How Qobra uses Hyperline to establish a future-proof billing system

A conversation with Thomas Mesnil, Revenue Operations Manager at Qobra

About Qobra

Qobra is a sales compensation platform that simplifies commission management for growing revenue teams. Designed to replace Excel chaos with automation, transparency, and reliability, Qobra helps teams stay motivated and aligned, driving growth at every stage.

Trusted by leading tech companies like Contentsquare, GoCardless, Doctolib, and Pennylane, Qobra empowers Sales Ops, Sales, and Finance teams to save time, gain visibility, and control commission payouts effortlessly.

When pricing reflects growth

Qobra started with a simple pricing model: one plan, one price per license. While this straightforward approach worked initially, addressing diverse customer needs—including varied usage, perceived value, and willingness to pay—required a more flexible system. To bridge the gap, the team introduced discounts to align pricing with customer requirements, especially as Qobra expanded into new markets like the UK.

Looking ahead to 2025, Qobra plans to align its pricing more closely with its growing product value, supported by the launch of new features. The team sees tiered pricing as the way forward—offering a tailored approach based on geography, industry, and company size in a period of strong growth.

Why billing shouldn’t be so hard

With this flexible pricing, maintaining a layered system over time has become challenging. Antoine, the CEO, had handled this topic since Qobra’s start. What began as a relatively simple process turned into a fragmented machine spread across multiple tools—difficult to maintain in the long run.

Thomas, Revenue Operations Manager, shares an anecdote from his very first day at Qobra:

“On my first day, I asked my CEO, ‘Okay, what thorn can I remove from your side?’ and the response came quickly: billing.”

Indeed, Qobra’s billing process had grown rigid, involving three separate tools that didn’t fit the use cases of a rapidly scaling company—requiring substantial manual input. Their stack consisted of:

• An accounting tool—Pennylane—to generate invoices one by one
• A massive spreadsheet containing all client information, including the number of licenses and often-negotiated rates
• A Notion page with every billing detail: payment intervals (monthly or annually), upfront payment options, and contract terms

“This process was a nightmare. I had to enter all the billing details, invoice by invoice, into Pennylane. It was a huge time sink and especially prone to data-entry errors”, Thomas admits.

Making billing effortless again

Thomas joined Qobra to lead all Revenue Operations initiatives, including the entire quote-to-cash process. After managing billing from start to finish for three months, he reached a clear conclusion:

“I realized the scale of the project and quickly understood how important it was to automate this process from A to Z.”

He then set out to find a market solution with two main objectives: spend as little time as possible on billing and minimize the risk of errors.

Traditional solutions, like Chargebee, were quickly ruled out for being too complex and time-consuming to implement, and new players were usually falling short, lacking critical features such as the ability to generate and send quotes directly from the billing tool.

“With those tools, I realized right away that we’d need another solution alongside them for quotes, and there was no way we were going to implement a CPQ solution on Salesforce”, Thomas adds.

Hyperline soon emerged as the ideal solution—simple to implement and ready to scale with the business.

“I immediately recognized the value of a tool like Hyperline: we can move faster, adopt the tool quickly, and do it without involving tech resources in the project—definitely a plus.”

Building an error-proof billing process with Hyperline

Implementing Hyperline at Qobra drastically reduced the time Thomas spends on quote-to-cash each day. He now has a reliable tool that consolidates all data in a single place, serving as a single source of truth.

Hyperline was the only tool on the market that fully met Qobra’s requirements, especially as the company continues its international expansion:

• A fully automated process—from start to finish—that eliminates manual entry and only requires a final review if needed
• Seamless multi-currency management
• Integrations that connect with Qobra’s existing ecosystem (Pennylane, CRM, etc.)
• Strong flexibility to accommodate future use cases, such as handling exceptions for historical customers or offering customized pricing for key accounts

A major selling point for Thomas was the promise of a consistently available and impeccable customer support:

“When it comes to something as important and stressful as billing, having solid support and quick response times isn’t just a bonus. At Hyperline, that level of reactivity makes all the difference in day-to-day use”, Thomas notes.

Conclusion

By automating the quote-to-cash process with Hyperline, Qobra now operates from a single source of truth that minimizes manual input and errors while seamlessly integrating with the rest of its tech stack. With Hyperline’s strong customer support and flexible architecture, Qobra can continuously refine its billing strategies, handle diverse currency and discount requirements, and easily adapt to future needs in different markets and industries—keeping billing both simple and scalable.

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