Company Information
HQ
San Francisco, CA
Founded
1999
Market
Billing Management and Payment Processing
Solution
Salesforce Billing
Representative
Customers
Kronos, Greenbits, Blackline, Valpak
Ideal Customer
Profile
Organizations with <$100 Million in revenue seeking a billing solution that is native on Salesforce.com platform and able to easily handle low levels of complexity and volume and well-integrated with Salesforce CPQ.
Company Size
The solution is an ideal fit for Seed to Series A companies ($5 – 50 million in revenue).
Business Model
Technology Ecosystem(s)
The Salesforce Billing product runs within the proprietary Salesforce cloud. They also have products running on AWS.
Primary Users
Business
Finance
Operations
Marketing
IT
Sales
Services
Developers
The primary users of this product are finance and operations.
Investment Level
Salesforce Billing is usually bought on top of Salesforce CPQ, making it less affordable than it may seem at first glance. The cost of implementation is also relatively high.
Agility
Salesforce Billing is relatively quick to set up and integrate with other Salesforce products.
Complexity
Salesforce Billing handles low to moderately complex use cases.
Geographies
North America
Latin America
EU
ME
Africa
Japan
Asia
Australia /NZ
Salesforce primarily sells to organizations in North America, Argentina, Europe, the Middle East, and APAC.
Sales Channels
Direct
Online
Indirect
Companies with a direct and/or online sales motion will find a good fit with Salesforce.
Top 3 Verticals
Software
Suitable for early stage software companies with minimal change or complexity.
Financial Services
Supports the basic needs of Business Services companies, particularly B2C startup.
Nonprofits
Well-suited for nonprofit organizations with basic invoicing and billing needs.
Analyst Notes
Salesforce Billing is ideally suited for small to midsize companies moving from spreadsheets and simple invoicing of one-time and fixed subscriptions, and in need of a basic billing product coupled with Salesforce’s advanced CPQ product offering. Salesforce now offers the product standalone, although it is rare that a customer will purchase the Billing product as the value to cost ratio falls significantly without Salesforce CPQ.
The billing product is geared towards use cases of low volume and low to medium complexity. As customers scale, their needs outgrow the volume capacity and the products ability to handle global deals with “multi” requirements. Further, SKU management grows exponentially, which impacts the ability to do basic reporting (e.g., profitability analysis by product).
As a complement to the CPQ product, Salesforce Billing is an adequate product for users with simple billing needs — this alone represents a large market opportunity.
