---
title: "Flexible revenue models and recurring billing, built natively on Salesforce"
source: https://storeconnect.com/solutions/flexible-revenue-billing
type: page
format: markdown
site: StoreConnect — Customer Commerce built natively on Salesforce
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---
# Flexible revenue models and recurring billing, built natively on Salesforce

Solutions for RECURRING REVENUE

# Recurring revenue is powerful. Your billing system is probably leaking it.

Subscriptions, memberships, rentals and installment plans are among the highest lifetime-value revenue models a business can run. They are also the easiest to leak. Failed subscription payments cost merchants $129 billion in 2025, and half of all subscription churn traces back to a declined card rather than a customer decision.2 Cart abandonment runs above 70% across commerce,3 and 48% of those abandonments come down to costs the buyer did not see coming.4 Store Connect runs recurring revenue natively inside Salesforce, so subscriptions, memberships and installments sit on one billing model, with automatic payment retries, pricing you configure instead of code, and no billing data living outside your CRM.

[Book a Demo](https://storeconnect.com/book-demo)
[See the success stories](https://storeconnect.com/articles/case-studies)

## What another quarter of fragmented billing costs

$129B

Lost to failed subscription payments in 2025, with basic retry alone recovering only about 30% of it2

70%

Global cart abandonment across commerce, with 48% of it driven by costs the shopper did not expect34

2 to 3x

Lower churn on annual plans than monthly, at 50 to 60% more revenue per user56

4.5%

Faster growth in revenue per account for companies running four or more recurring revenue models1

## Where recurring revenue leaks out

Subscribers who never reach payment

A subscriber has to understand the billing commitment as well as the product. Get that wrong and they leave.

Churn you never chose

Half of subscription churn is a declined card, not a cancellation, and most of it is written off.

A retry can’t fix a cancelled card

Expired and reissued cards need the subscriber to act, and the window to reach them is short.

One business, four billing systems

Every extra revenue model adds an invoice stream, a reconciliation process and a reporting line.

Pricing stuck behind a sprint

When pricing lives in code, finance cannot test a tier, a discount or a term without engineering.

Monthly-only billing

The retention and lifetime value on offer with annual plans, left uncollected because annual means rework.

A revenue number finance cannot trust

Billing in one system and Salesforce in another turns every board pack into a reconciliation exercise.


You can choose exactly how you want to have customers pay for their product. It isn’t forcing you to do what it wants you to do.

— Bill Fetter, Unfettered Marketing, Salesforce consultant for Repanels

Checkout conversion

### Your subscribers never make it through checkout

Subscription checkout is not ordinary checkout with a repeat box added. The buyer has to work out the billing frequency, what they pay today against what they pay next month, whether anything is hidden in the total, and whether the plan matches what they actually came for. Get one of those wrong and they abandon, and the data says that happens at scale.

Cart abandonment sits at 70.22% globally in a meta-analysis of more than 50 studies,3 and 48% of abandonments trace to costs the shopper did not expect.4 Subscriptions carry an additional decision beyond the product itself, so the friction is higher again. On mobile, where 73% of commerce traffic now starts, abandonment reaches 79.92% against 69.19% on desktop, a gap driven largely by form length and unclear costs.4

StoreConnect’s subscription checkout puts the billing frequency and the total commitment in front of the buyer before they pay, on a flow built to stay short. The best-performing checkouts run to seven or eight fields, and completion drops 4 to 6% for every field beyond that.3 Fewer fields and fewer surprises means more subscribers reach payment.

- Billing frequency and total commitment shown before payment

- One checkout flow for weekly, monthly and annual terms

- Short-form, mobile-first checkout


Involuntary churn

### Failed payments are your second churn engine

Churn arrives from two directions. Customers decide to leave, which is voluntary churn, and subscriptions collapse because a card was declined, which is involuntary churn. The second one is the more galling, because it has nothing to do with price, product or engagement. It is a technical failure that costs you a customer.

50% of subscription churn stems from failed card payments, and failed subscription payments came to $129 billion in 2025.2 Run $10 million of annual recurring revenue at a typical 8% failure rate and that is $800,000 of payments that did not clear in a single year. A retry or two recovers roughly 30% of it,2 and the rest is written off.

StoreConnect retries failed payments automatically, five attempts across eight days, and treats decline codes differently depending on what went wrong, so an expired card and a temporary shortfall are not handled the same way. Delinquent and suspended states sit on the subscription record in Salesforce, where your team can see and act on them. Card data stays inside StoreConnect’s PCI DSS 4.0.1 certified environment, with the current certificates on the [Trust Center](https://trust.storeconnect.com). Retries recover the failures a system can resolve on its own. The ones that need the subscriber are a different problem.

- Automatic retries, five attempts over eight days

- Decline-code aware retry handling

- Delinquent and suspended states on the Salesforce record

- PCI DSS 4.0.1, SOC 2 Type II and ISO 27001:2022 certified

Illustration: recovering failed payments on $10M of annual recurring revenue at an 8% failure rate

Basic retry, about 30% recovered

$240K

Recovered from $800K of failed payments. The remaining $560K leaves as involuntary churn.

Layered recovery program

$560K to $680K

Recovery programs that layer retries with customer-side card updates and proactive outreach reach 70 to 85% in top performers, against an industry median near 47.6%.11 Those figures are the industry’s, not a StoreConnect customer result.


Hard declines

### A retry can’t fix a card that no longer exists

Automatic retries handle the temporary failures: a shortfall that clears on payday, an issuer timeout, a fraud check that resolves itself. They can do nothing about a card that has been cancelled, expired or reissued with a new number. Retrying a hard decline will not work, and repeated attempts can trip fraud flags on the customer’s own account.10 That failure needs the subscriber to do something, and roughly 40% of cardholders replace a card in any given year through expiry, loss or fraud.11

The window to reach them is narrow. 35% of cardholders say they are likely to abandon a merchant after a declined payment,12 and a subscriber who has just lost access is not waiting on your monthly arrears report.

StoreConnect gives the subscriber somewhere to fix it themselves. Their account area on your site carries the alert and lets them update their card securely, so nobody on your team ever handles a card number. Where they need a prompt instead, your team can send a pay-by-link request that reauthorizes the subscription on a revised payment method in one step, out of a service case, an email or a phone call. And because subscriptions, payments and delinquent state are all Salesforce records, advance and arrears reporting can surface cards expiring next cycle alongside subscriptions already behind, so your team engages at-risk subscribers before access is cut rather than chasing them afterward.

- Self-service alerts and secure card updates in the subscriber's account area

- Pay-by-link reauthorization on a revised payment method

- Advance and arrears reporting on at-risk subscribers

- No card numbers passing through your staff


Before, there was a whole manual process of data entry and cross-checking required for every order. Now our Financial Director can just hit a button.

— Matt Carr, National Marketing & Events Manager, The Wine Community

Billing fragmentation

### One business, four separate billing systems

A grocery subscription adds a loyalty membership. A fitness brand sells class passes alongside a recurring membership. A rental business needs rent-by-month running next to one-off bookings. A nonprofit combines memberships, recurring pledges and one-time merchandise. A professional association tracks member terms and prorated renewals in custom objects because nothing off the shelf handled both.

Treat each of those as its own product type and you end up with what the billing industry calls fragmented invoicing and misaligned entitlements, alongside revenue data that cannot be consolidated without custom engineering.7 Separate invoice streams, separate reconciliation, separate reporting lines, and a finance team spending weeks assembling a figure that should already exist.

The upside for getting this right is measurable: companies running four or more recurring revenue models grow revenue per account 4.5% faster than single-model competitors.1 StoreConnect treats subscriptions, memberships and installment plans as variations on the same recurring billing operation, built on standard Salesforce objects like Products, Price Books, Orders and Accounts, so entitlements and invoices stay in one place rather than four.

- Subscriptions, memberships and installments on one billing model

- Evergreen and fixed-term subscriptions

- Standard Salesforce objects, not a separate billing database


Pricing agility

### Pricing changes shouldn’t need an engineering sprint

Pricing is a business lever, not a technical problem. For most merchants it behaves like one anyway. Adding a tier means a code change. Testing annual against monthly means a deploy. Handling an upgrade, a downgrade or a mid-term adjustment means another sprint, scheduled behind whatever engineering is already committed to.

McKinsey’s research on quote-to-cash in subscription businesses singles out pricing change agility as a competitive advantage, because firms that iterate on pricing faster than their competitors capture more revenue and adapt to market conditions sooner.8 Most platforms still treat pricing as code rather than configuration.

In StoreConnect, pricing is configuration. Finance and product can change billing frequency, add tiered or volume discounts, run a seasonal campaign, or process a contract modification without raising an engineering ticket, and the platform handles proration, allocation and renewal logic behind it.

- Frequency, tiers and discounts configured, not coded

- Proration and renewal logic handled automatically

- Price books per store, brand or customer segment


Customers can access products at their membership price or use points to make purchases, and we have all of this data in Salesforce.

— Anuj Dhawan, Innovation Lead, Sustainable Salons

Billing frequency and lifetime value

### Monthly-only billing leaves money on the table

Annual plans work as a retention lever in every vertical that sells on a recurring basis: fitness, software, nonprofits, streaming, groceries and direct-to-consumer brands alike. Annual subscriptions churn 2 to 3 times less than monthly ones,56 return 50 to 60% more revenue per user,2 and build a switching cost in at the point of purchase.1

Plenty of merchants still offer monthly only. Not because they disagree with the numbers, but because adding annual to a fragmented subscription system means another checkout path, different renewal logic and a more complicated data model to maintain.

When recurring billing is unified, annual is a frequency setting. Same checkout, same renewal logic, same retry and recovery process. A merchant can offer weekly, monthly and annual terms side by side, and the customer who chooses annual brings the lower churn and the higher lifetime value with them at no additional operational cost.

- Weekly, monthly and annual terms on one checkout flow

- No separate renewal logic per frequency

- Prorated mid-term upgrades and downgrades


Finance visibility

### Your finance team can’t trust the revenue number

Revenue recognition in one system, payment history in another, delinquent subscriptions in a spreadsheet someone maintains by hand. Every board pack turns into an audit, next quarter’s recurring revenue forecast turns into a guess, and reporting always lags the actuals by however long reconciliation takes.

ASC 606 and IFRS 15 compliance for subscription revenue means identifying the contract, the performance obligations and the transaction price, then allocating and timing revenue against them.9 When the underlying data is fragmented, that becomes a manual, error-prone process carried out under a deadline.

Because StoreConnect is built inside Salesforce rather than connected to it, subscription records, payment records, renewal orders and delinquent state all live in the org your business already reports from, kept current by built-in sync rather than an overnight export. Forecasts, dashboards and board reporting run on the same records your service team is looking at.

- Subscription, payment and renewal records in Salesforce

- Delinquent state visible on the account

- Forecasting and board reporting from one dataset


Delivery model

### Who builds it, and who supports it afterward

StoreConnect is a product company, not a services company. We build and support the platform, and every deployment is delivered by a certified Salesforce SI partner with our team providing the product, the roadmap and direct technical support throughout. For a merchant scaling recurring revenue that means an implementation partner who already knows subscription operations and your Salesforce org, a support relationship with StoreConnect directly rather than a black box owned by an integrator, and an introduction to a certified partner if you do not already have one.

- Delivered by certified Salesforce SI partners

- Technical support direct from the StoreConnect team

- Partner introductions if you need one



## Find out what fragmented billing is costing you

Every month on a fragmented billing system is another month of 30% payment recovery, another cohort of subscribers lost at checkout, and another pricing test that never ships because engineering is busy. Talk to our team and we will benchmark your business against the checkout abandonment, payment recovery and revenue model research cited on this page, then show you what closing the gap is worth.

[Book a Demo](https://storeconnect.com/book-demo)

## References

- [Subscription Economy Index 2025](https://www.zuora.com/press-release/zuora-subscription-economy-index-2025/) — Zuora — companies running four or more recurring revenue models grow revenue per account 4.5% faster than single-model competitors; annual commitment extends customer lifetime. ↩ ↩ ↩

- [Subscription economy statistics](https://justpricing.com/subscription-economy-statistics) — JustPricing — $129 billion in failed subscription payments in 2025; 50% of subscription churn from failed card payments; annual plans deliver 50 to 60% more revenue per user than monthly. ↩ ↩ ↩ ↩ ↩

- [Cart and checkout abandonment statistics](https://cartflows.com/statistics/cart-checkout-abandonment/) — CartFlows — 70.22% global abandonment rate across a meta-analysis of more than 50 studies; seven to eight fields is the optimal checkout length, with completion dropping 4 to 6% per additional field. ↩ ↩ ↩ ↩

- [Cart abandonment rate](https://www.clickpost.ai/blog/cart-abandonment-rate) — ClickPost — 71.3% global abandonment; 48% of abandonments caused by unexpected costs; 79.92% mobile abandonment against 69.19% on desktop; 73% of commerce traffic originates on mobile. ↩ ↩ ↩ ↩

- [Customer lifetime value](https://www.invoiced.com/resources/blog/customer-lifetime-value) — Invoiced — annual subscriptions churn 2 to 3 times less than monthly subscriptions. ↩ ↩

- [Customer lifetime value for the subscription model](https://gocardless.com/guides/posts/customer-lifetime-value-for-subscription-model) — GoCardless — annual subscription churn advantage and commitment-driven switching costs. ↩ ↩

- [What is subscription management](https://billingplatform.com/blog/what-is-subscription-management) — BillingPlatform — fragmented invoicing, misaligned entitlements and revenue data that cannot be consolidated without custom engineering. ↩

- [How quote-to-cash excellence can fuel growth for B2B subscription businesses](https://www.mckinsey.com/industries/technology-media-and-telecommunications/our-insights/how-quote-to-cash-excellence-can-fuel-growth-for-b2b-subscription-businesses) — McKinsey & Company — pricing change agility as a source of competitive advantage. ↩

- [Navigating the complexities of revenue recognition for subscription services](https://www.hubifi.com/blog/navigating-the-complexities-of-revenue-recognition-for-subscription-services) — HubiFi — ASC 606 and IFRS 15 requirements for subscription revenue, and the cost of fragmented data. ↩

- [Why subscription payments fail: 4 causes and fixes (2026)](https://baremetrics.com/blog/why-subscription-payments-fail) — Baremetrics — hard declines should not be retried, and outreach matched to the decline cause outperforms a generic payment failure notice. ↩

- [Failed-payment recovery: the 2026 dunning playbook](https://www.digitalapplied.com/blog/failed-payment-recovery-dunning-playbook-2026) — DigitalApplied — roughly 40% of cardholders replace a card each year through expiry, loss or fraud; involuntary churn accounts for 20 to 40% of total subscription churn; industry median recovery rate near 47.6%, with layered programs reaching 70 to 85%. ↩ ↩

- [Five reasons why card payments are declined](https://www.checkout.com/blog/five-reasons-why-card-payments-are-declined) — Checkout.com — 35% of cardholders are likely to abandon a merchant after experiencing a decline. ↩

- [Case studies](https://storeconnect.com/articles/case-studies) — StoreConnect — published customer results across other use cases and industries. Linked in place of a recurring billing case study, which does not yet exist.

---

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