How Scalability uses Hyperline to unify their billing processes and reduce redundancies

A conversation with Benjamin Donteville, CEO @ Scalability

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About Scalability

Scalability is a growth-as-a-service provider that streamlines and automates sales processes to help organizations accelerate their funnels. By identifying suitable prospects at the right companies and engaging them effectively, Scalability enables businesses to generate additional revenue.

Initially operating as an agency, Scalability has expanded to include professional services and is now evolving toward a SaaS-based model. Supporting startups and scaleups with outbound prospecting, from market data research to automated outreach leading directly to meetings, Scalability serves notable customers such as Karmen, Brevo, PlayPlay, and GLS.

Their pricing model has evolved from a service-first approach to a balanced 80% product and 20% service offering, enhanced by technology to streamline processes. Currently, Scalability offers a standard plan that provides core value, with options to upgrade through modular add-ons and sales team licenses that unlock credits.

As they transition to a SaaS-based model, their pricing strategy has matured, initially undergoing frequent adjustments, then stabilizing, and more recently increasing in line with added features. Looking ahead to 2025, Scalability is considering a fully usage-based credit system to further enhance flexibility.

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Overcoming billing inefficiencies

Scalability initially relied on Pennylane’s billing module to invoice clients and soon added Oneflow to handle quotes. However, using these separate tools meant managing the entire billing process with disconnected systems that lacked product integration. This fragmentation forced the sales team to enter information twice - first in Oneflow for quotes and then in Pennylane to initiate subscriptions and generate invoices.

“Our sales teams had to enter the information once in Oneflow for quotes and then again in Pennylane to start subscriptions and generate invoices. It was extremely time-consuming and prone to errors”, explained Benjamin Donteville, CEO of Scalability.

Additionally, Pennylane’s module did not meet Scalability’s needs for dynamic pricing, pre-paid credits, extensive coupon management, or multi-phase subscriptions. “Our needs for coupons are very advanced; we needed a much more flexible tool to manage them all in parallel”, Benjamin added. Furthermore, the lack of essential integrations, such as with their CRM Salesforce, limited their ability to manage subscriptions directly from their primary business tools. These challenges highlighted the need for a more integrated and flexible billing solution to support Scalability’s growing and complex requirements.

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Choosing Hyperline

At the end of 2023, Benjamin and his team decided it was time to change tools to improve their internal billing process and simplify the daily tasks for the Sales, Finance, and Operations teams. During their benchmarking process, they quickly turned to emerging billing solutions. “We had heard about the gaps and frustrations created by the leading market tools, and it aligned with the company’s DNA to choose an early and innovative solution!” shared Benjamin. Thus, they compared Hyperline and Lago.

Beyond the product features that best matched their use cases, as a bootstrapped company, Scalability was particularly sensitive to pricing and sought a solution with fair, transparent pricing that could scale with them.

Thanks to Hyperline’s integrations, flexibility in managing coupons and subscriptions, and fair pricing, they decided to commit to Hyperline in January 2024. Onboarding was handled directly by revenue teams, including Benjamin, without any developer involvement. “Onboarding was really quick, it was honestly fast and we didn’t have to do much”, he added. The implementation was very smooth, notably thanks to the support team’s responsiveness during the transition.

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Switching to the all-in-one tool experience

Benjamin highlights several aspects of Hyperline that have significantly improved their operations. Creating quotes, managing subscriptions, and generating invoices all occur in the same place, which was a total game changer for Scalability.

“Since Hyperline, our teams perform the operations more seamlessly, and all data is available from one stage to the next in the customer account. It changes everything!” he explains.

The Salesforce integration allows Sales teams to independently manage their customer accounts, from generating quotes to sending invoices. Teams don’t need direct access to Hyperline and can use all necessary features directly from their usual tool, Salesforce, thanks to the widget. Having all billing data in one place provides a very clear view of active subscriptions, contracts awaiting signature, and more, making daily management much simpler.

The tool’s flexibility in managing subscriptions, especially the coupon catalog, has significantly simplified the billing experience for the sales teams. Finally, the support team’s responsiveness to any questions from the team has been outstanding, providing a direct communication channel during the implementation phase.

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Adopting Hyperline allowed Scalability to unify their billing processes, reducing redundancies and improving accuracy. The integrated system supports their ongoing growth and simplifies daily operations for their teams.