How Qobra uses Hyperline to future-proof their billing stack

One price per license, three tools to invoice it

Qobra is a sales compensation platform that replaces Excel chaos with automation, transparency, and reliability. Sales Ops, Sales, and Finance teams at companies like Contentsquare, GoCardless, Doctolib, and Pennylane use it to manage commission payouts.

The pricing started simple: one plan, one price per license. As customer needs diversified across usage, perceived value, and willingness to pay, the team introduced discounts, especially as Qobra expanded into new markets like the UK. For 2025, the plan is tiered pricing based on geography, industry, and company size, supported by the launch of new features in a period of strong growth.

Billing, however, had stayed where it started: with Antoine, the CEO, who had handled it since Qobra began. When Thomas joined as Revenue Operations Manager, the handover was immediate.

“On my first day, I asked my CEO, ‘Okay, what thorn can I remove from your side?’ and the response came quickly: billing.”

A fragmented machine across three tools

What began as a relatively simple process had turned into a fragmented machine that required substantial manual input. Pennylane, the accounting tool, generated invoices one by one. A massive spreadsheet held all client information, including license counts and often-negotiated rates. A Notion page tracked every billing detail: payment intervals, upfront payment options, and contract terms.

“This process was a nightmare. I had to enter all the billing details, invoice by invoice, into Pennylane. It was a huge time sink and especially prone to data-entry errors.”

Thomas managed the process from start to finish for three months, enough to see exactly where it broke.

“I realized the scale of the project and quickly understood how important it was to automate this process from A to Z.”

Ruling out the usual suspects

The search came with two objectives: spend as little time as possible on billing and minimize the risk of errors. Traditional solutions like Chargebee were quickly ruled out as too complex and time-consuming to implement. Newer players usually fell short on critical features: without the ability to generate and send quotes directly from the billing tool, Qobra would have needed another solution alongside them, and implementing a CPQ on Salesforce was out of the question.

Hyperline emerged as the ideal solution: simple to implement and ready to scale with the business.

“I immediately recognized the value of a tool like Hyperline: we can move faster, adopt the tool quickly, and do it without involving tech resources in the project, definitely a plus.”

One source of truth for quote-to-cash

Hyperline drastically reduced the time Thomas spends on quote-to-cash each day. All data now lives in a single place, and the process runs automatically from start to finish, with only a final review when needed. Multi-currency management comes built in, integrations connect with Qobra’s existing ecosystem, Pennylane and the CRM included, and the setup stays flexible enough to handle exceptions for historical customers or customized pricing for key accounts.

Support sealed the decision.

“When it comes to something as important and stressful as billing, having solid support and quick response times isn’t just a bonus. At Hyperline, that level of reactivity makes all the difference in day-to-day use.”

With billing automated from A to Z, Qobra can roll out tiered pricing across new markets and industries without rebuilding the machine that invoices it.