The online business model of Bill.com is an important factor in its performance in face of the coronavirus crisis, CEO Rene Lacerte said this week. Lacerte made his comment in an earnings webcast. as the payments company reported results for the third quarter ended March 31.

It was able to convert almost entirely to remote operations by implementing its business continuity plan. It also benefits from having 100-percent inside sales force. “Our go-to-market model is not reliant on feet-on-the-street,” he said. Additionally, Bill.com's demand generation does not rely on in-person events such as user conference which have been savaged by the crisis. “We have experienced some COVID-19-related crunch,” he said. The company reported that the attrition rate for customers has risen by about 15 percent from March, primarily from customer such as restaurants and other consumer-facing businesses. This metric excludes financial institutions. The company lost $8.3 million for the most recently ended period, four times the loss of $2 million a year earlier. Third-quarter revenue was $41.2 million, an increase of 45.9 percent from  $28.2 million in last year’s corresponding period. Despite the problems of businesses that have been forced to close, there have been bright spots. The pandemic has products greater involvement of the 4,000 accounting firms which Bill.com says are part of its channel program. “With Covid 19, we have seen increased traction in this channel, “ Lacerte says. The company has paused hiring this quarter, except for critical positions and has refined its risk management policy to mitigate payment losses.

Last modified on Friday, 08 May 2020
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