Sales quotes what billing cannot invoice
A rep builds a bespoke deal in a document, finance re-keys it into the billing system, and the two versions disagree. The customer is invoiced for something nobody quoted.
Chargebee · Subscription Billing & Revenue
Your pricing changed. Your billing stack should not be the bottleneck.
Chargebee runs the subscriptions, invoices, payments and revenue schedules behind a recurring-revenue business. Getting value from it is an architecture problem, not an install: the catalog has to model how you actually price, the CRM has to hand deals over cleanly, and finance has to be able to close the books. Twopir designs, implements and supports that architecture end to end.
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Trusted by 500+ organizations — including SaaS, subscription and usage-based businesses running their quote-to-revenue operations on Salesforce, HubSpot and Chargebee with Twopir Consulting.
Built for Recurring Revenue
- Salesforce Partner
- HubSpot Partner
- Chargebee Billing
- Chargebee CPQ
- RevRec & ASC 606
- Usage-Based Pricing
- Quote-to-Cash
- Billing Migrations
Where subscription operations quietly break down
Subscription businesses rarely fail at billing all at once. They fail one exception at a time — a custom deal the catalog cannot model, a renewal nobody owned, a failed card nobody chased — until finance is running the quarter out of a spreadsheet.
Every pricing change becomes an engineering project
Ramps, hybrid usage tiers, credit bundles and regional price points get hard-coded instead of modelled in the catalog, so launching a new plan waits on a release.
Failed payments are found in the churn report
Involuntary churn is invisible until the MRR movement is already booked. Card expiries, issuer declines and gateway-level authorisation drops go unworked.
CRM and billing hold two different truths
Salesforce or HubSpot says renewed; the billing system says cancelled. Nobody trusts either, so pipeline, ARR and forecast all get rebuilt by hand each month.
The close takes longer every quarter
Revenue is recognised in spreadsheets. Each new pricing model adds another tab, and the audit trail lives in someone's formulas rather than in a subledger.
Nobody can answer the ARR question quickly
Net revenue retention, expansion, contraction and churn each get calculated a different way by a different team, because there is no single commercial record.
What Chargebee does, and who it is actually for
Chargebee is a subscription billing and revenue management platform for recurring-revenue businesses. It holds the product catalog, the subscriptions, the invoices, the payment collection and the revenue schedules on one commercial record, so a pricing model defined once flows through to billing, collections and the general ledger without being rebuilt in each system.
It is built for companies whose revenue arrives as subscriptions, seats, usage or some hybrid of the three — SaaS and AI products, subscription connectivity and media, marketplaces and managed services. It is not a CRM and it is not a general ledger. It sits between them and makes the handover between selling, billing and accounting survive scale.
Chargebee packages its platform as modules: Billing, CPQ, Payments, Receivables, RevRec, Growth (which now carries Retention) and Reveal. Most companies start with Billing and add modules as the commercial model gets more complicated.
| Module | What it does | When a business needs it |
|---|---|---|
| Billing | Product catalog, subscriptions, proration, invoicing, tax and usage-based charging on one record. | From day one. Everything else assumes the catalog is modelled correctly. |
| CPQ | Quoting against the live catalog with approval routing, so an accepted quote becomes a billing record rather than a re-keyed order form. | When deals stop being self-serve and sales starts negotiating terms. |
| Payments | Gateway configuration, payment methods, card vaulting and tokens, 3DS and SCA flows, retries and dunning. | When card decline rates or PSD2 authentication start costing real revenue. |
| Receivables | Invoice-to-cash for offline and invoiced customers: AR aging, collections sequences, promises to pay, dispute handling. | When a meaningful share of revenue is invoiced rather than charged to a card. |
| RevRec | ASC 606 and IFRS 15 revenue schedules, performance obligations and allocation, with journal entries pushed to the ERP. | When the close is a spreadsheet, or an audit, raise or IPO is on the horizon. |
| Growth | Cancel experiences, retention offers, renewal and price experiments applied at the billing layer. | When voluntary churn is the constraint and the fix belongs in the flow. |
| Reveal | Payment performance diagnostics: authorisation and decline rates by gateway, currency and geography, with estimated revenue impact. | When payments span several gateways and nobody owns authorisation rates. |
Capability detail and configuration limits change between releases — the current behaviour of every module above is documented in the Chargebee documentation. We implement Chargebee; we are not reselling it, and this page describes our work on the platform rather than the vendor's own roadmap.
Implement, configure, or build on top of Chargebee
These are three different services bought by three different people, and almost no competitor page says where the line between them sits. Here is ours.
Stand the platform up
A first Chargebee deployment, or a replacement for a billing system you have outgrown. We own the architecture: catalog design, entity and currency structure, tax, the CRM handover, historical data and the cutover itself.
- Catalog and pricing-model design
- Business entity, currency and tax structure
- CRM and ERP integration design
- Historical data migration and reconciliation
- Parallel run and cutover
Make it fit how you sell
Chargebee does a great deal without code. Most of what teams ask for is configuration done properly: entitlements, usage aggregation, dunning sequences, approval rules, invoice templates, webhooks. If it can be configured, we configure it.
- Plans, addons, charges and price points
- Entitlements and metered features
- Dunning, retries and payment routing rules
- Invoice, quote and email templates
- Reporting, RevenueStory and exports
Extend past the product's edge
Where configuration genuinely runs out — a usage pipeline, a bespoke provisioning flow, a CRM object model Chargebee's package does not cover — we build it against the API and we tell you plainly that it is custom code you will own.
- Usage ingestion and metering services
- Custom Salesforce or HubSpot objects and flows
- Webhook consumers with idempotent replay
- Provisioning and entitlement services
- Middleware on iPaaS or your own runtime
Our rule for the boundary: configuration first, always. We only write code when configuration cannot express the requirement, and we say so before the work starts rather than after. Custom code is a permanent maintenance liability, and the cheapest integration is the one that did not need building.
The work a Chargebee engagement actually contains
Six delivery areas. Most engagements start with one and grow into the others as the commercial model gets harder.
Catalog & Pricing Architecture
The single decision that determines how painful the next two years are. We model your pricing in the catalog so new plans launch as configuration, not as a release.
- Product families, plans, addons and charges
- Flat, per-unit, tiered, volume and stairstep models
- Hybrid subscription plus usage with included quota
- Entitlements mapped to plans and price points
- Multi-currency price points and regional variants
Subscription & Billing Automation
The lifecycle after the sale: upgrades, downgrades, ramps, pauses, renewals and the proration behaviour finance has to defend to a customer.
- Subscription lifecycle and change workflows
- Proration rules for upgrades and downgrades
- Ramp deals, contract terms and renewal handling
- Credit notes, refunds and adjustments
- Multi-entity and multi-currency invoicing
Payments, Dunning & Recovery
Getting the money in. Gateway routing, authentication, retry strategy and the collections sequence for customers who are invoiced rather than charged.
- Gateway configuration and smart routing rules
- Card vaulting, tokens and 3DS / SCA flows
- Retry schedules and dunning sequences
- Receivables collections and AR aging
- Payment performance diagnostics with Reveal
Revenue Recognition & Close
RevRec as a controlled subledger rather than a spreadsheet: performance obligations, allocation, schedules and journal entries that reconcile to billing.
- ASC 606 and IFRS 15 schedule configuration
- Performance obligations and standalone selling price
- Allocation across bundled and hybrid contracts
- Journal entries into NetSuite, QuickBooks or Xero
- Close checklist and audit-trail design
CRM & Systems Integration
The handover between selling and billing, in both directions, with the failure modes designed for rather than discovered in production.
- Salesforce managed-package configuration and sync rules
- HubSpot deal, quote and subscription workflows
- ERP and general-ledger integration
- Webhook consumers with idempotent handling
- Data-quality rules and reconciliation reporting
Optimization & Ongoing Support
If Chargebee is already live but underperforming, this is usually where we start. We audit what exists and rebuild the parts holding the business back.
- Billing architecture audit and remediation plan
- Catalog cleanup and price-point rationalisation
- Invoice and revenue reconciliation
- Release support for new pricing launches
- Retained support as the model changes
Go Deeper On Each Service
Each delivery area has its own page: Chargebee implementation — standing the platform up, phase by phase Chargebee subscription and billing automation — the post-sale lifecycle and usage pricing Chargebee integration services — connecting Chargebee to the rest of the stack Chargebee customization — how far configuration reaches before code Chargebee API and integration development — custom development against the API Chargebee reporting and revenue analytics — governed revenue metrics and reporting Chargebee revenue operations and AI — retention, recovery and expansion motions Chargebee optimization services — auditing a site that is already live Chargebee migration guide — planning a move from another billing system Chargebee integration architecture guide — the architecture reference behind all of it
What moves between Chargebee and the rest of your stack
Integration content is only useful if it says which direction the data moves and who consumes it. Both platforms named, the business purpose, and the actual flow.
Chargebee + Salesforce
Chargebee's managed package syncs items to Products and item prices to Price Book Entries, maps customers one-to-one with Accounts, and writes subscriptions, invoices, credit notes and quotes into Salesforce as custom objects. Closed-won Opportunities can create or update the subscription in Chargebee, so the rep never re-keys a deal.
Chargebee + HubSpot
Subscription, invoice, MRR and payment-status fields land on the HubSpot record so sales and CS segment on billing reality. Workflows create a subscription when a deal is won or a quote is accepted, send checkout links from HubSpot, and trigger follow-up sequences on a failed payment.
Chargebee + your ERP
RevRec posts summarised or transaction-level journal entries into NetSuite, QuickBooks or Xero with enough billing context to reconcile, so the subledger and the general ledger agree at close instead of after it.
Chargebee + your product
Usage events are ingested by API, bulk upload or UI, aggregated by metered features into billable units, and drawn against the entitlement quota the plan grants. Entitlements flow back out so the product knows what the customer has bought.
The Full Integration Surface
Payment gateways, tax engines, iPaaS orchestration, document and e-signature tooling and the rest of the surface — with the direction data moves in each case — are covered on Chargebee integration services — our Chargebee integration services page Chargebee integration architecture guide — and the architecture guide behind it
From billing friction to a system finance trusts
Five stages, one continuous engagement. Timelines below are the ranges we actually quote; the variable is almost always catalog complexity and data quality, not Chargebee itself.
Revenue Architecture Audit
Two to three weeks. We map quote to cash as it runs today, model your real pricing against the catalog, and document every exception finance is handling by hand.
Design & Data Model
Two to four weeks. Catalog structure, entity and currency model, CRM object mapping, integration boundaries, tax treatment and the recognition policy, agreed in writing.
Build & Integrate
Four to ten weeks depending on scope. Catalog configured, CRM sync built, webhooks and any custom services written, historical data migrated into a test site and reconciled.
Parallel Run & Cutover
Two to four weeks. We bill a period in both systems and reconcile invoice by invoice before cutting over, because a billing migration only gets one clean attempt.
Operate & Evolve
Ongoing. New pricing models, new entities and new markets land as configuration, with release support when the commercial model changes.
Quote-to-cash engagements we have delivered
Chargebee work sits inside a wider quote-to-cash practice. These are Twopir engagements on the same problem — CPQ, billing and multi-system revenue operations.
Salesforce CPQ & Multi-Tool Integration
Connecting CPQ with the surrounding revenue stack so quoting, approvals and downstream billing operate as one process rather than three.
- Quote and approval workflow design
- Multi-system integration across the sales stack
- Clean handover from closed-won into fulfilment
- Reporting on a single commercial record
Accounting Seed & Salesforce Integration
Billing and accounting run natively against the CRM record, so operational work and financial reporting stop disagreeing at month end.
- Billing automation against the CRM record
- Bi-directional financial data synchronisation
- Reconciliation and close support
- Reporting across operations and finance
Salesforce & HubSpot Integration
Marketing, sales and revenue data kept consistent across two platforms, with the sync rules and conflict handling designed rather than left to defaults.
- Cross-platform object and field mapping
- Sync direction and conflict resolution rules
- Lifecycle and lifecycle-stage alignment
- One reporting view across both systems
The teams who call us first
| Role | What they are trying to fix | What they get |
|---|---|---|
| CFO / VP Finance | A close that runs on spreadsheets and a revenue number that takes two weeks to trust. | RevRec as a controlled subledger, journal entries into the ERP, an auditable trail. |
| RevOps / Sales Ops | Deals that die in the handover between CRM and billing, and a forecast rebuilt by hand. | Closed-won creates the subscription; CRM and billing hold the same commercial record. |
| VP Engineering / CTO | Billing logic scattered through the product, and every pricing change costing a sprint. | Pricing modelled in the catalog, a documented integration surface, less code to own. |
| Product / Pricing lead | A new packaging model blocked because the billing system cannot express it. | Usage, seats, credits and hybrid models launchable as configuration. |
| Founder / COO | Growth adding operational drag instead of leverage, with no single ARR answer. | One commercial record behind pricing, billing, collections and retention reporting. |
By Industry
Chargebee work most often sits inside a wider revenue-systems engagement. Industry context for the sectors where we see it most: Salesforce for SaaS — subscription and usage revenue, trial to expansion Salesforce for fintech — payments, compliance and regulated revenue operations Salesforce for telecom infrastructure — recurring connectivity billing at scale
Not a reseller. A revenue systems partner.
We help growing and mid-market companies solve complex CRM, integration and business system challenges, and we work with enterprise organizations on the same problems at larger scale. Billing is where those three meet.
We design the commercial model before we configure anything
The catalog is the decision that everything else inherits. We model how you price — including the deals your team calls exceptions — before a plan is created, because restructuring a catalog after go-live means touching live subscriptions.
We work both sides of the CRM boundary
Most billing partners stop at the API. As a Salesforce Partner and HubSpot Partner we build the CRM side too — objects, sync rules, approval flows, reporting — so the handover between selling and billing is designed once, by one team.
We say when configuration is enough
Custom code is a liability you keep paying for. We configure first and write code only where the platform genuinely cannot express the requirement — and we tell you which one you are buying before the work starts.
We treat finance as a first-class stakeholder
A billing project that ships without the controller in the room produces a system that bills correctly and closes badly. Recognition policy, reconciliation and the audit trail are part of the design, not a phase-two item.
We stay for the second pricing change
The real test is not go-live. It is the next packaging model, the next entity, the next market — landing as configuration in an afternoon rather than as a project.
Answers before the first call
For a single-entity business with a clean catalog and a straightforward CRM handover, eight to twelve weeks from kickoff to cutover is typical. Multi-entity, multi-currency or usage-based models, or a migration carrying years of historical subscriptions, run three to six months. The variable is almost never Chargebee — it is how many pricing exceptions exist and how good the source data is.
Sometimes not. If your subscriptions are simple, renew annually and bill on a flat fee, Salesforce-native billing may be enough. Chargebee earns its place when the billing model itself is the hard part: metered usage, hybrid plans with included quota, frequent mid-term changes, multi-entity invoicing, or ASC 606 schedules a spreadsheet can no longer defend. We will tell you if you do not need it.
Plans, addons, charges, price points, entitlements, metered features, dunning sequences, approval rules, invoice templates and the standard CRM sync are all configuration. Custom development starts where the platform has no setting for what you need: a usage pipeline aggregating events before they reach Chargebee, a bespoke provisioning flow, a CRM object model the managed package does not cover. We configure first and only write code when configuration genuinely cannot express the requirement.
Yes, and it is a large share of our Chargebee work. Chargebee provides automated migration tooling for several source systems, but the tooling moves records — it does not decide how a legacy plan should be modelled in the new catalog, what to do with mid-term amendments, or how to reconcile historical revenue. That design work, the parallel run and the cutover are the actual project.
That is where many of our engagements start. A site can be technically live and still operationally weak — usually an over-fragmented catalog, sync rules that fight the CRM, dunning nobody tuned, or revenue recognised outside the system. We audit what exists, produce a remediation plan with the risky changes sequenced first, and rebuild only the parts holding the business back.
You do, and we make sure that is a realistic proposition. Configuration is documented, any custom code is written to be handed over with its own tests and runbook, and webhook consumers are idempotent so a replay is safe. Most clients keep us on a retained basis for pricing launches and new entities rather than for day-to-day operation.
We implement Chargebee — we are not claiming a Chargebee partner tier we do not hold. Our formal credentials are Salesforce Partner and HubSpot Partner, which is the half of this problem most billing specialists cannot cover. Chargebee work is delivered by the same team that builds the CRM side.
Next Step
If your pricing is moving faster than your billing stack, this is the right conversation
Twopir designs, implements and supports Chargebee alongside Salesforce and HubSpot — catalog, quote-to-cash, payments, collections and revenue recognition on one architecture that holds when the commercial model changes.
Speak with architects who build the CRM side and the billing side
