Article | February 14, 2019

Scaling The Land-And-Expand Subscription Management Model

Source: Sage Intacct, Inc.

By David Appel, Sage Intact

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Many growth-stage SaaS companies have embraced the “land-and-expand” subscription business model to win an initial customer and then add value over time that allows for upselling additional products and features. But that creates a strong need to balance both volume and repeatability in automating their processes. Here’s how one company has achieved 100-percent growth using that model.

Utah-based Weave, offers a unique and powerful platform to improve scheduling, customer response, online reputation, team workflow, and revenue generation for healthcare practices. Weave helps practitioners increase and maintain their client base by building stronger relationships.  

Previously, when new dental or optometry practices signed on, Weave’s finance team had to manually enter them into QuickBooks to manually invoice, manually collect, manually recognize revenue, and manually report for their business. It was a laborious – and non-scalable – paradigm for financial management.

Soon, growth overtook that elementary finance infrastructure. Facing the formidable task of issuing, tracking, and collecting from 2,000 customer invoices – and more growth on the way, thanks to a successful Series B round – Weave evaluated multiple cloud financial systems and selected Sage Intacct.