Projects Archive - Subscription Factory
Radiuz Case

Radiuz Case

“As a B2B company, we had a billing platform – but we outgrew it: it could not scale to help us quickly launch our B2C offering which required  high volumes”

Radiuz CEO – Victor van den Berg

 

Transport

Radiuz

The Customer

Radiuz is a Dutch Mobility As a Service (MaaS) Providor. MaaS is an emerging service industry that is disrupting existing transportation sectors, evolving the way in which consumers get from A to B. From autonomous vehicles to subscription car services to bike sharing.

 

The Challenge

As a B2B company Radiuz was using a homegrown platform that limited their growth in the B2C space. Using its homegrown billing system, Radiuz estimated that it would have taken their IT team more than a year to launch its B2C offering.

 

The Solution

Subscription Factory’s core focus was the delivery of an end-to-end architecture and the full Zuora setup. The result was a Zuora billing engine in combination with a custom subscription check-out and shopping experience, delivered within four months.

 

 

The Benefits

The implementation of Zuora Billing has enabled Radiuz to centralize its customer data in one system. This gives Radiuz the ability to see when and where which customers are spending time on the 25 different mobility suppliers on their platform, from public transport to Uber to related mobility services like parking.

Radiuz

Founded in 2009, Radiuz spent six years building a platform for mobility solutions. In 2016 it was acquired by AutoBinck Group, the oldest “start-up” in the Netherlands. With 110+ years of experience, AutoBinck recognized the need to prepare for a different future to secure its position as a leading mobility service provider. So it began to acquire and consolidate adjacent businesses — from the largest echarging company to the largest peer2peer car sharing platform in Europe.

When Radiuz was acquired, it operated in a B2B environment, providing business customers with access to transport and related services like fueling and parking. In the first 2 years under AutoBinck, Radiuz grew from 2000 users to 50,000, but Radiuz saw great growth opportunity in the B2C market.

While Radiuz saw demand for easier, faster, simpler, and cheaper access to mobility options from individual consumers, B2C involved greater complexity and risk than Radiuz was used to. Rather than sending one bill to businesses for multiple employees, Radiuz needed the ability to send a large volume of invoices every 10 minutes to individual consumers, consolidating different providers and different plans into individual bills.

But, according to Radiuz CEO Victor van den Berg, “The homegrown billing system we had built for our B2B business couldn’t scale to support our shift to B2C.”

The existing solution was fine for absorbing data and handling large transactions without differentiating price levels. But to provide a good customer experience, Radiuz needed the ability to segregate between different customers without impacting the entire population.

So they headed to Google! In researching solutions, Radiuz discovered that what they needed was something called “subscription billing.” And that lead them to Zuora, the leading subscription billing platform.

In less than 4 months, using Zuora Billing, Radiuz launched its B2C offering. According to Van den Berg, “Launching this new offering on our homegrown system would have taken us at least 12 months. And a year for a start-up is forever!”

Now on Zuora, Radiuz is focused on customer insights and activating its current base. It’s able to run scripts to see which customers are spending time where and when. And it can act on usage data quickly — spinning up new pricing plans and trials within an hour to try to influence metrics.

With 25 different mobility suppliers on the Radiuz platform — from public transport to Uber — Radiuz can differentiate price for services, groups, and markets. And the benefits of Zuora extend throughout the organisation. Not only can line of business owners move more quickly to make pricing changes, but the finance and tech organisations also have greater agility. As Van den Berg notes, “With Zuora, we can put our CFO and CTO at the handlebars, giving them the freedom to experiment.”

Notes van den Berg, “Zuora enables us to provide better access to core services and focus on providing solutions for our customers. In short, Zuora enables us to be in business.”

Radiuz Subscription Factory

“To try to launch a B2C offering on our homegrown billing system wasn’t realistic. It would have taken more than a year — which is forever for a business like ours. With Zuora it took less than 4 months to launch.” – Victor van den Berg, CEO Radiuz

Healthcare

Philips

Radiuz Subscription Factory

Philips is fully committed to the process of reinventing monetization models for personal healthcare products and services.

Domestic Appliances

Miele

Subscription Factory Miele

The launch of new subscription models that aligned with Miele’s new IOT strategy and the need to strengthen customer relationships, starting with Smart Oven solutions.

 

Transport

DAF trucks

Subscription Factory DAF

The innovation of new monetization models, driven by the introduction of connected services and an IOT strategy.

 

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© Subscription Factory.

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 


© Subscription Factory

DAF Case

DAF Case

Digital technology is at the centre of subscription models today leading to improve user B2B experiences and efficiency.

 

Transport

DAF Trucks

The Customer

DAF Trucks is a Dutch truck manufacturing company and a division of Paccar US, manufactur of great brands like Peterbilt and Kenworth. DAF’s headquarters and main plant are in Eindhoven.

 

The Challenge

The innovation of new monetization models, driven by the introduction of connected services and an IOT strategy. The core rationale behind the strategy: Why give away data for free when you can monetize the value that it offers to customers?

The Solution

In less that 14 weeks, Subscription Factory applied the Zuora billing engine in combination with a custom subscription check-out and shopping experience. Now, fleet owners are fully in control of the connected services they want to enable per vehicle, and they are invoiced accordingly.

The Benefits

Following the introduction of the first subscription models for connected services, further services can be introduced when a new end-to-end solution is fully designed. This will make it easier to manage and forecast vehicle maintenance and driver behavior.

Healthcare

Philips

Radiuz Subscription Factory

Philips is fully committed to the process of reinventing monetization models for personal healthcare products and services.

Domestic Appliances

Miele

Subscription Factory Miele

The launch of new subscription models that aligned with Miele’s new IOT strategy and the need to strengthen customer relationships, starting with Smart Oven solutions.

 

Transport

DAF trucks

Subscription Factory DAF

The innovation of new monetization models, driven by the introduction of connected services and an IOT strategy.

 

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© Subscription Factory.

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 


© Subscription Factory

Philips Case

Philips Case

“The idea behind our subscription services is to shift from selling a physical product to providing a holistic solution that creates ongoing consumer value and engagement.”

Gil Adato, Vice President of Digital Health at Philips

Healthcare

Philips

The Customer

Philips is a Dutch multinational corporation headquartered in Amsterdam. Formerly one of the largest electronics companies in the world, Philips is currently focused in the area of health technology, with other divisions being successfully divested.

The Challenge

Philips is fully committed to the process of reinventing monetization models for personal healthcare products and services. The key rationale behind this strategy is to re-engage their customers and  build a long-term relationship for every phase in a human life.

The Solution

Subscription Factory applied the Zuora subscription billing engine in combination with a custom developed subscription check-out and shopping experience. This enabled us to deliver and launch the first MVP initiatives – for Lumia hair removal devices – within 16 weeks.

The Benefits

The rapid launch of the first initiatives and the integration of the end-to-end subscription management solution established a solid base from which to expand and empower Philips’ presence in the global Subscription Economy.

 

Transport

Radiuz

Radiuz Subscription Factory

As a B2B company Radiuz was using a homegrown platform, which was giving limitation for grow in the b2c space.

 

Domestic Appliances

Miele

Subscription Factory Miele

Driven by an IOT strategy and the need to strengthen customer relationships, subscription models are launched, starting with smart oven solutions.

 

Transport

DAF trucks

Subscription Factory DAF

Driven by  the introduction of connected services and an IOT strategy, new monetization models are born.

 

Back to the cases


© Subscription Factory.

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 


© Subscription Factory

Konecranes Case

Konecranes Case

“Our existing ERP system was not able to adress our needs in term of flexibility. We needed a solution that could handle much larger numbers of product types and subscription durations on the same platform”

Raheel Farhat – Digitalization & Transformation Lead, Konecranes

 

Internet of Things

Konecranes

The Customer

Konecranes is a world-leading provider of lifting solutions for manufacturing, shipyards, ports and terminals.

The Challenge

After digitising its equipment, Konecranes needed the infrastructure to help monetize the value of data for its customers. Subscription Factory, working with Zuora global service teams, made it possible.

The Solution

The Zuora platform enabled Konecranes to shift from a one-size-fits-all annual contract model to flexible monthly subscriptions that can be customized for each customer’s needs.

The Benefits

In just one year, Konecranes was able to go to market with 100% more product rate plans. This helped contribute to a year-on-year increase of 29% in active subscribers and a 10% increase in new subscribers.

Finland-based Konecranes is a world-leading provider of heavy lifting solutions for manufacturers, shipyards, ports, and terminals. The business has three components: industrial equipment, service and spare parts, and integrated port solutions for container handling. The company has 18,000 employees in 50 countries, with total sales in 2019 of €3.3 billion.

Konecranes saw the benefits of the Internet of Things (IoT) for their business. From smart lifting equipment, to predictive maintenance services, to the automation of its port systems, digitized offerings were a clear opportunity to grow its business and stay ahead of the competition.

As Raheel Farhat, Digitalization & Transformation Lead at Konecranes notes: “We had 47,000 users who could benefit from the data of 29,000 customers. The question was, how do we monetize these benefits?”

The heaviest lift in Konecranes’ transition to the IoT turned out to be their subscription contract model. After all, subscriptions weren’t new to Konecranes. They had been providing maintenance services for years via a one-size-fits-all annual contract.

The problem was, this model didn’t provide enough flexibility. Digital services are subject to constant change, as customer needs change and improvements are made in technology. And because the digital services were new, customers were reluctant to make a substantial upfront investment without knowing how to quantify the value of the services.

So Konecranes decided to break down the one-size-fits-all annual contract into individual component subscriptions available on a monthly or quarterly basis. This gave customers the chance to mix and match services based on the specific needs of their businesses. And the shorter subscription durations made customers more willing to experiment with new services.

However, their finance system struggled under the weight of the increased complexity.

“Our existing ERP system was not able to address our needs in terms of flexibility,” explains Farhat. “We needed a solution that could handle a much larger number of product types and subscription durations on the same platform. That’s why we went with Zuora.”

Using the Zuora platform, Konecranes shifted all of their customers to the more flexible subscription model. In addition to overcoming the willingness-to-pay factor, the transition has helped build better customer relationships. By understanding exactly which parts of the package each customer uses, Konescranes is able to segment customers and target opportunities to upgrade or sell new products more effectively.

The Zuora platform has also enabled Konescranes to allow subscribers to make changes to their subscriptions, which results in a better customer experience and, typically, higher growth.

“Making it easy for the customers to subscribe to these digital services means a higher quality of service is more accessible to them,” says Farhat. “And they are willing to pay for that value.”

And that recognition of value shows up in the data: In just one year, Konecranes was able to go to market with 100% more product rate plans which helped contribute to a YoY increase of 29% in active subscribers and 10% increase in new subscribers.

Konecrane case Subscription Factory

 “We produce a whole spectrum of digitalized, connected equipment. The data they provide deliver tremendous value to our customers. We just needed to find the best way to monetize that value. Zuora helped us transition to a more flexible subscription model with many more products to monetize.” – Raheel Farhat, Digitalization & Transformation Lead, Konecranes

Transport

Radiuz

Radiuz Subscription Factory

As a B2B company Radiuz was using a homegrown platform, which was giving limitation for grow in the b2c space.

 

Domestic Appliances

Miele

Subscription Factory Miele

Driven by an IOT strategy and the need to strengthen customer relationships, subscription models are launched, starting with smart oven solutions.

 

Transport

DAF trucks

Subscription Factory DAF

Driven by  the introduction of connected services and an IOT strategy, new monetization models are born.

 

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© Subscription Factory.

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 


© Subscription Factory

Vaadin Case

Vaadin Case

Saas

Vaadin

The Customer

Vaadin Oy builds and delivers Java based business applications for Web developers in Finland and internationally. The company offers Vaadin, a Java framework for building Web applications, as well as providing commercial add-on components and tools. Its services include training courses, user interface design, proof of concept, project kickstart, theme design, scalability assessment, and quality review. The company was formerly known as IT Mill Oy and changed its name to Vaadin Oy in February 2011. The company was founded in 2000 and is based in Turku, Finland.

 

The Challenge

The existing CRM package used for subscription billing was under performing. Vaadin was facing a revenue leak and there were no options for more complex subscription models. A further reason to implement Zuora was to acquire more ownership of the customer base as everything was handled by Stripe.

 

The Solution

Subscription Factory configured and implemented a Zuora solution. And, with support from Subscription Factory Vaadin, developed the e-commerce portal. Direct sales are now processed directly in Zuora.

 

 

The Benefits

The Zuora platform, in combination with the in-house developed e-commerce platform, enables Vaadin to launch more targeted offers and to secure revenue leakages. The process is fully managed and controlled and automated payment processes.

Transport

Radiuz

Radiuz Subscription Factory

As a B2B company Radiuz was using a homegrown platform, which was giving limitation for grow in the b2c space.

 

Domestic Appliances

Miele

Subscription Factory Miele

Driven by an IOT strategy and the need to strengthen customer relationships, subscription models are launched, starting with smart oven solutions.

 

Transport

DAF trucks

Subscription Factory DAF

Driven by  the introduction of connected services and an IOT strategy, new monetization models are born.

 

Back to the cases


© Subscription Factory.

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 

CONTACT

Kinderhuissingel 1D
2013 AS Haarlem
The Netherlands

 

Contact us
+31 (0) 850 185 138

 


© Subscription Factory

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