Te Finance & Business Guide - brought to you by APL Media • Wednesday 22 October 2025 Billing isn’t back office
Griffin Parry, CEO and co-founder of M3ter, explains why billing is breaking go-to-market plans and what SaaS leaders must fix in 2025
Somewhere, in a finance department, a 27-page invoice bounces back. Nobody — least of all the customer — knows what’s owed. A company in trouble is easy
to spot: flat revenue, customers creeping away, restless investors. Harder to see is the company that looks healthy on the surface, but is bleeding out. On the outside: momentum.
On the inside: friction. Invoices confuse customers. Reconciliation eats engineering hours. Pricing experiments stall. And the root cause isn’t sales or product. It’s billing.
Even when strategy is crystal clear,
execution stumbles if your systems can’t handle today’s usage models. Fixed subscriptions? Easy. But usage- based pricing is winning by stealth. Even when companies think they’re using subscriptions, they’re sliding toward consumption-driven models because customer expectations push them there. And when you mix in usage-based charges, add-ons, and enterprise bundles? Suddenly, your CRM, CPQ, and ERP stacks wobble, and growth leaks through the cracks. Imagine a fintech company doing
anti-money laundering (AML) checks, pulling in $100m (£74.4m) in annual recurring revenue. It prices on usage, but contracts include fixed commitments and upfront payments. Enterprise sales wants flexibility for big accounts. Salesforce runs CRM, NetSuite
ERP — both architected around simple subscriptions. At scale, usage- based pricing breaks the model. With the right billing upgrades,
this company could unlock $5m (£3.7m)-plus in extra EBITDA by: • Plugging revenue leaks • Improving customer experience (driving retention) by giving them clearer insight into usage and bills
GRIFFIN PARRY
• Speeding up product launches by removing billing roadblocks
Teams move faster when they can test new pricing models, apply changes automatically, and align billing with sales insights
• Improving deal conversion with agile, personalised pricing
• Cutting manual billing effort while reducing audit risk And they don’t need to rip
and replace. Salesforce and NetSuite can stay. What’s missing is invisible infrastructure: Real-time metering, rating and automated data flows. That’s what turns the chaos into control. Teams move faster when they
can test new pricing models, apply changes automatically, and align billing with sales insights. They know what products accounts are using, can upsell with confidence, and launch bundles without months of IT intervention. Intelligent billing is automated,
accurate, and transparent because competitive advantage isn’t just about your product or go-to-market plan — it’s about monetising effectively. M3ter makes that possible.
Find out more
Contact: Griffin Parry Visit:
m3ter.com/contact
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