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Secure research platform provider opens a self-service revenue channel on B2B Commerce

Context

A provider of secure browser technology used by investigators and analysts conducting sensitive online research needed to connect subscription management with digital commerce. With 40 products and multiple rate plans but no customer-facing storefront, no self-service signup path, and no integration between B2B Commerce and the Zuora billing backend, every new sale and subscription change required manual team involvement. Payment gateways were absent for both checkout and invoice flows, and tax on portal purchases was not calculated automatically, making a self-service channel operationally impossible without a full platform build. 

Value Created

New
self-service revenue channel live through a B2B Commerce storefront
40
products with up to three rate plans each surfaced through a single purchasable catalog
Integrated
Zuora subscription backend for end-to-end payment and billing
Self-service
signup, purchase, and subscription management without sales team involvement

People

VALUE LEVERS 

  1. New customer signup flow built into the commerce experience 
  2. My Account self-service subscription management for existing customers 

HOW WE DID IT 

  • Built a new customer signup flow directly into the B2B Commerce experience, removing the friction that had prevented self-serve acquisition and giving prospective customers a direct path from interest to completed purchase 
  • Extended the My Account portal with self-service subscription management so that existing customers can view, adjust, and manage subscriptions without contacting the team 
  • Designed the storefront to handle one-to-three rate plans per product cleanly, giving customers a clear basis for comparing options and selecting the right subscription tier 

Process

VALUE LEVERS 

  1. B2B Commerce storefront with full product and rate plan catalog 
  2. Tax calculation configured for portal purchases 

HOW WE DID IT 

  • Built a B2B Commerce storefront that surfaces all 40 products alongside their rate plans in a browsable, purchasable catalog, giving customers a complete buying path without routing through the sales team 
  • Configured tax calculation on portal purchases so that transactions process accurately without manual intervention, removing the compliance gap that had been a barrier to opening the self-service channel 
  • Established payment gateways for both checkout and invoice-based payment, covering the full range of how customers expect to pay across a B2B buyer base 

Technology

VALUE LEVERS 

  1. Zuora backend integration for subscription and billing data 
  2. Payment gateway setup for checkout and invoice flows 

HOW WE DID IT 

  • Integrated B2B Commerce with the Zuora subscription backend so that purchases made through the storefront flow directly into billing, eliminating the manual handoff between commerce and subscription management that had prevented the channel from operating 
  • Established separate payment gateway configurations for checkout and invoice-based payment, ensuring the commerce experience is complete from product selection through to confirmed payment regardless of how the customer chooses to transact 
  • Connected the full purchase flow end to end so that a new customer signing up, selecting a rate plan, and completing payment triggers subscription provisioning in Zuora without manual intervention 

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