BillingTree

“Sometimes we think that we have to conform our business to the ‘new way of doing it’ but we lose sight of the fact that it’s the old way that got us there.  With Agreement Express we were able to bring our way of doing business to the new way of doing business.  The faster, cheaper, easier and ultimately better way.”
Justin Gray, VP Sales, BT

 

The Client
This Independent Sales Organization recognized that customer flexibility was key for its market.  Leveraging their relationship with Global Payments met the demands of the their clients with agreements that fit their customer; no two would be the same.  But flexibility has a cost, and the price that was being paid was control.

So that Billing Tree could continue to grow its business, with the same formula that had gotten it to where it is today, with help from Agreement Express they established a new way to ensure adoption, strike while the iron’s hot, and save money. 

Billing Tree focuses on the often hurried world of electronic payments.  Its comprehensive suite of payment options and gateways are designed to enhance the speed and efficiency by which a company receives and processes payments.  Known for creativity and excellent customer service, Billing Tree faced the challenge of automating its merchant agreements and closing deals faster while maintaining the flexibility it had become known for.

 

The Opportunity

Striking while the iron is hot in the sales cycle is critical, but so is time to revenue.  Billing Tree needed to close the loop on sales documents, which meant being able to generate customer agreements while sales reps were on the phone and send them instantly.  Plagued with a loss of control, “best practices” were being replaced by “get it done practices” and visibility into the pipeline was going out the window.  The manual process of emailing or faxing contracts was the place to begin – Billing Tree didn’t want to change the way their team came to agreement with their customers, they only wanted to control the process.  Finding a way to keep visibility into every contract that was sent would give control, and automating all the manual steps would force a consistent practice, visible in their CRM, without needing a policy manual, was essential  so the sales people could get back to what they do best – sell.

 

The Results

• Being able to see the pipeline in real-time allowed management to forecast more accurately and bring visibility into deals that were stuck and stalled.
• Billing Tree went green by eliminating the emissions from courier trucks, paper production and transportation to off-site storage – and saved a bundle in the process!
• Cash is king, and time to revenue improved by more than 50 percent.
• Doing the same work twice, and re-entering information into a CRM just doesn’t make sense. 
• Billing Tree eliminated 80%percent of errors on forms and all data entry over night.
• Billing Tree was able to reduce the time it took to contract with new customers by 40 percent and that simply means more business for them.
• Eliminating the manual steps made the new process easier than the old, resulting in immediate adoption by all of the sales people and created an instant following for the new Best Practice.

The Process
Going paperless isn’t supposed to mean change everything, it’s supposed to be about doing something in a better way.  Just like faxing made more sense than mail, and email more sense than faxing, going paperless should make more sense than all of them.
Switching from mail to fax didn’t require you to stop writing letters or getting agreements signed. Going paperless is simply a more efficient and cost-effective way of doing business.  

Copyright 2010 Agreement Express