“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
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.
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.
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 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.
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.”
“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
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