: Real-Time Rating Engines Dashboard/Analytics Connected Devices Subscription Management Billing/Payments Integration Product Catalogs To grow subscription revenue, TRACT has been developed with one thing in mind: empower business people to define the “what ifs” that will drive new product and service development, and to maintain rules on an ongoing basis as the products and services evolve. In fact, with TRACT, business people in product development, marketing and finance can develop, deploy, maintain, change and decommission services. TRACT boasts a rules-based rating engine that uses a common spreadsheet interface to define rate plans. This approach makes the creation of rating rules one that is already very familiar to business people already using Microsoft Office, NetSuite and other business applications. It is designed to simplify and automate the task of defining complex usage types through a rules-based system that offers straightforward configurations. TRACT is the only billing product or service that is truly usage-aware without forcing customers to write code or build external systems to handle usage.TRANSCRIPT
The Leaders in Activity-Based Billing
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YOU CAN BILL FOR THAT? ENRICHING THE VALUE OF SUGARCRMChris Couch, COO and Co-Founder, Transverse
V1.1©2012 Transverse LLC
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•Robust•Expensive•Not cloud-based•Accessible to large
businesses
•Cloud-based•Affordable •Solution for simple
recurring payment problems and management
•Accessible to all businesses
•Builds on Billing 2.0•Designed for activity-based
business models•See customers’ activities in
real-time•Allows for additional
revenue streams and business insight
THE BILLING EVOLUTION
$10 Million +cost to implement
$4 Billion +contracted billings
49% of SMBsbill by activity
Billing 1.0 Billing 2.0 Billing 3.0
Industry Vertical Solutions Subscription Economy Customer Economy
V1.1©2012 Transverse LLC
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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.
Billing and Dynamic Revenue Management
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Relationship + Activity (Billing 3.0)Business Model Examples
V1.1©2012 Transverse LLC
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One-Time Fee for Subscription
Normal Activities: •Per minute (up to hourly & daily
Maximum)•Additional per mile after a
threshold
Infrequent Activities:•Penalties•Assessments
SUBSCRIPTIONS AND ACTIVITIES
V1.1Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
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Entitlements: •Allowance of articles
•Authorized user
Multiple Subscription Options:•Different Products
•Different Packages
SUBSCRIPTION WITH LEVELS + ACTIVITIES
Billing and Dynamic Revenue Management
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Activity-Based Billing Processes
V1.1©2012 Transverse LLC
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REVENUE OPPORTUNITIES
COM
PLEX
ITY
SUBSCRIPTIONS
ACTIVITY MANAGEMENT
ENTITLEMENTS
PERSONALIZATION
ELEMENTS OF ACTIVITY-BASED BILLING
V1.1Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
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ORDER-TO-CASH & ACTIVITY-TO-CASH PROCESSES
analytics
V1.1Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
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ORDER-TO-CASH SCENARIO
Validate Credit Card
Charge Signup Fee
Accept Order
Notify warehouse
Ship out access card
Welcome Notice
Sign Up
BUSINESS PROCESS
• Personal Information• Username / PIN• Driver License• Credit Card
•Credit Card•Cash
BILLING SYSTEM SUPPORT
•Fulfillment Notice•Hold Order
•Add Key Card Identifier to Order•Approve Order•Billing Account Active•Send Welcome Note
V1.1Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
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BUSINESS PROCESS
•Entitlement request received•Account standing verified•Send entitlement approval
BILLING SYSTEM SUPPORT
•Activity event received•Guide event to proper account•Calculate charges
•Calculate and render invoice•Send invoice to customer•Process credit card
ACTIVITY-TO-CASHTM SCENARIO
Swipe access card
Verify customer account
Drive car from A to B
Car sends activity event
Create and send invoice to Customer
Charge Credit Card
Reserve the car
Billing and Dynamic Revenue Management
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SugarCRM Integration
V1.1Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
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InvoicesPaymentsG/L Integration
Service Usage
Self Signup Self ServiceOrders
Fulfillment
WHERE BILLING FITS
ActivitiesNotificationsBalancesEvents
Your Serviceor Application
V1.1Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
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•Marketing + Leads
•Accounts + Contacts
•Opportunities + Quotes
•Approvals + Workflow
•Support
Fulfillment
SCOPE OF INTEGRATION WITH SugarCRM
Order 2 Cash
Sales Automation
Customer Service
Automation
Prod
uct
Cata
log
MarketingAutomation
SERVICING CUSTOMERS
Invo
ice
&
Paym
ents
Orde
r De
tails
Order
Activity-to-CashOrder-to-Cash
MONETIZING RELATIONSHIPS AND ACTIVITIES
•Accounts
•Subscriptions
•Activities / Usage
•Billing & Invoices
•Payments
•Fulfillment
•Accounts Receivables
Create Account
TRACTmodule
V1.1Proprietary and confidential. Do not disclose. ©2012 Transverse LLC
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Product Catalog
Usage Rules
Products
Prices/Rates
Billing Account
Open Balance
Products
Account Category
Allowance
1. Create Billing Accounts based on SugarCRM Accounts2. Products from TRACT into SugarCRM “Product Catalog”3. Create Quotes based on Opportunity; add products to Quote
4. Create Orders based on Opportunity; Stage = “Closed Won”5. Import / read invoice, payment, order detail information once
created in TRACT
CreateAccount
CreateOpportunity
Change to “Closed Won”
Add Products
Orders
1
2
4
Product List
CreateQuote
3
5 Activities
HOW IT WORKS
API
Add Order
Get Product Details
Invoice, Payment, Order Details
The Leaders in Activity-Based Billing
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Questions and Thank You.