7 Ways to Land Retainer Deals From Current Clients

Ever had a client that didn’t pay you for weeks? Or months? Or… longer?

If you’ve had a services business for a while, you know the frustration of unpaid client invoices.

You’ve done the work. You just don’t know when you’ll get paid.

It doesn’t have to be this way.

The answer?

Recurring revenue.Read More

Curing the Cash-Flow Stress of Marketing Agency Owners

Cash flow is the bane of nearly every marketing agency owner. One survey shows that two thirds of marketing agency owners consider unpredictable cash flow one of their top three challenges, and 19% of them called it their top concern.

That makes sense, because when you can’t predict cash flow then you can’t plan for the future. Can you afford to bring on another full-time copywriter? “I don’t know.” How many billable hours will the advertising team have next month? “No lo sé.” Will we collect enough revenue to cover salary, contractors, and overhead next quarter? “Je ne sais pas.”Read More

How to Stop Chasing Payments

The invoice due date came and went. Now the thoughts creep in:

“It’s only been a day, no reason to alarm anyone just yet.”

“It’s been a week… Maybe I should say something? Would that seem desperate? I’ll just wait a bit longer.”

“It’s been two weeks since the invoice was due; I should definitely say something now. So, how do I phrase this nicely?”

You’re not alone. In 2012, the Wall Street Journal reported that around 64% of small businesses have invoices that go unpaid for 60 days or more, and 14% of small business owners said that late payments are their biggest business challenge.Read More

Rectangular panel with flames in the background. Copy says "you won't believe what this saas company did."

You Won’t Believe What This SaaS Did

Recently we encountered a few SaaS companies that exhibited what we consider to be bad SaaS behavior.

Doubts crept in. As painful as it is to admit, we’re not always right. Perhaps we’re just easily offended. Why would a SaaS operate in a manner so counter to driving growth?

So we consulted the interwebs and its collection of SaaS-related content for a second opinion. While not all of the over 5,000 SaaS “influencers” are like SaaS savant Lincoln Murphy or the wizards at Price Intelligently, not one recommends the practices we share with you here.

Just say no to bad SaaS behavior.Read More

stage with two large screens

ChargeOver’s Big Win for SmallBiz at QuickBooks Connect

Welcome to the QuickBooks Connect Hackathon

Keith Palmer Jr. and Ryan Bantz, our co-founders, spent early last week at the 2015 QuickBooks Connect event. Over 5000 accountants, bookkeepers, small business owners, and app makers attended this year. It’s kind of a big deal.

multicolor unicorn with the caption "day of the dev"The co-founders first stop at Connect was the QuickBooks Hackathon.

For Keith, Ryan, and 152 other developers, this year’s QuickBooks Hackathon was an opportunity to build something awesome, to spend 30+ hours communing with code, to drink way too much caffeine, and come up with something great for the Intuit App Center.Read More

Newly mown fields with blog title embossed over it

How to Retain Clients When You Switch to Recurring Revenue

Transforming your small business or professional services business into a recurring revenue model business? Smart.

Carefully managing that transition so existing customers will accept the change? Very smart.

Alienating an existing customer while your company makes this switch is all too easy to do. A few proactive steps can make sure that customers — perhaps the same customers you have faithfully served for years — won’t feel any pain.

In this post, we’ll assume that you have selected your recurring products or services and priced them.

What lies between your business and recurring revenue now? Customers.Read More

calculator and laptop on business desk with title overlay

15 Unbelievably Useful (& Free) Business Startup Calculators

Why We Searched for Business Startup Calculators

No one on our team loves Excel enough to build spreadsheets from the ground up. Besides, we can find more productive uses for their talents than duplicating the business startup calculators that others have shared on the Internet.

Here’s the best of what we found on our search for business startup calculators. Most of these tools have a lot more than equations to offer. It turns out that the wisdom and experience of their makers can’t be duplicated.
Read More

large leaking pipe

Try This Foolproof Method to Detect Hidden Productivity Leaks

Are Productivity Leaks Lurking in Your Business?

If you answered “no” to that question, you’re still reading because. . . why, again? Seriously, productivity leaks happen to the best teams in the world. It’s not just you. How do you think we know about this stuff?

Good news: we’re here to help with an easy exercise to identify your worst productivity leaks. No consultants or safety equipment required.

Read More

several men dressed in casual athletic gear struggling through a mud pit

Why Startups Are Like Tough Mudder

Tough Mudder is Intense

It’s a 12-mile course that forces “mudders” to face their fears — of heights, suffocation, abandonment, and more — by overcoming twenty or more obstacles.

ToughMudder logoConsider the “Funky Monkey,” a set of monkey bars (greased up with butter and mud) hanging over a pit of cold water. Perhaps “Electroshock Therapy,” where live wires dangle above a pit of (surprise!) mud is more your style.

We humbly suggest that Tough Mudder isn’t the way ordinary people spend a summer day.

Yet ChargeOver’s co-founder, Keith Palmer Jr., is a four-time veteran mudder. Next summer he’ll complete two Tough Mudders.

He thinks it’s not a big deal.

The ChargeOver workspaces are “monkey bar-free” (so far, anyway), but overcoming obstacles is something we do as startup founders and team members every day.Read More

Text only blog title 10 Way to Sell SaaS to Reluctant Prospects

10 Ways to Sell SaaS to Reluctant Prospects (Infographic)

Sell SaaS When You Least Expect It

In today’s infographic, we’re sharing what we have  learned about how to sell SaaS to reluctant prospects. Some prospects don’t have much experience with SaaS yet. Hard to believe, but true.

A lack of experience is just one explanation for a SaaS buyer’s reluctance. A bad SaaS experience is even more problematic.

Depending on how high-touch your sales process is, figuring out why our prospects are holding back is no small task. Get a head start and set yourself up minimize common issues of prospects who aren’t SaaS-savvy. Here are 10 tactics that we recommend.Read More

Life preserver in churning water

SaaS: How to Automagically Prevent Non-Payer Churn

SaaS non-payers are the cruelest joke in our industry. Many businesses choose a recurring billing or subscription billing model because they won’t have to deal with things like collections. Unfortunately, payment problems are all too common in SaaS.

“Unintentional churn is surprisingly common and one of the more preventable issues to address.”

–Leo Farina, Founder, SaaSMetrics

As Leo Farina notes, unintentional churn is preventable, and we’re going to show you just how to do it. Here’s a solution that makes working with SaaS customers who have payment issues easy and painless.

Read More

Tech dive into the ChargeOver REST API for metered / usage billing

SaaS businesses and utility companies are typical users of metered billing. Metered billing has significant advantages for businesses and their customers. Customers can economize by paying only for what they need. At the same time, SaaS and other businesses can compete in crowded marketplaces with flexible offerings that are lower in cost and pay-as-you-go.

Often developers and business owners ask if ChargeOver supports metered billing (also known as usage-based billing or variable billing). The answer? A big YES! ChargeOver absolutely offers metered billing, and it’s pretty slick.

If you’re a techie and need an automated way to charge per gigabyte, per minute, per user, or per hour, this article is for you.

Since you already know what you need, let’s just skip to the good part: the making things work part.

What are we going to build?

We’re going to build a simple but powerful integration between an external service and ChargeOver for metered billing. Read More

Startups Should Code Later, Experiment Now

Code Always Seems Like the Answer

Code is what drives of developer-heavy SaaS startup team. Most of the answers we seek are in the code we already have or in writing more code. So when someone like lean startup expert Grace Ng advises us to test product concepts with a few web pages and a web form (read: NO CODE), we’re less than enthusiastic.
Read More

Quick Recurring Billing Product Update

April has been a busy month for team ChargeOver, but a productive one. We just released a few minor product updates that we’d like to share.

Added support for advanced tax scenarios

Some states (such as Texas) have non-standard tax scenarios where certain percentages or dollar amounts of the total product or service billed is tax exempt, but the remainder is taxable. ChargeOver now supports these tax scenarios. It’s the least we can do!

Squashed a bug in custom welcome emails

When you get a new recurring billing customer, ChargeOver customers can choose to automatically send that customer a default or customized email. There was a bug in the selection of default v. customized email. Yikes! That bug is no longer.
Read More

Get the Right Recurring Billing Solution: A Growth Story

A firm that more than doubles its account base year over year is doing a lot of things right. Security Alarm Now, the 2nd largest authorized dealer of ADT security products and services in the world, is such a company, and ChargeOver is proud to be one of its secret weapons.

Here’s how ChargeOver helped transform a small problem into a big opportunity.

Preparing for (More) Growth

Troy

Troy Nield, Sr. Accountant,   Security Alarm Now

Security Alarm Now’s senior accountant, Troy Nield, joined the company in 2013. Shortly thereafter, he was asked to assess alternatives to the company’s legacy recurring billing software, a security alarm industry-specific tool called ProBill. The reason for the change? Growth, and lots of it.

At that time, Troy’s team charged each account manually, doing look-ups to check for past-due amounts. Soon, the team could not finish all of the invoicing on a single day. So invoicing was split into two billing days. This stopgap caused problems with prorating, which then had to be done manually with Excel.

As [we] started to grow… it just became ineffective. You can’t just manually manage a process like that when it becomes more than… a couple hundred customers. Even then, it was probably not effective enough.Troy Nield
The potential for error – and exhaustion – in this scenario were high.
Read More

The Case For Automated Dunning

Do you spend time on the phone following up on accounts that are behind and writing emails on past due accounts?  Wouldn’t it be nice to have an automated process that would take care of this for you?  Well, you’re in luck because that is what automated dunning can do.

The benefits of an automated process:

  • Increased cash flow – automated dunning increases cash-flow by making sure payments aren’t missed and forever left unpaid.
  • Time Savings – now you have more time to focus on other tasks
  • Lower costs – you no longer need administrative time/help to follow up on past due accounts

Let’s look at an example: Joe’s Security Alarm company bills 200 customers on a monthly basis. Joe’s average invoice to his customers is $29.95 per month.

bill paidApproximately 5% of recurring payments per month will not be collected. This is due to a variety of reasons:

  • credit cards expiring
  • credit cards temporarily over their limit
  • credit cards being replaced

What is the key to collecting those missed payments? Consistency! If you let customers miss a payment here and miss a payment there they will miss payments more and more often. With automated dunning your customers will receive regular communications on those unpaid amounts, without taking up your valuable time.

ChargeOver is experienced in automated dunning and ready to help you automate the collection of missed subscription billing payments.

What You Need to Know About Compliance Fees

imgres

Do you have compliance fees on your credit card processing statement?  Do you know what they are? If you have them on your statement you should definitely educate yourself.  Call your processor and find out what you are getting for this fee. 3 might be:

1. PCI Non-Compliance Fees: Visa and MasterCard do not charge businesses or processors a fee for PCI non-compliance. However, the cards brands may impose compliance fines if non-compliance leads to a security issue or breach.  PCI non-compliance fees typically range from $10 to $30 a month, but can go as high as $100 a month for processors.  Sometimes you have have both!  Typically, it’s a source of profit for the processor.  If you are being charged this fee call your processor and find out what you need to do to be compliant. Most often the process is painless and should be completed to avoid unnecessary fees.

2. Data Breach Insurance: Some processors offer this for a monthly/annual fee.  However, this does not guarantee you will be covered in the event of a data breach.  This insurance also does not cover you for being out of compliance  If you are being charged for this, get the terms or details.

3.  Compliance Support: A typical annual fee for any type of support that you may need.  For example, when your processor contacts you, helps you, answers questions, educates you, etc.  The problem is that many processors don’t hold up their end of the bargain offering you something for the fee you are paying.

Bottom line: If you don’t understand the fees you are being charged call your processor to get more information. You might be paying unnecessary fees!

Heartbleed Vulnerability

As reported in the news this week, a major vulnerability nick-named “heartbleed” was reported in OpenSSL, the open source cryptographic library used by websites around the world to protect users information being transmitted over the internet. The heartbleed bug impacted an estimated 2/3rds of all websites including Google, Facebook, Yahoo, and Wikipedia.

We’re writing to let you know that NO systems which store or have access to customer information were running the offending versions of OpenSSL. You can be assured that all of your information and your customer’s data is secure.

3 Important Notes:

  1. The ChargeOver platform was NOT affected by this vulnerability.
  2. As a precautionary matter we have rekeyed our SSL certificates to ensure full security.
  3. It is recommended that you change your password. (As a precautionary matter)

If you use the same password across multiple sites, that information may have been compromised and they may use it to access your ChargeOver account.

 

Please contact us at support@chargeover.com if you have any questions or concerns.

ACH Payment Savings

Most of our customers accepts credit cards. Very few of our customers accept ACH or electronic check- more should. There is a huge savings if you process your transactions via ACH or electronic check.

This month we took a close look at fee differences between credit card processing and electronic check processing otherwise known as ACH (automated clearing house).Read More