With thousands of free users, and projections for a 10% conversion rate, BetterCloud needed a robust solution to manage their subscription management, billing, and payment systems as they looked to scale. They started with a self-service model that enabled them to go “from zero to a thousand paying customers in the first month of going live,” according to BetterCloud CFO Bart Hacking.
But soon they realized they needed to go beyond the self-service model with a direct sales team — and needed to figure out how they would scale the sales team. This required them to integrate their CRM from a quote, order fulfillment, and order processing standpoint.
BetterCloud was able to standardize across new sales, renewals, expansions, and upsells with a subscription management platform that enabled automation. And this automation ensured that when they needed to grow their sales team, there was no systemic limitation to doing so.
BetterCloud is now used by 50,000 organizations worldwide, supporting tens of millions of employees. As CFO Bart Hacking says,