THE INTEGRATED ZUORA ECOSYSTEM

LeadTo specializes in an integrated Ecosystem consisting of the Zuora Central platform helping companies orchestrate the Lead-to-Revenue process.

The following integration blueprints provide guidance on how to integrate these various systems to the Zuora Central platform.

Configure, Price, Quote (CPQ)

For B2B companies with an existing CPQ, you have the option to connect your CPQ solution to the Zuora Central platform. By connecting to Zuora Central, you take advantage of the pricing, orders, subscription, usage, AR, and revenue data in our platform.

To do so, you’ll need to:

  1. Map the pricing catalog
  2. Map new and ongoing subscriptions
  3. Map new and ongoing orders
  4. Set up payment captures
 
 

If you don’t have a CPQ solution, Zuora CPQ is an application available to all Zuora customers. Zuora CPQ is built natively on force.com and used by 400+ companies globally today. Salesforce also has a CPQ solution, formerly Steelbrick, that can also integrate with Zuora. At this time, the most tightly coupled is Zuora CPQ.

Here’s how a CPQ solution can map to the Zuora product catalog:

Traditional CPQ solutions require the user to select a price book from which to quote.  

  • The Price Book contains a list of available products at a specific price book entry price
  • The Zuora pricing catalog is “flattened” when leveraging a 3rd party CPQ.  Only one Charge per Product Rate Plan is used.
  • Multiple Product Rate Plans under the Product indicate the product has been registered across multiple price books.
  • One price book entry maps to a single Product Rate Plan Charge.
  • The Product Rate Plan Charge may contain tiers if the 3rd party CPQ price book entry can support that level of flexibility.

Here’s how Subscriptions are captured in Zuora:

  • The Subscription data object captures what the customer is subscribed to and for what time period.
  • The Subscription Rate Plan data object captures which Rate Plan the customer is signed-up for.
  • The Subscription Rate Plan Charge represents the individual charges (one-time, recurring, or usage) that the customer will pay as part of their subscription.

Here’s how CRM and CPQs are tied to Subscriptions:

CRM system is used to manage accounts, contacts, and opportunities. CPQ Quotes are related to CRM Opportunities.

 
 

The CPQ Quote Line Item is mapped to the Zuora Subscription Rate Plan Charge. This inherits the value of the quote line quantity and charge-specific attributes as well as if a discount has been applied.

  • An approved Quote is “booked” as a deal when it is turned into a Zuora Order.  For the majority of use cases, a single Subscription will be created on the order.  For advanced scenarios, multiple Subscriptions can be created.
  • A Zuora BIlling Account is created from the CRM Account and Contact details. For existing accounts, the Zuora Central Billing Account is related to the CRM Billing Account.
  • The CRM Billing Account will be used when quoting to ensure appropriate treatment downstream.
  • Metrics (MRR, TCB, TCV) for the Quote and Quote Line Items can be calculated by invoking the Zuora order preview method.

Subscription Orders

Subscription Orders in Zuora are key to accurately capturing the ongoing changes across a subscription lifecycle and the downstream metrics associated with those changes.

Every Order can have multiple Order Actions that creates or amends a subscription. Order Actions include creating a subscription, updating a subscription, adding or removing products, pausing a subscription, resuming, T&C changes, cancellations, and renewals. The order object is a new offering of Zuora's and available in an Early Adopter Program.

 
 

When creating an integration to a CPQ solution, here’s what you need to consider:

 
 
  • CPQ Quotes can rely on the accurate representation of the customer contract by referencing the latest version of the subscription in Zuora Central. This provides complete cross channel integrity, even if subscription changes were made after the initial quote.
  • Quote Line effective prices during mid-contract changes can be determined easily by invoking the order preview method to offload the heavy lifting of proration and cotermination calculations to Zuora Central.
  • All changes to the initial subscription version are “booked” as a new Order in Zuora Central. Order Actions describe the various changes, which will result in the next version of the billing account’s Subscription.
  • Coverage across all Zuora Central Order Actions is dependent on the CPQ solution being used.

SETUP PAYMENT CAPTURE

There are two main methods of setting up payment capture:

  1. A salesforce or other hosted site detailed below
  2. A self-service portal such as PeakPortal

Adding Zuora’s Hosted Payment Pages to your CPQ allows you to collect payment methods in Zuora in a PCI-compliant manner.

  • You can add a custom button in CPQ to call up the HPM page.
  • You can also add a button to save payment methods back to Zuora.
  • You can add optional parameters upon order submission to generate invoice and process payment immediately.
 

Here’s how it works:

  1. Make API call to get signature
  2. Return signature
  3. Pass signed request
  4. Request iframe
  5. Load iframe
  6. Iframe submits
  7. Zuora returns response

CRM

We understand how important your CRM is to your business, especially when it comes to subscriptions. In order to build a strong relationship with your customers, you turn to your CRM to get a historical view and analysis of your acquired and to be acquired customers. But there are some things that your CRM is naturally missing like your customer’s billing data that can make it even better. 

When we think about billing data, and why it’s important to your CRM, we think about it through two primary use cases:

  • Sales
  • Support / Service

Sales: Zuora’s pricing catalog is exposed in the sales system so pricing and transactional (i.e., invoices, payments, refunds) information can be used to create subscription quotes

Support / Service: Zuora exposes customer subscription, billing and payment history, renewal dates, and key subscriber metrics in the support / service system for complete visibility into the subscriber relationship allowing agents to process transactions.

To take advantage of Zuora’s billing data to make your CRM more robust, Zuora has developed Zuora 360 Sync, a pre-built integration between Zuora and Salesforce.

Zuora 360 Sync

With Zuora 360 Sync, you can send account, subscription, invoice, and product catalog data from Zuora to Salesforce. This provides a 360-degree view of customer account, subscription, billing, and payment information that you can incorporate into your Salesforce applications.

The Zuora 360 Sync for Account and Related Objects synchronizes Billing Accounts and their related objects (e.g., Subscription, Invoices, Payments, Subscription Changes, Payment Methods, Refunds) from Zuora to Salesforce. It only synchronizes Billing Account (and their related objects) that are associated with a Salesforce CRM Account ID. 

zuora 360 sync table.png

GL

When it comes to subscription accounts receivable, many times your GL wasn’t designed to interpret complex subscription changes. That’s when Zuora comes in. Zuora Central’s Subscription Accounting Engine’s advanced data capture allows customers to translate revenue and A/R transactions into subledger entries. When it comes to integrating to your GL, there are a few options that give you the freedom to send data either through transaction level details or summary level journal entries so your finance and accounting teams can easily close the books.

Transaction Level Details

Zuora Connector for NetSuite

Do you use NetSuite and struggle with handling the billing aspects of your subscription revenue? Look no further than the Zuora Connector for NetSuite. Using our NetSuite integration, you can leverage both Zuora’s ability to manage complex subscriptions and NetSuite’s hosted General Ledger system.

 
 

Features:

  • Generate subscriptions in Zuora and replicate invoices in NetSuite
  • Sync customers, payments, credit memos and refunds from NetSuite to Zuora
  • Sync customers, the product catalog, invoices, payments, refunds and adjustments from Zuora to NetSuite

Benefits:

  • Maximize the best of both worlds with Zuora’s subscription management and NetSuite’s exceptional Accounting focus

Summary Level Journal Entries

The process of formatting financial data from Zuora to fit the required format of your general ledger can be a time consuming process. Evaluating errors in the transcription process by hand can make the project more cumbersome and can increase employee workload. However, Zuora has summary level journal entry reports to make your life easier to extract those JE's to import into your accounting system.

PAYMENTS

Zuora does all of the heavy lifting when it comes to payments. Payment details are passed from Zuora to payment gateways to process payments and the payment gateways return successes / failures. Zuora provide a uniform interface and API so once your system integrates with our API once, you can access 30+ different gateways to do business around the globe. Zuora is also PCI compliant so they will secure your payment methods in their vaults so they can be rerouted to different payment methods.

TAX

Calculating tax can be a major challenge due to the wide variety of taxation schemes across regions and the ever-shifting dynamics of taxation. Some complicating factors our customers see include:

  • Value Added Tax (taxed by each seller in the value chain) vs. Sales Tax (taxed once at retail point-of-sale)
  • Differences in reporting and remittance rules across different geographies
  • Multiple overlapping tax jurisdictions (City, State, County, Province, National)
  • Tax rates depend on the type of goods and services and the respective locations of buyer and seller
  • Tax laws and enforcement regimes change frequently Zuora makes it easy for our customers to adapt to these factors

We send tax locale and line item pricing information to 3rd party tax engines to calculate tax rates and the engines return the rate amount to Zuora for invoicing. To fulfill different use cases, we decided to make our core product fully extensible and easy to integrate for both batch and real-time calculations.

Avalara AvaTax

The Avalara AvaTax integration is a server-to-server communication between Zuora and Avalara servers. The connection is through the Transport Layer Security (TLS) protocol. All customer credentials are protected and follow industry best practices.

Zuora is tightly integrated with the Avalara tax engine, and can calculate real-time tax rates when performing billing operations in bill runs and API calls. By connecting your Avalara account to Zuora you can:

  • Calculate tax rates in bill runs
  • Calculate real-time tax rates in all SOAP API calls that generate an invoice; subscribe(), amend() and generate()
  • Calculate real-time tax rates in all REST API calls that generate a billing document
  • Preview real-time taxes in subscribe() and amend() SOAP API calls and various REST API calls
  • Calculate tax values for invoice item adjustments (IIA) through the Zuora UI and SOAP API

For more information, please reach out to us, we are here to help