Where Should Billing Live

40:50at 1:50

Every subscription and usage company runs a billing engine

The premise: an order is a promise made once; the bill is recomputed every period. Someone has to do that math.
Your customer WILL buy or build a billing engine; the only question is where it lands (the orb).
SAY THIS: not "do you need billing software?" Ask: "where should billing live?"

50:45at 2:35

Billing is not invoicing

Three stages, and WHO owns each is the point. BILLING computes the next bill (prorations, schedules, who pays) · that belongs on Salesforce, where the lifecycle lives. ACCOUNTING posts the books (A/R, rev rec, the close) · that belongs in NetSuite.
INVOICING is the middle: the actual delivery and management of the document · and it can be done from EITHER system, depending on implementation. That is a choice your customer makes, not an architecture fight.
Land it: the billing ENGINE has a right answer; where the paper comes from is flexible. That takes pressure out of the room.
The $10,814 threads through: $10,000 base plus February's +$814 proration from the worked example.

61:15at 3:50

Two schools of thought

Present both fairly, no winner yet. School 1: bill where the subscription + usage is sold. School 2: bill near the GL.
Concede School 2's pull: it is the CFO's instinct, and it has products: SuiteBilling, ZoneBilling, 360 Subscription Billing, and "just use sales orders."
School 2's strongest card: the ERP is the financial system of record, where the auditors live. Concede it fully; the deck never argues with it.

71:30at 5:20

One customer, one year

Walk left to right, let the numbers work: signed at $10,000/mo; Feb 10 adds 12 seats and February prorates 19 of 28 days (+$814); April usage rates +$8,000 onto the same invoice; July 13 downsell credits -$1,961.
The red row: static lines, manual credit and re-bill, spreadsheets, NO negative documents, re-keying.
Close: twelve months, four recomputations, one consolidated invoice to AP every month. A billing engine does this; a static sales order does none of it.
SAY THIS: "how does a mid-term downsell post in your design?"

81:15at 6:35

The kill shots: why not a NetSuite billing solution

Concede first: the vendors are RIGHT that books belong at the GL. Then five kill shots, one breath each, ZoneBilling as the example.
01 two of everything: second catalog, second price book, two proration engines.
02 configuration drift: RCA products, prices, and ramps get re-modeled in the tool and drift apart with every change · ask who reconciles the configs after a repricing.
03 costly implementation: a partner-led billing project PLUS the CRM integration they still owe you (Zone's own guidance says CRM connection needs middleware or custom API work) · multiple vendors, added licenses, months before value.
04 manual reconciliation: finance AND sellers end up reconciling invoicing between the two systems by hand, every month.
05 RCA footprint risk: these tools expand into quoting, amendments, and usage · every billing-tool win shrinks the platform.
SAY THIS: "what happens to a mid-term upsell on a Friday afternoon?"
Pocket fact if pressed: a NetSuite document total cannot go negative · a downsell has no document.
Land the walk-away slowly, verbatim: a billing-tool win in NetSuite is a LOST RCB deal, and a smaller RCA one. That is why this slide matters to YOUR number, not just the customer's architecture.

91:15at 7:50

The capability matrix

Frame it: "here is the capability matrix." Native NetSuite first: a sales order is a static snapshot from a pre-subscription era; five red X marks.
The yellow column is honest: a NetSuite billing tool CAN do these, at the price of a complex multi-vendor integration and RISK to the RCA deal; these tools expand into lifecycle events.
The NetSuite integration row is all red until the last column: none of the other three paths lands the Salesforce deal in NetSuite · native sales orders were never connected to the deal, a billing tool needs the CRM integration built, and RCA + RCB alone stops at the platform edge. Continuous IS that row.
The revenue recognition row flips: NetSuite genuinely owns rev rec; RCA + RCB alone does not put revenue in the books. That red X is what Continuous fixes.
The punchline is the LAST column: RCA + RCB + Continuous is the only all-green column on the board. Say it: the lifecycle stays on Salesforce, rev rec stays in NetSuite, Continuous is how one deal gets both.

101:00at 8:50

The messy middle (first-call slide)

Even without a NetSuite billing tool, this is how the two platforms get connected today: a middleware project that takes months and an SI, point-to-point code that breaks when either side changes, or the quiet version: spreadsheets and someone in finance re-keying orders by hand.
What that buys you: missed revenue, a slow close, and an audit trail that lives in inboxes.
Land it: "every room recognizes at least two of these."
Better way, next slide.

110:45at 9:35

What it is (first-call slide)

One purpose-built product: a native application on each platform, and NOTHING running between them. Salesforce stays the system of customer engagement; NetSuite stays the financial system of record.
The trust beat, straight from the first call: listed on the AppExchange (Salesforce security review, re-passed on every release), a Built for NetSuite certified SuiteApp (re-reviewed by Oracle NetSuite on an ongoing basis), SOC 1 and SOC 2 audited every year. Standing review processes, not one-time stamps.
This is the same slide the customer sees in our first call · nothing here differs from what we present to prospects.

122:30at 12:05

The easy button + brief demo

This is the EXACT first-call title slide: what a prospect sees first.
THE BRIEF DEMO lands here (about two minutes): book an order live in Salesforce, show the invoice and payment landing native in NetSuite, tied out to the penny. Thane drives; keep it to one deal, one waterfall.
One sentence: Continuous Control is the easy button for connecting Agentforce Revenue Management and NetSuite: a prebuilt pair of apps, one in each platform. No complex integration, no custom build.
If finance is in the room: every invoice, credit memo, and payment posts as a NATIVE NetSuite transaction, tied out to the penny.

131:00at 13:05

What Continuous means for you

Four things, seller-first: win the billing compete (the Zone money becomes RCB money) · neutralize the finance veto (live demo, native transactions, penny tie-out) · make RCB phase 1, not the phase that never comes · faster time to value: live in weeks, not quarters.
Close the beat: we turn NetSuite accounts, your slowest deals, into your fastest ones. RCA unlocked, RCB attached, Zone displaced.

140:30at 13:35

Thank you · See you at Dreamforce

Two things to put in your calendar, both Wednesday September 16 at the FULLPRESS office, 580 Howard St, two blocks from Moscone.
Morning: coffee at 8:30, the Easy Button session 9:00 to 10:00, open house with live demos until noon · then we all walk over to the Agentforce Revenue Management keynote at 12:45.
Afternoon: the off-the-grid happy hour, 3:30 to 5:00 · your prospects talk directly with customers who chose Agentforce Revenue Management over the competition.
Registration: go.continuoustech.com/continuous-at-dreamforce, no Dreamforce badge required · bring a deal, bring a prospect.
Leave this slide up through Q&A.

Objection handling · keep in your pocket

"We want to keep rev rec in NetSuite."

So do we. That is the design: the deal is born in Salesforce, recognition posts in NetSuite next to the ledger and the auditors. One control environment, one audit. And each obligation bridges 1:1 to a native ARM revenue element.

"Our books are in NetSuite."

They stay there. Every invoice, credit memo, and payment posts as a NATIVE NetSuite transaction through NetSuite's own tax, currency, subsidiary, and period logic, tied out to the penny. The drill-down test: "show me the invoice behind this revenue line." One click.

"Billing belongs next to the ledger." (SuiteBilling / ZoneBilling / 360)

Agree with the instinct, never argue it: the books DO belong in NetSuite. The question is whether your sellers should have to work in NetSuite to change a deal. Two of everything: second catalog, two proration engines, the lifecycle moves. Then: "what happens to a mid-term upsell on a Friday afternoon?"

"It's native, so there's no integration."

There is, it just moved: their own guidance says connecting SuiteBilling to CRM and CPQ needs middleware or custom API development. You are still integrating, only now the quoting side is the orphan.

"This blocks my RCB sale." (the seller's own fear)

Backwards: the CFO's instinct is what sells Zone. Continuous removes the CFO's reason to bill in NetSuite, so RCB does the billing and the books tie out. We're your billing attach; the Zone money becomes RCB money.

Where Should Billing Live · talk track

Title

From Continuous (first-call intros)

Agenda