Overview

Subscript and Attivo first partnered in early 2023, when an Attivo client was looking for a better way to track their B2B subscription business. Subscript offered the best combination of automation, depth of analytics, and flexibility to meet the client’s needs.

Since then, Subscript and Attivo have worked together on 3 additional clients, for whom Attivo has transformed their billing, dunning, revenue recognition, and subscription metrics processes with the help of Subscript.

Clients have seen significant results, like saving 30 hours per month while reducing DSO and increasing confidence in their financial and billing operations.

The Challenge

One of Attivo’s clients, a rapidly scaling Series C unicorn, faced significant challenges as their business grew. As they expanded, their invoicing needs became increasingly complex, and their existing system—based on QuickBooks and spreadsheets—was no longer sufficient. The manual nature of the invoicing process, which involved copying data from Salesforce, was not only time-consuming but also prone to errors. The client recognized that to maintain their growth trajectory, they needed a more robust and scalable solution for managing their billing, dunning, and revenue recognition processes.

The client’s reliance on QuickBooks for invoicing, spreadsheets for metrics, and manual processes for both had created several critical pain points:

Manual Processes: The manual entry of data from Salesforce into QuickBooks introduced a high risk of human error. These errors sometimes led to incorrect invoicing, which in turn harmed client relationships and delayed revenue recognition.

Missed Dunning Processes: Without an automated dunning system, the client struggled to stay on top of overdue payments. This not only increased the time spent on collections but also led to cash flow issues, as unpaid invoices lingered longer than necessary.

Delays in Reporting: Without a system in place for reporting, all critical business reporting had to be done by hand, and checked meticulously before board reporting. This not only made it hard for the leadership team to operate, but created significant strain on operations.

Recognizing these challenges, Attivo set out with clear objectives to address the client’s needs:

Automate Invoicing: The primary objective was to replace the manual invoicing process with an automated solution that would integrate seamlessly with Salesforce. This would reduce the risk of errors and free up the client’s resources to focus on more strategic tasks.

Improve Dunning and Collections: A key goal was to implement an automated dunning process that would ensure timely follow-ups on overdue invoices, thereby reducing the time spent on collections and improving cash flow.

Streamline Revenue Recognition: As the client’s business grew, the amount of scrutiny on revenue recognition would only increase. A spreadsheet based process was manual, and therefore prone to error - they sought a process would be significantly more systematized, minimizing mistakes.

Takeaways

SUCCESS FACTORS

The success of the partnership between Attivo, Subscript, and the client can be attributed to several key factors:

Attivo’s Expertise and Client Trust: Attivo’s deep expertise in financial processes and their established trust with the client laid the foundation for a successful collaboration. The client’s confidence in Attivo’s ability to understand and address their specific needs was crucial in driving the project forward.

Close Collaboration: The partnership was characterized by close and continuous collaboration between Attivo, Subscript, and the client. This ensured that all parties were aligned in their goals and that the implementation process was smooth and efficient. This collaboration was particularly important for maintaining data integrity throughout the transition.

Tight Integration with CRM and General Ledger: A critical factor in the project’s success was the seamless integration of Subscript’s platform with the client’s existing CRM and General Ledger systems. This integration ensured that all financial data flowed accurately and efficiently, reducing the risk of errors and enabling real-time insights.

Data Expertise of Subscript’s Data Solutions Team: The expertise of Subscript’s Data Solutions team played a pivotal role in the success of the project. Their ability to manage and migrate historical data with precision ensured that the client had a reliable and trustworthy system from day one. This level of data integrity was essential for the client’s ongoing financial reporting and decision-making processes.

LESSONS LEARNED

The success of this partnership highlighted some of the lessons that Attivo and Subscript have brought on to additional partnerships since.

Managing Complex Data Migrations: The migration of historical data was a complex task that required meticulous planning and execution. Ensuring data integrity during this process was challenging but essential. The lesson learned was the importance of having a dedicated team with deep expertise in data management to handle such migrations, ensuring that no details are overlooked.

Communication is Key: Throughout the project, maintaining clear and open lines of communication between Attivo, Subscript, and the client was vital. Any miscommunication could have led to delays or errors, particularly during the integration phase. This experience underscored the importance of regular check-ins and updates to keep all parties informed and aligned.

Flexibility in Implementation: The project highlighted the need for flexibility in the implementation process. As the client’s needs evolved, both Attivo and Subscript had to adapt their approach to meet these changing requirements. This experience reinforced the value of having a flexible, client-focused strategy that allows for adjustments as the project progresses.

These success factors and lessons learned have not only contributed to the positive outcomes of this partnership but also provided valuable insights for future collaborations, ensuring continued success in similar projects.

Conclusion

SUMMARY OF BENEFITS

The partnership between Attivo and Subscript brought significant benefits to the client, as well as to both companies involved. For the client, the collaboration resulted in a streamlined, automated invoicing process that eliminated manual errors, improved the accuracy of billing, and ensured timely revenue recognition. The integration of Subscript’s platform with the client’s CRM and General Ledger provided seamless data flow and real-time insights, empowering the client to make informed decisions based on reliable data. Additionally, the successful migration of historical data ensured that the client had access to trustworthy information for strategic planning, management meetings, and board presentations.

For Attivo, the partnership reinforced their position as a trusted advisor, capable of delivering comprehensive financial solutions that meet the complex needs of their clients. The collaboration with Subscript allowed Attivo to offer enhanced services, addressing not only the financial aspects of the client’s business but also providing technological solutions that support scalability and growth.

Subscript benefited from this partnership by demonstrating the strength and flexibility of its platform in addressing real-world business challenges. The successful implementation showcased Subscript’s ability to integrate with existing systems, manage complex data migrations, and deliver value through automation and efficiency improvements.

NEXT STEPS

The success of this partnership underscores the value of choosing the right technology and financial partners to support your business’s growth. If your company is facing similar challenges in managing billing, dunning, revenue recognition, or subscription metrics, we encourage you to explore how Attivo and Subscript can help.

Learn more at:

🌐 https://attivopartners.com 🌐 https://www.subscript.com

About Attivo Partners

Attivo Partners is a full-service finance and accounting firm that specializes in supporting startups and emerging growth companies. They offer a comprehensive range of services, including accounting, FP&A, and strategic CFO support to help founders navigate the complexities of building and scaling their businesses.

One of the key differentiators of Attivo Partners is their focus on building long-term relationships with clients. They embed themselves directly within client teams, fostering partnerships based on trust and credibility that often span multiple years and companies. Attivo takes a data-driven approach to decision-making, leveraging client data and industry benchmarks to provide insights that drive substantive improvements in performance. The firm prides itself on maintaining a growth-focused mindset and a collaborative environment, which allows Attivoto deliver high- quality outcomes for their clients while continuously developing their team’s expertise.

About Subscript

Subscript is a subscription management company that specializes in automating invoicing, dunning, revenue recognition, and subscription metrics specifically for B2B SaaS businesses. By providing a modern and flexible platform, Subscript aims to streamline the billing process, allowing companies to save significant time— over 20 hours each month—by reducing manual tasks such as sending invoices and managing data. This efficiency enables finance teams to focus on strategic priorities rather than administrative burdens, ultimately enhancing productivity and decision-making capabilities.

In addition to its invoicing features, Subscript offers robust, compliant, auditable revenue recognition capabilities. This automated revenue recognition system helps businesses properly allocate revenue over time, reducing the risk of errors and simplifying the often complex process of managing deferred revenue. Furthermore, Subscript provides deep insights into key financial metrics such as Annual Recurring Revenue (ARR), Customer Acquisition Cost (CAC), and Lifetime Value (LTV). These analytics, combined with precise revenue recognition, are crucial for businesses to understand their performance at a granular level, which helps in making informed decisions that can impact growth and investor relations. The platform is a vital resource for finance leaders, ensuring that they present accurate metrics to stakeholders, maintain audit ready financials, and make data-driven strategic decisions based on a comprehensive view of their financial landscape.