Queensland-based messaging platform Atmail has leveraged Zuora's subscription billing service to rapidly scale its business.
The company’s cloud billings have increased by 900 per cent in the past 12 months.
Atmail supports tens of millions of paid mailboxes around the clock.
One year ago, Atmail migrated from a perpetual license sales model to a subscription SaaS platform and assessed what was required from an e-commerce and billing platform.
According to a company statement, Atmail’s customers were demanding a new subscription experience in which they could rapidly sign up for the service, manage their subscription plans and be billed on a monthly basis.
Furthermore, Atmail was looking for a solution that would enable them to forge more intimate, ongoing relationships with its customers.
Atmail chief executive, Zach Johnson, said his company was constantly on the lookout for new, emerging technologies.
"Previously, we had been handicapped by being unable to change pricing, manage recurring billing, invoice in multi-currency options and roll-out marketing promotions in a timely fashion," he said.
"What we required was a platform which would enable the business to transition from an annual, upfront billing cycle to monthly billing which in fact was what our customers were demanding."
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Johnson said Zuora had essentially been built for addressing the business issues his Atmail was facing – providing e-commerce functionality for a fast growing business rapidly on-boarding new clients and requiring predictable recurring revenue models.
"At the same time, we also appreciated Zuora’s historic relationship with Salesforce.com and benefits of the technology integration between the two companies," he said.
"We also had a very positive experience with the Zuora sales team in Australia who were very proactive, knowledgeable and took a partnering approach to the overall relationship.”
Zuora is now being deployed to underpin Atmail’s strategy in providing consumers with a tailored product and pricing plan which can be easily and flexibly created.
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Atmail’s SaaS Cloud offering can be priced with a minimum monthly fee with included usage and additional billable usage.
The ability to revise pricing and packaging in Zuora also allows Atmail to adapt and grow with the market.
It is now able to create offers in Salesforce.com bundling multiple products and rate plans corresponding to specific promotional campaigns and offerings.
Last month, Atmail’s first payment run was readily executed 30 days after the first account was added to Zuora.
In a second stage of deployment, later this year, Zuora will be used to improve product packaging and bundling via an online quoting and acceptance process.
Atmail’s reseller partners will also have visibility of the company’s product catalogue as well as their customer volume and can see all the latest product offerings and bundles available.
The platform will also provide Atmail with insight on customer growth, revenue, collection, churn and financial reporting.
Financial information pertinent to performing month end procedures produced within Zuora will be integrated to the Xero accounting system at the general ledger summary level.
Johnson said Zuora would bridge the gap between customers, the webstore and Salesforce.com, enabling the company to rapidly account for subscription revenue on an accrual basis.
"However, managing pay-as-you-go is a paradigm shift for mail service providers," he said.
"As a rapidly growing ISP market software provider we can now invoice on a monthly subscription basis. At the same time, our resellers can also invoice their customers with the same frequency and thereby match costs to revenue."