Hodges-Mace, LLC is the complete answer to benefits management.
After two strategic tech acquisitions, Hodges-Mace needed a solution to better manage recurring revenue.
With Zuora, Hodges-Mace gets more efficient invoicing, billing, payments, and reporting for a better customer experience.
With streamlined systems, Hodges-Mace now has greater visibility into customer data which translates into actionable intelligence.
Hodges-Mace is a leading provider of employee benefits communication and custom enrollment services to large U.S. employers. They partner with clients to configure solutions with the right mix of high tech and high touch so their clients can better communicate the value of benefits and engage employees.
In 2014, Hodges-Mace made two acquisitions: SmartBen (its long-time technology partner) and ContinuousHealth. With these acquisitions, the financial profile of Hodges-Mace shifted with recurring revenue becoming a much larger part of their overall business. As they integrated these acquisitions, they began to encounter some tactical challenges.
According to Ron Shah, Chief Financial and Operations Officer for Hodges-Mace, administrative processes were their initial pain point. With a large quantity of invoices every month, invoicing was a labor intensive -- and inefficient -- process. With time-consuming manual processes bogging down their team, this became their key driver to finding a streamlined solution.
When Hodges-Mace discovered Zuora, with their focus on subscription revenue management, they realized they’d found their solution.
Implementing Zuora was a fairly simple process, starting with accounting and finance. The teams quickly worked through change management challenges to get up to speed on billing, posting payments, etc. Morale improved because, according to Shah, “rather than having to jerry-rig the existing system, we now have the necessary tools to suit our evolving business.”
Hodges-Mace recognized the value of Zuora within the first month-end close after go live. Clearly there was greater efficiency of billing and collections. Equally important was their visibility into data: whereas previously they’d had to piece together reports from different data sources, now they could access out-of-the-box reporting on important subscription metrics such as MRR and ARR.
They were able to then feed data (such as negative customer trends) back to sales and marketing. “We recognized that we could get closer to our customers if we had visibility into customer data -- and that we could create actionable intelligence out of this data,” says Shah.
As Shah sums it up: “Zuora is built specifically for subscription businesses, providing the data insight a subscription business needs. With the Zuora platform, it’s all right there.”
In 2014, Hodges-Mace made two acquisitions: SmartBen and ContinuousHealth. As they integrated these acquisitions, they began to encounter some tactical challenges.
“Rather than having to jerry-rig the existing system, we now have the necessary tools to suit our evolving business.” – Ron Shah, Chief Finance and Operating Officer