Resolving the Problem of High Customer Subscription Management Costs (Case Study)

One of the major problems faced by many large companies (or even smaller ones, for that matter) is managing customer subscriptions in an effective, cost-efficient manner. These organizations use various third-party subscription management tools, resulting in the need to pay a hefty license fee to the developers of the tools. This increases the cost of handling client subscriptions in a big way, which adversely affects the bottom line of the organizations. This problem can be resolved effectively using Solunus’ Subscription Manager; the innovative solution is highly affordable and enables businesses manage their customer subscriptions with high efficacy.

Today, we will see how Solunus enabled a leading informatics company to eliminate the need to use expensive subscription management software, by implementing Subscription Manager, thereby enabling it to increase its profits considerably.

About the Client

The client is a well-known informatics services organization, headquartered in Bend, Oregon, USA. They provide healthcare informatics solutions to various leading organizations, across the world. The company specializes in medical and healthcare semantics.

Project Overview

The customer approached us for a cost-effective alternative to Zuora, their subscription management system. They also sought our help in resolving data synchronization issues and automating their pricing and discount approval processes.

Challenges Faced by the Client

• The client used Zuora for customer pricing and subscription management, and this involved paying a huge license renewal and maintenance fee

• They used 3 systems viz. Salesforce, Zuora and SAP, resulting in information synchronization problems

• The IT firm’s Salesforce system was not producing all the needed reports, as some data was stored only in Zuora

• The client couldn’t have the big picture of opportunities as forecasting of renewal opportunities was performed using Zuora and other opportunities were handled using Salesforce

How Solunus Helped Resolve the Challenges

As part of our tailor-made solution, we implemented Subscription Manager and Salesforce Sales Cloud. We also automated pricing and discount approval via multi-tier approval rules and created a page to add all products. The solution also included the following.

Development of a Framework to Integrate Credit Card Information

Our specialists developed a framework to integrate credit card information with Salesforce to facilitate automated payment processing.

Automation of the Firm’s Renewal Opportunity Workflow

We automated the renewal opportunity workflow; the automation went a long way in helping the company renew existing subscriptions efficiently.

Business Results

• 100% Reduction in Zuora-related Costs

• 40% Growth in Employee Productivity

• 33% Increase in Sales Revenue