The agriculture imagery company was able to streamline its
order-to-revenue process to help farmers increase their crop yields

SAN MATEO, Calif.–(BUSINESS WIRE)–Zuora,
Inc. (NYSE: ZUO), the leading cloud-based subscription management
platform provider, today announced its customer TerrAvion
went live on the Zuora® Billing platform in 39 days after realizing that
“no company should try to build their own billing system,” according to Nathan
Jayappa, COO of TerrAvion.

Technology unlocks quantifiable value for farmers. According to a study
by Goldman
Sachs, precision agriculture technologies (autonomous tractors,
planting and fertilizer applications, weather data analysis, connected
irrigation systems, etc.) have the potential to allow for 70 percent
higher yields on existing croplands. That’s a remarkable number that
translates to a total addressable market of $240 billion USD by 2050.

TerrAvion, whose CEO led the first drone platoon in Afghanistan, deploys
sensor-equipped airplanes that give farmers a regular snapshot of all
their fields throughout the growing season. The imagery and data that
TerrAvion provides allows farmers to identify irrigation, soil, and
growth anomalies immediately in order to prevent loss of yield.

“Even if you’re a small commercial farm with a few hundred acres, it’s
impossible to see everything that’s going on without an overhead view.
You’re literally spraying money in the air if you aren’t using aerial
imagery for full visual control over your farm,” said Jayappa.

To help its agricultural retailers and farmers run their land more
efficiently and economically, TerrAvion created more than 100 unique
products, priced based on volume, region, and product.

Robert Morris, CEO of TerrAvion said, “Farmers know where they
are going to be planting their fields, but they might rotate the crops
and locations by season. If that farmer has four core services —
viticulture, potato, grass, and seed services — as well as add-on
training services and annual acreage growth, the rate plans get
complicated. Completely custom plans for each farm made it very
difficult to provide customers with a single view of what they were
being billed for.”

TerrAvion’s highly complex subscription-based business made quoting,
pricing, invoicing, order tracking, and billing very challenging and
limited the company’s growth.

“No company should try building their own billing system. Our end goal
was to find a unified platform that could automatically invoice and
streamline everything, from how a customer ordered the service to how we
recognized the revenue. That’s why we selected Zuora and went live as
fast as possible,” said Jayappa.

Since the 39 day go-live, TerrAvion has operationalized its complex
subscription-based pricing, simplified the sales and billing processes,
and established a platform for continued growth of its agriculture
aerial imagery service.

“TerrAvion has a substantial volume lead in the industry offering the
best value and the lowest prices to our customers in the US and Brazil.
By running our business on the Zuora platform, we can further expand
worldwide — this year into Canada. We couldn’t be operating at this
scale without Zuora,” said Morris.

TerrAvion’s use of the Zuora platform has helped the company achieve the
following business goals:

• Streamlined order-to-revenue process – TerrAvion previously had
  an invoicing platform that went through Quickbooks and a separate
  ordering platform that did not talk to one another. The company
  managed rate plans in spreadsheets and had no easy way to invoice
  without using an engineer on a full-time basis to regenerate invoices.
  The Zuora platform eliminated these problems by centralizing the
  entire order-to-revenue process for TerrAvion.
• Pricing flexibility – TerrAvion’s more than 100 products are
  priced based on volume, region, and product. Zuora’s platform
  eliminated the need for new SKUs to add new services for every order.
  Now TerrAvion can manage delivery-based pricing and enter a schedule
  and rate plan to add a new service in fewer than 30 minutes.
• Improved customer relationships – By streamlining billing to
  make the process more transparent to customers, TerrAvion can now
  focus on building positive relationships with customers rather than
  wasting time quoting and invoicing. On the Zuora platform, TerrAvion
  customers are able to self-serve online to select plans and trigger
  automatic invoices.

For more detail on the TerrAvion story, please visit: https://www.zuora.com/our-customers/case-studies/terravion/

About Zuora, Inc.

Zuora provides the leading cloud-based subscription management platform
that functions as a system of record for subscription businesses across
all industries. Powering the Subscription Economy™, the Zuora® platform
was architected specifically for dynamic, recurring subscription
business models and acts as an intelligent subscription management hub
that automates and orchestrates the entire subscription order-to-cash
process, including billing and revenue recognition. Zuora serves more
than 1,000 companies around the world, including Box, Komatsu, Rogers,
Schneider Electric, Xplornet and Zendesk. Headquartered in Silicon
Valley, Zuora also operates offices in Atlanta, Boston, Denver, San
Francisco, London, Paris, Beijing, Sydney, Chennai and Tokyo. To learn
more about the Zuora platform, please visit www.zuora.com.

© 2019 Zuora, Inc. All Rights Reserved. Zuora, Subscription Economy,
Powering the Subscription Economy are trademarks or registered
trademarks of Zuora, Inc. Other names and brands may be claimed as the
property of others. Nothing in this press release should be construed to
the contrary, or as an approval, endorsement or sponsorship by any third
parties of Zuora, Inc. or any aspect of this press release.

SOURCE: Zuora Financial

Contacts

Jayne Gonzalez
[email protected]
408-348-1087