“With Zuora RevPro, we gained the real-time insight we needed to eliminate manual financial barriers, provide a critical level of detail in reporting, and ultimately make informed business decisions.” - Chris Gomez, Senior Manager, Revenue Operations at Poly

Company Poly
Industry Telecommunications

The Customer

Poly is a global communications leader offering technological solutions to companies seeking to connect their teams across a digital divide.

The Challenge

Poly’s manual process for allocating revenue for hundreds of thousands of complex sales contracts was time-consuming, error-prone and provided no visibility into critical financial data until months-end.

The Solution

Zuora RevPro offered Poly an automated, granular level of allocation with real-time data that was interoperable with its ERP infrastructure.

The Benefits

Poly’s management can now produce accurate reports for operations, accounting, and FP&A multiple times per day to help inform critical business decisions.

“ With RevPro, we now also have the insights we need to advise the business on the right pricing decisions while maintaining ASC606 compliance.”  - Chris Gomez, Senior Manager, Revenue Operations at Poly


Born of the merger between Polycom and Plantronics in 2018, Poly is a global communications leader in video, voice, and content solutions. It boasts having built the astronauts’ headsets for NASA’s Apollo 11 moon mission in 1969, and today it continues to build technology that powers authentic human connection and collaboration for the global teams of its customers.

Back in 2015, Polycom faced growing challenges with the time-consuming, manual process of allocating multi-element revenue arrangements. The company had a dedicated person working full-time doing the allocations on a spreadsheet, but the process provided managers no visibility on critical business data until all the journal entries had been booked at months-end.

“We had always been in discussions with our auditors about the level of granularity for our revenue allocations to help drive business needs,” said Chris Gomez, Senior Manager, Revenue Operations at Poly. “We had to admit that it just wasn’t practical for us because we didn’t have the systems to support it.”

When Polycom undertook the implementation of a new Enterprise Resource Planning (ERP) platform, the company realized that traditional ERP and spreadsheets weren’t equipped to handle the complexities of their growing business and decided the time was right for a revenue recognition solution. It chose Zuora RevPro for two reasons: First, because RevPro’s enterprise-grade solution is a leader in revenue recognition automation; second, because RevPro would seamlessly interoperate with its ERP.

The company saw immediate benefits. From the outset it enjoyed real-time data on allocations and shipments, and was able to get stratified information about the backlog.

It was soon clear that RevPro was a powerful tool, enabling Polycom to process hundreds of thousands of transactions. It improved forecasting, streamlined business, and promised an ability to scale for years to come.

“With Zuora RevPro, we were able to dramatically reduce the time spent on management reporting by automating our revenue recognition,” said Gomez.

During the merger, the new combined company upgraded to RevPro’s ASC 606 compliant cloud-based solution, which gave Poly visibility into the accounting impacts of the new GAAP standard. Moreover, internal management reporting dramatically improved, with new real-time insight available on everything from operations to accounting to FP&A.

“With Zuora, not only are we able to accurately calculate margins and forecast revenue by product line in real-time with a readily available dashboard, we now also have the insights we need to advise the business on the right pricing decisions while maintaining ASC606 compliance. ” said Gomez.

“With RevPro, we were able to dramatically reduce the time spent on management reporting by automating our revenue recognition..”  – Chris Gomez, Senior Manager, Revenue Operations at Poly

“We are able to accurately calculate margins and forecast revenue by product line in real-time with a readily available dashboard, .”  – Chris Gomez, Senior Manager, Revenue Operations at Poly

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