Schneider Electric case study

Zuora’s billing system is helping transition a high percentage of Schneider’s business to a recurring revenue model. The company has a balanced presence in mature and new economies. With a global view of energy and business processes, it drives changes in the market landscape in ways that capture opportunity for their customers.

“A fundamental aspect of moving to subscriptions is a balance between technology innovation and business model innovation. That’s a very interesting area for us because it’s about changing the experience of the customer” says Cyril Perducat , EVP Digital Services and IoT at Schneider Electric.

Schneider’s products and services are sold through multiple channels (online, direct sales, partners) catering to diverse customers (from farmers to facility managers) with different billing needs in more than a hundred countries. Their close relationships with partners are fueled by a commitment to provide their partners with everything they need to succeed, from training to business tools, empowering them to up-sell and cross-sell.

Zuora is playing a key role in furthering Schneider Electric’s goal of expanding their consultative predictive analysis and expertise-driven remote monitoring business. Zuora has provided Schneider with flexible billing to ‘keep it simple’ and tailor their offerings to individual customer needs. This results in responsive pricing and packaging; a unified view of customers; and the ability to easily process different currencies.

Such flexibility allows Schneider to launch new offers and to enter diverse markets. The Zuora financial system supports an aggressive growth path with out-of-the-box, granular revenue recognition policies, subscription level GL segmentation, and easy-to-interpret summary journal entries.

Zuora’s seamless Salesforce integration has also helped Schneider introduce change and improvements without disrupting existing systems. Sales reps, support agents, and others can now access subscriber information from one CRM system. This helps Schneider to be more efficient, to gain more predictable revenue, and to conduct business in a manner that is simple for their customers and partners.

Cyril Perducat sums it up best – “Zuora is helping us to achieve our ultimate goal: to improve the environments where people live and work, while dramatically reducing the consumption of resources.”