“We couldn't be operating at this scale without Zuora.” - Robert Morris, CEO, TerrAvion

Company TerrAvion
Industry Cloud Applications

The Customer

TerrAvion is an image delivery service, offering aerial imagery as a subscription service to the agriculture industry.

The Challenge

As a highly complex business, TerrAvion found quoting, pricing, invoicing, and billing all to be major pain points that were limiting growth.

The Solution

With Zuora, TerrAvion was able to streamline the entire order-to-revenue process and begin to operate at scale.

The Benefits

Since going live on Zuora (after a 39-day implementation), TerrAvion has gotten a handle on delivery-based pricing, simplified the sales and billing processes, and established a platform for continued growth.

“Our end goal was a unified system that could automatically invoice and streamline everything, from order to revenue.” - Nathan Jayappa, COO, TerrAvion

The TerrAvion Story


TerrAvion offers aerial imagery as a subscription service to the agriculture industry to help ag-retailers—from multi-billion dollar public companies to sole proprietors—make their farms more profitable.

As of 2018, they had about one hundred fifty contract vehicles. “People loved our service but pricing and billing were major pain points to our growth,” said Robert Morris, CEO TerrAvion.

So they tried to build a homegrown system, but it just created more problems. According to TerrAvion COO Nathan Jayappa, they had an invoicing platform that went through QuickBooks and a separate ordering platform, “but the two systems weren’t talking to each other.”

They needed a simplified ordering system. “Our end goal was a unified system that could automatically invoice and streamline everything, from order to revenue,” said Jayappa.

After trying and failing to implement another platform, TerrAvion selected Zuora as their order-to-revenue solution. They were live on Zuora after a short 39-day implementation and quickly started seeing results: “We couldn't be operating at this scale without Zuora,” said Morris. 

Specifically, Zuora is helping TerrAvion with:

  • Pricing flexibility. Pricing for TerrAvion is complex with different prices based on volume, region, and product—they sell over a hundred different unique products. Before Zuora, adding new services required new SKUs for every order. It was a challenge to communicate and track. But now they can manage delivery-based pricing and, according to Morris, “enter a schedule and rate plan to add a new service in just half an hour!”
  • Streamlined order-to-revenue process. Before Zuora, they managed rate plans in spreadsheets and had no easy way to invoice without using an engineer on a full-time basis to regenerate invoices,” said Jayappa. Now, the entire process is centralized on Zuora.
  • Simplified sales process. Whereas before there was a lot of back and forth in the sales cycle, now customers are able to essentially self serve online to select plans and trigger automatic invoices.
  • Improved customer relationships. Streamlining billing “made the billing process more transparent,” said Jayappa. By providing visibility to customers, TerrAvion can now focus on building positive relationships with customers rather than wasting time quoting and invoicing.

According to Morris, TerrAvion has a “substantial volume lead in our industry, offering the best value and the lowest prices.” Currently they’re in regions across the U.S. and Brazil, and they’re looking to expand into Canada this year.

TerrAvion is hopeful that eventually they’ll be everywhere. And now that’s possible. As CEO Morris exclaims: “Zuora is allowing us to scale. It’s huge!”

 

“People loved our service but pricing and billing were major pain points to our growth.” – Robert Morris, CEO TerrAvion.

“Between custom packages and different seasons, we have over a hundred different unique products that we sell. The Zuora product catalog makes it a lot easier to set those up.” – Nathan Jayappa, COO, TerrAvion

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