Case Study · SaaS
A Series C vertical-SaaS platform
The company had outgrown its homegrown billing system: every new pricing tier required an engineering sprint, proration errors generated a steady stream of support tickets, and finance closed revenue in a spreadsheet reconciled by hand each month.
- Industry
- SaaS
- Platforms
- Zuora Billing · Subscription Billing
- Delivery
- Phased, fixed scope
- Pricing changes
- Config, not engineering
What Changed
What the system does differently
What the engagement actually left in place, stated as capability rather than as a figure we cannot put a client's name behind.
- Delivered
- Config, not engineering
- Delivered
- Automated from billing data
- Delivered
- No billing disruption
Pricing changes
Revenue recognition
Subscription migration
The Approach
How we ran it
The sequence we followed, from discovery through to a system the finance team trusts.
- Audited the existing billing logic and cataloged every manual workaround finance and support relied on
- Designed a Zuora Billing product catalog and rate plan structure that matched the company's actual packaging, including planned future tiers
- Migrated active subscriptions with no billing disruption to existing customers
- Configured automated revenue recognition rules integrated directly with the new billing data
“We stopped treating pricing changes as engineering projects.”
VP of Finance
Services Used
What this engagement drew on
The practice areas behind the outcome above.
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- First reply
- < 24h
- Engagements
- Fixed or T&M
- Coverage
- Order → Revenue