Monexa Billing to Salesforce.com integration wins Data Innovation award
Thanks to the team at Pervasive for hosting us down in Austin last week. They put on a great conference and more importantly have a great group of customers and partners.Even better, Monexa won a Data Innovation award for our Monexa Billing to SalesForce.com connector.
As a cloud billing company we've seen a dramatic shift in buying behaviours over the last year. We've seen a very fragmented market that was buying "Billing Platforms" supported by a strong API move to a more "billing solution" oriented buying process.
This is the natural evolution of any market but it has happened very quickly for ours. The explosion of online marketplaces like the Apple App Store has created a specific billing need for marketplaces. Cloud and SaaS companies have been a strong early adopter of billing solutions and have needs specific to them.
So, what makes up a billing solution?
- Pricing models: For the most part, pricing models are similar when you look at a vertical industry. The more mature the industry the more similar the pricing.
- Buyer/Seller relationships: Is it a B2C or B2B relationship? Is it a marketplace that brings buyers and sellers together? Is it a relationship built on channels or resellers? How does the billing system solve that specific relationship?
- Data: This has become one of the top "billing solution" characteristics for us. If you can show a prospect how you can get their usage data from their service + new customer data from CRM + send the right data to their accounting system, you've created a ton of value. Show them how to do this quickly and the on-premise billing vendors don't stand a chance.
The Pervasive award was as much for identifying that integration is a key sales enabler for our business and putting together a roadmap with the Pervasive team for making it a key part of our sales and delivery process. The SalesForce.com connector is just one example of what we can do together.