Expanding Market Reach Leveraging Salesforce AppExchange

Dipali Prabhu • March 30, 2020
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GoCardless, a UK-based company, is a leader in recurring payments and direct debit platform providers, with over 50,000 merchants transacting $13 billion worth payments across the world. The client had a large market share in Europe and wanted to replicate the same success and expand into the US and other global markets. Additionally, the rapid growth of recurring payments and direct debit market driven by increase in subscription economy made GoCardless clear to tap this market further. A quick way to succeed was making its product available to millions of users on AppExchange and connecting it with the Salesforce Configure Price Quote (CPQ) and Billing platform.

Connecting the dots with the recurring payment ecosystem

GoCardless uses bank debit to handle the recurring payments as the transaction fees are cheaper. Its platform is driven entirely by APIs and processes the transactions through a single payment platform. This makes the entire payment process simple, transparent, and automated. However, connecting the recurring payment platform with Salesforce CPQ and Billing is a complex process as it involves collaboration with several entities, such as Merchant Org, Bank Mandates, Multi-Currency Calculations, Payment and Refund Records.

GoCardless had an aggressive plan to release the solution on the AppExchange to outclass the competition and be one of the pioneers within the US Small & Medium Business (SMB) market. While Salesforce is a versatile platform, building the GoCardless solution as a native Salesforce application, making it seamlessly work with the Billing Workflows and then rapidly releasing it on the AppExchange with all the security requirements needed a seasoned Salesforce expert.

Recurring payments connector on Salesforce AppExchange – Smart PDO at work

The company selected Brillio to build the connector between their platform and Salesforce Billing and CPQ. It was an easy choice for the client as Brillio comes with a very strong reputation and expertise in:

  • Building products on AppExchange using Salesforce Developer Experience (SFDX)
  • API integration and Salesforce Lightning leveraging the best industry practices
  • CPQ and various cloud domains

Above all, Brillio, a Salesforce product development outsourcer (PDO) partner, was experienced in releasing products faster to market. Its Salesforce experts started the engagement by conducting deep-dive discovery session with recurring payments, direct debit, and the technical team to understand the business process, APIs, and Salesforce Billing schema. In a week, the team designed the solution and recommended a full-fledged approach to connect with Salesforce Billing product and Lightning web components.

Key features implemented include:

  1. GoCardless App configuration
  2. Mandate
    • Creating the mandates
    • Matching the mandates
  3. Payments
    • Schedule one-time and recurring payments
    • Notifications for successful and failed payments
    • Retry failed payments
    • Payment sync-up
  4. Refund
    • Refund of invoice
    • Refund of payment line
  5. Automatic payment processing
  6. Reports and dashboards
    • Mandate processing
    • Payments and refunds

The configuration of the GoCardless portal and the Salesforce Billing was made so seamless that the environment can be set up in a few clicks. Since Salesforce does not provide refund APIs, Brillio team created Salesforce instruction links to help the user create the refund process. Real-time alerts were set to ensure that the Finance teams of the Merchant get timely updates of payment failures, retrials, and essential information related to mandates.

All set to take on the new-age recurring payments

“A fantastic experience working with Brillio on such an important project for our business. We needed the project delivered in an incredibly short timeframe, and the speed, effort and determination of Brillio to help us get there on time was truly impressive. Always willing to go above and beyond, and we worked together as a genuine project team. Thank you all!”

Ed-Massey, Strategic Partnerships, GoCardless

Brillio set up the solution on Salesforce AppExchange in record time, leveraging its expertise of building products on Salesforce, SFDX, Lightning Web Components, Salesforce API integrations, and the domain expertise in payments. The solution is helping GoCardless to rapidly grow the client and merchant base and expand the platform reach. Today, the platform is available in 12 countries with another 10 in the pipeline.

Thousands of merchants are using this platform to automatically collect payments directly from customers’ bank accounts, with minimal failure rates and churn.

Salesforce AppExchange is a unique platform that unleashes several growth possibilities and provides you an opportunity to reach a wider audience. Do you want to explore? Reach out to our Salesforce PDO experts at and unearth the possibilities of taking your solution on to Salesforce AppExchange and grow like GoCardless.

Let’s create something amazing together!

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