The Challenge
What Matrix Was Facing
Matrix operated an enterprise ERP product sold on annual per-seat licences, with revenue that was lumpy and difficult to forecast. The board wanted predictable ARR. The challenge was converting a large existing customer base from perpetual licences to recurring subscriptions without triggering mass churn, while simultaneously rebuilding the billing infrastructure to support monthly, annual, and multi-year subscription terms with true-up clauses for seat overages.
The Solution
What We Built
We designed a conversion programme that offered existing licence holders a subscription price anchored 15% below what a new customer would pay, with a 2-year lock-in to prevent short-cycle churn. The billing platform was rebuilt on Stripe with automated seat true-ups, quote-to-cash workflows for enterprise deals, and an admin portal for finance teams to manage cost-centre billing. Customer success check-ins at days 30, 60, and 90 post-conversion were triggered automatically by usage drops.
Results