B2B vertical SaaS · $62M ARR
Vellum Systems: cash back on the balance sheet
Usage billing was creating silent disputes. We cut DSO 23 days and recovered $1.9M without adding collectors.
23 days
DSO reduction
51 → 28 days on net-30 terms
$1.9M
Cash unlocked
Without adding headcount
70%
Fewer usage disputes
And a 4-day median close
The problem
The cash was already theirs
Vellum's usage invoices were technically correct and commercially confusing. Customers parked invoices, success managers 'would look into it,' and collections waited. Net terms were 30. Reality was 51.
Austin, TX · $62M ARR revenue
What we changed
- Rebuilt the invoice packet: usage proof, contract reference, one-click dispute
- Moved collections off the CSM and onto a specialized AR desk for >$25k
- Installed dunning that escalates on silence, not on politeness
- Credit holds that actually fire — and a path to release them the same day
“We were apologizing for invoices we had earned. Cashlyn made the bill undeniable and the follow-up unavoidable.”
Priya Shah
VP Finance, Vellum Systems
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