HubSpot automates its billing processes and systems — including NetSuite and SalesForce.com integration — using Recurly software.

“To streamline our operations and prevent problems, we need visibility, automation, and integration throughout the entire billing cycle. Recurly gives us all three.”

HubSpot has experienced meteoric success since its inception in 2006. The Cambridge, Massachusetts-based marketing and sales software company serves more than 11,000 customers in 65 countries. To support the company’s massive growth and fuel additional international expansion, HubSpot sought to streamline and fortify critical aspects of its operations.

“At HubSpot, our customers are our #1 priority, so it was imperative that we had a system to onboard, renew, and upgrade customers seamlessly,” says Maggie Fitzgerald, Business Operations Team Lead for HubSpot. “And that meant integrating and automating our billing systems and processes.”

HubSpot’s all-in-one marketing software helps companies attract leads and convert them into customers. The software, which facilitates everything from social media and email marketing to content management and web analytics, is delivered as a service on a subscription basis.

The company’s accounting provider did not allow for the automation and reporting, nor did it facilitate customer notifications or failed credit card payment notifications. Of the challenges, Fitzgerald explained “our team was spending a lot of time tracking down transaction issues and re-entering data by hand—it was inefficient for our company and for our customers.”

HubSpot started looking into dedicated billing and payment solutions in 2011. After evaluating more than a dozen options, the company chose Recurly subscription billing software.

Hubspot

Details

Using Recurly Since:
2011
Subscribers:
11,000+

Benefits of Recurly

  • Seamless integration between Recurly, NetSuite, and Salesforce.com
  • Easy access to account, billing, and payment data for internal teams and customers
  • APIs, documentation, and functionality that facilitated custom tool development and automation
  • Robust business intelligence that helps improve operational efficiency and customer support

Business Benefits

We had a lot of criteria, Fitzgerald says of the evaluation process. We were looking for security, automation, scalability, and reporting. Price was also a factor. Other billing solutions are more complicated and much more costly than Recurly.

Access to account, billing, and payment data was also a key priority. In parceling this information to HubSpot’s internal systems and teams, Recurly has become a valuable source of business intelligence that helps improve operational efficiency and customer support.

We wanted to utilize the data and serve it up internally to our business groups, from finance and operations to sales and support teams, says Fitzgerald. We also wanted it to be available to our customers, so they can easily access and update their account information without picking up the phone and calling us.

To enable this access, HubSpot created custom Java-based tools that integrate Recurly software with its NetSuite and Salesforce.com software. Using Recurly API documentation and push notification functionality, HubSpot developers built:

  • An online payment tool that is embedded in HubSpot’s software
  • A listener tool that receives push notifications and synchronizes all data
  • An importer tool that distributes the right data to the right systems

It’s a tightly integrated, closed-loop system, Fitzgerald explains. We use Salesforce as a frontend business development platform, NetSuite as a general ledger and financial reporting platform, and Recurly as the billing engine that drives it all forward.

From quote creation and customer onboarding to subscription billing and email notifications to financial forecasting and reporting, everything is integrated and automated. Account, billing, and payment data is synchronized and secure, and flows seamlessly through HubSpot’s backend systems and customer-facing software.

To streamline our operations and prevent problems, we need visibility, automation, and integration throughout the entire billing cycle. Recurly gives us all three.

Recurly has been so easy to use, not only for our developers, but also for our business teams and customers, Fitzgerald says. It has eliminated a bunch of manual steps and increased the speed with which we can close deals and get customers up and running.

The system doesn’t just facilitate payments, she adds. Due to the custom integration, it also automatically activates HubSpot’s software and gives new customers access and login details upon payment. What used to take days now takes minutes.

As a SaaS [software as a service] provider, collecting payments on a recurring basis is very important, and has a direct impact on our business performance, Fitzgerald says. To streamline our operations and prevent problems, we need visibility, automation, and integration throughout the entire billing cycle. Recurly gives us all three.

Recurly has been so easy to use, not only for our developers, but also for our business teams and customers.

Maggie Fitzgerald Business Operations

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