bridging the gap between salesforce & billing
DESCRIPTION
How integrating Salesforce and your Billing System will Drive Revenue, Increase Efficiency, and Encourage Growth The benefits of a two way integration between Salesforce and your billing system are felt far beyond the sales department. From Finance, to Legal, to Operations, all the way up owners and CEOs, and even to your customers, this type of integration will bring positive, measurable change to your business and your bottom line.TRANSCRIPT
Customer Success Manager
Bridging the Gap between Salesforce and Billing
December 19, 2013
Donna McPhee
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Speaker Introduction
Donna McPhee
Customer Success Manager
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Agenda
• Billing and the Customer Experience
• Integrating Core Systems
• Fusebill Salesforce Integration– Lifecycle Emails– Salesforce Integration
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BILLING IS PART OF THE CUSTOMER EXPERIENCE
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Customer lifecycle is key
Support
Retain
UpsellCross sell
How do we keep customers longer?
Are there signals of cancelations?
How do we move customer from free-to-paid?
Which customers are most valuable?
What programs and channels deliver the most valuable clients?
Who is most likely to upgrade? Buy another product?
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Tools often focus on first sales
Support
Retain
UpsellCross sell
Pre-sales tools and platforms
• Salesforce (CRM)• Eloqua (Inbound Marketing)• Web Analytics• Email Marketing
Lifecycle Tools
• Excel, SQL• Reports &
Statistics• Trial and
error• People
• Zendesk • Live chat• Call centers
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Billing interactions are overlooked
• Order confirmations• Invoices• Receipts• Renewal Notice• Credit Card Expiry• Disputes • Dunning (aka ‘hey deadbeat’)• Upgrades
Up to 40% of customer calls are billing related
Roughly 50% of customer churn relates to failed payments
Self Service Needs• Manage account• View old charges• Download receipts
and invoices
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How?
Automate customers through their subscription lifecycle:
• New customer “welcome” emails• Successful payment notifications• Failed payment notifications• Alerts about expiring credit cards• Statements and invoices• Collection warnings, dunning
emails and account status changes.
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Three core systems
Salesforce Automation
Web/Service DeliveryBilling
Where is the system of record?
Support
Presales
Financials
What you sell!
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Sales dominant model
Salesforce Automation
Web/Service DeliveryBilling
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3
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Keep sales reps & agents in SFAOrders originate from SFA
1 – Rep enters order. Push to billing
2 – Billing approves (credit check, payment)Pushes to Service Delivery
3 – Billing updates status & entitlements• Trials• Non-payment• Upgrades etc.• Renewals
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Fusebill’s Salesforce Integration Application2-way Salesforce CRM Integration
Bridge the gap between your CRM and your billing
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2 way integration
Fusebill Salesforce Integration application lets you integrate Fusebill directly with Salesforce.
Two Way Integration• Customer accounts in Fusebill are
published to Salesforce.• Opportunities in Salesforce create
billing accounts in Fusebill.
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2 way Salesforce Integration
• Define pricing plans• Invoicing, Collections• Accounting
• Sales teams work in Salesforce• Covert Opportunities – Sales• Access leads and trials
OrdersUpdates
Web orders
Status
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Benefits for sales
With Fusebill Connect you can:
• Create accounts
• Manage subscriptions
• View customer
information.
Sales teams can manage Fusebill billing accounts without leaving Salesforce.
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Benefits for salesWith Fusebill Connect you can:
• See the account status.• See invoice frequency .
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Benefits for billing and finance
With Fusebill Connect you can:
• Eliminate tedious manual processes.
• Eliminate billing errors.
• Centralize customer management and subscriptions
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Benefits for operations and legal
With Fusebill Connect you can:
• Eliminate security concerns.
• Save time and resources.
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Benefits for business owners
With Fusebill Connect you can:
• Publish your product catalog to Salesforce.
• Choose what information your sales team sees.
• Ensure credit card info is captured securely by Fusebill.
• Create stronger customer relationships.
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Use the data to drive insights
Retain
UpsellCross sell
Support
Initial Sales
How do we keep customers longer?
Are there signals of cancelations?
How do we move customer from free-to-paid?
Which customers are most valuable?
What programs and channels deliver the most valuable clients?
Who is most likely to upgrade? Buy another product?
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Fusebill platform overview
Online Checkout
Self-Service Portal
Swipe & Subscrib
e
Agent Interface
AnalyticsLifecycle
Management
API Layer – Customers, Subscriptions, Transactions
PricingProducts
Price PlansUsage TiersDiscountsCoupons
Scalable Multi-Tenant PCI Compliant Security
Scalable Multi-Tenant PCI CompliantSecurity
AccountsSubscriptions
InvoicesLedgersResellerTracking
PaymentsAdjustments
BillingRatingUsage
VolumesPro-ratingTaxationCouponsCurrency
Adjustments
InvoicingPayment
Terms DateControl
Review, EditAging
Adjustments
PaymentsCredit Card
ACHStorage Vault
GatewaysDunningRetries
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100+B2B & B2C customers
The support team at Fusebill is hands-down the best. Made our migration easy and possible. - Jason Talley
Our biggest source of confidence comes from working with your team. We are in good hands with Fusebill. – Steve Land, Owner
Their customer service and tech support teams were critical to our ability to launch version 5 of our software offering. - Gregg Phillips, CEO
Saas Paas digital media communications
Like Love!Reduce costs
Speed cash collections
Extend customer lifecycles
Support & dedication
“”
The market we serve
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CRM Integration Summary
• Custom designed integration allowing direct connection
• Provide Salesforce.com customers with a easy & intuitive way to bill their customers
• Help customers achieve a single system of record
• Two-way exchange between Salesforce.com & Fusebill
Monday, April 10, 2023
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Transition to Fusebill with unbelievable easeCBSRTM
Monday, April 10, 2023
• Simple demo & training approach• Advancing levels of functionality
accessible for future customer growth
• “We take the pain away of transitioning”
• Continuous advancements to the software, adding functionality & features
CREATE
BILL
SUPPORT
REPORT
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Try Fusebill
Try Fusebill Free for 30 days.
No contracts, credit card, or surprises.
Sign up at www.fusebill.comThank You!
[email protected]: @fusebill