Secureframe is the leading, all-in-one governance, risk, and compliance platform that enables its customers to achieve and maintain security and privacy compliance with speed and ease. The company operates within a SaaS model, and recently experienced tremendous growth as organizations turned to them for a way to adhere to constantly evolving standards. Secureframe found itself wanting to expand its platform and product offering to meet customer needs, but the company felt stuck using a monetization platform that lacked any kind of flexibility or ability to scale.

“We’ve really expanded our product offering with customer-driven innovation after innovation, making our revenue model more complicated today than it was even just six months ago,” said Lauren Feeney, Financial Controller at Secureframe. “Zuora is definitely supporting our hyper growth in an automated fashion like never before.”

Secureframe identified three particular problem areas that needed to be addressed. The first was a lack of billing controls that would enable the company to offer a well-defined product catalog. “The availability of greater controls was an all-encompassing issue,” Feeney said. “We needed a defined product catalog all the way down to criteria like discounts, net terms, etc.” 

The second was a need for a more sophisticated tool that could provide revenue recognition and align with GAAP standards under differing scenarios. “In addition to SaaS, we also offer one time services, and there was a lot of complexity around bundling products and making sure that revenue recognition was always in line with accounting standards,” said Feeney.

Third, Secureframe uses Salesforce and needed a monetization platform that could easily integrate and produce a streamlined sales cycle from start to finish. “Our finance team needed greater visibility into each component of a quote, but also full integration with Salesforce so we could have greater control over a sale,” Feeney explained. “With our old solution, there was no integration, so our outsourced team was manually taking signed contracts and keying them into the system. This introduced the opportunity for human error and sloppy data entry.”

For Secureframe, choosing Zuora was an easy decision. It was clear that Zuora offered a centralized solution that would allow Secureframe to quickly scale for customer growth and new product offerings, while providing revenue recognition in differing sales scenarios and integrating seamlessly with Salesforce.

One of the largest benefits Secureframe has experienced by using Zuora is having more parameters and controls in place for the sales team, allowing them to use only the most current products to create quotes. “What helps me sleep at night is that there are greater controls in place,” said Feeney. “With Zuora CPQ, the sales team has clear guard rails in place and can’t sell things that are on the roadmap, but not yet available. We now have much more oversight upstream in the sales process.” 

With Zuora Billing, Secureframe has been able to rely on one automated tool to track revenue recognition and continuously adhere to GAAP standards, while billing and invoicing for a wide range of products at a much higher volume.

In addition, Secureframe has seen huge increases in employee efficiencies. Employees no longer have to spend hours manually entering billing data as a workaround for incompatible systems or correcting data-entry mistakes. Where employees originally had to work with an offshore support department that didn’t always understand the issues at hand, Zuora now provides Secureframe with an automated billing system that decreases the need for external support in the first place and offers complete, 24/7 support.

One surprising benefit that Secureframe didn’t expect by shifting to Zuora was such a straightforward solution to partnership billing. With Zuora, a Secureframe salesperson can easily create both a subscription owner and an invoice owner within the same customer account. “I thought it would be much more involved to facilitate partnership billing, but it has been such a light lift and an easy, out-of-the-box solution,” Feeney noted.

Looking forward, the Secureframe team recognizes that Zuora will set them up for future growth and success. ““It’s reassuring to know that what we’ve set up with Zuora will help us continue to scale our business to meet the needs of our growing global customer base,” said Feeney. “We know that Zuora will give us the support we need as we continue to expand our platform, products, and revenue streams to support customers all around the world.”