Have you experienced issues with measuring recurring revenue in Salesforce? The goal of my story is to show reasons why small and medium-sized companies keen on a custom development for their own pricing models. Moreover, if companies continue to grow, they are looking for a standardized billing solution such as Salesforce Revenue Cloud (CPQ + Billing). The question is why?
First, I will introduce the topic by definitions of recurring revenue and this type of business. Then, I mention the specific reasons why some companies choose their own solutions in Salesforce and custom pricing.
Subsequently, I compare why this approach is not suitable in the long term and how the choice of a standardized billing tool (including Salesforce Revenue Cloud) helps the companies grow further.
Finally, I stick out key benefits of the Salesforce Revenue Cloud choice and when to use it appropriately.
9. #CD22
● Implement custom parts of billing process in Salesforce without billing tool
● Review business processes before tool selection
Common challenges
Custom
subscription
object
Apply
custom
pricing
Build
custom
invoice
gen.
What if…
11. #CD22
● Transform comlex pricing in Salesforce
● Create & manage Stripe subscriptions
from Salesforce by custom integration
Real experience
1 year / 4 team members
700 MDs
12. #CD22
There are many other challenges. For now, if somebody tells you…
Summary
„Salesforce is a platform so why not to build our own billing on it?“
No custom billing in Salesforce
I have chosen to present the topic today because the recurring revenue is becoming popular and it gains on its weight. But, there might be some challenges with regards to the sales, products, billing, finance & controlling
Quickly explain reccuring revenue (what it is and why it is popular and customers like it).
Bridge to next slide: Lets také a look at what entities covers the process from customer side
Next slide:
- Let‘s take a look on how this recurring revenue is being generated and how the process looks like from the customer (sometimes even from the company) perspective.
Go through main entities in billing process. How they work and what is being defined on each entity – why we need those. Produkt a služba.
„How do you like this slide? No? Me neither.. It is a bit cloudy I would say…“
It happens that only the „previous slide“ and it has the importance.
Explain what all topics are also behind the billing area – not usually well known when starting project and will appear when finance & controlling will raise their requirements.
Next Slide:
Now, lets take a look at 2 main challenges that I have experienced.
Return back na ty hlavní pain points. Zmínit něco jako v jednoduchosti je síla – v rámci revize jde i k zeštíhlení. V rámci standardního řešení – vyčíst si hodnotu – zamyšlení se nad customizací.
It is a building of custom billing in Salesforce, but you will never get there or it will cost you a lot of money.
Next slide:
- Now, I would like to show you 1 example that I have experienced and this is exactly how the billing project should not be even started.
Stojí to nad platformou Salesforce v rohu vpravo nahoře
I would like to show you now how the selection of incorrect approach can affect the project in Salesforce – this is a real example – EGYM (no mention but it will be presented – timeline / real expectations / tool
Describe status and challenges – testing / many issues from testing, dependency on existing code, company not ready for such a project, not ready for go live…
Talk about the details, what were the challenges / explanations to customer – suggestions of different variants…
What to customize integration, standard patterns
What not tu customize compelx transformations and trying to bend over the tools selected
Always do internal analysis
Look how standard billing process works
Find product that suits your needs
Review & align your processes with the best suitable tool
Do only necessary customization to achieve the solution to work