Payonomy | Case Studies

National Newspaper Gets Plugged into Payment Processing for Salesforce.com

Challenge

The Paper had deployed Salesforce.com as its Subscription Management solution and as a tool to enhance the level of automation in newspaper subscription sales to individuals.

With the introduction of Salesforce.com, the Paper had integrated this with the core accounting system but had no capability to process payments at the point of sale.

The lack of ability to process payments with the customer on the phone meant that there could at times be a lengthy delay between the customer agreeing to purchase a subscription and the receipt of payment. The paper based system of sending out an application form for a customer to complete and return with a cheque was seen a major cause of customer drift and non fulfilment.

• Improve customer enquiry to acquisition rate.
• Reduce time from agreement to payment.
• Offer both Debit/Credit Card and Direct Debit payment options to customers.
• Cut costs associated with paper based processing.

Solution

• Scoped and defined payment requirements for Subscription sales.
• Integrated Payment processing functions to Custom Objects developed for Subscription sales & management.
• Implemented Payonomy Card Payment solution for Salesforce.com.
  Acquiring via RBS Worldpay for Credit/Debit Card payments.
• Implemented Payonomy Direct Debit Management solution for Salesforce.com.
  AUDDIS/Paperless compliant DD origination creating a BACS submission file.

Results

• The Paper is looking at utilising the payment processing now available within Salesforce.com for the management Advertising sales.
• Integrated payment processing has provided a single point of reporting against subscriptions which has improved Management information visibility.
• Over 26,000 card payments were processed within the first 3 months of deployment.
• The Direct Debit system processes in excess of 90,000 transactions per month.