Ballinger Group is a financial services company. They recently introduced a new online product called Virtual IBANs. In simple terms, a Virtual IBAN works like a special bank account number that makes it easier for businesses to keep track of payments, organise their finances, and reduce banking costs.
When Ballinger launched this digital service, their deep expertise and strong vision meant the business grew extremely quickly. For six months in a row, their revenue increased by 30% every month.
But rapid growth created operational pressure almost immediately and they knew maintaining their invoicing and contracting lifecycle would become unsustainable.
What Happened
- At first, the team could handle about 16 Virtual customers manually without any issues.
- Then two new customers arrived – each requesting 300 and 400 Virtual IBANs.
Every account required different prices, discounts, and payment terms. - Trying to manage all of this in spreadsheets was no longer realistic and didn’t match the company’s high service standards.
The team realised that moving their invoicing process into Salesforce would give them complete confidence as the number of accounts grew. It would also help protect revenue, ensure accuracy, and free their developers to focus on supporting a £24 million line of business.
Growing efficiently
The leadership team knew they needed to stay focused on the work that created the most value—such as launching new payment fee options worth £500k, expanding into new markets worth £2m, and building API integrations projected to bring in £3m by the third year.
Ballinger had just launched its new digital business providing Virtual IBANS, a financial and, due to the team’s vision and expertise, their growth was explosive. For six months straight, revenue climbed by 30 per cent month over month.
This created new operational pressure almost overnight because their team was at capacity; yet, they didn’t want to create a bottleneck or slow down their impeccable white-glove service.
Scaling at pace
The leadership team recognised the need to stay focused on high-value work, including new payment fee streams (£500k), new GMT verticals (£2m), and API integrations (£3m by year three).
They needed an invoicing system inside Salesforce that could scale as fast as the business.
They asked Adapt IQ to help.
The Challenge
The business required a Salesforce-based invoicing engine that could scale with their digital offerings and support their revenue ambitions.
Key challenges included:
- A digital business growing at remarkable speed, creating an opportunity to move from manual billing to a scalable, Salesforce-driven approach.
- A wide range of contract types, pricing structures, and payment terms that reflected the sophistication of their offering – and deserved an equally sophisticated system to support it.
- Increasing order volumes made it the perfect moment to introduce automation, ensuring every invoice was issued accurately and on time.
- A desire to keep the team focused on strategic, revenue-generating work rather than expanding headcount for administrative tasks.
- Internal developers dedicated to supporting a high-value, mission-critical £24m part of the business – making it essential for invoicing to be handled externally without disrupting core operations.
- A strong commitment to launching on time, unlocking digital revenue immediately and protecting the £500k uplift associated with the first six weeks.
- A clear strategy to safeguard the £24m core business by ensuring tech resources stayed focused where they delivered the highest value.
- A forward-looking plan for growth that required a scalable, repeatable invoicing process capable of supporting a digital division projected to generate £4m annually within two years.
- The business needed to grow – without slowing down its people- and required a reliable and knowledgeable partner to ensure that it could maintain its white-glove, world-class pace of service.
The Solution
The Adapt IQ Solution
Adapt IQ designed and delivered a Salesforce-native invoicing system that allowed the business to scale fast without adding operational strain.
Working closely with the team, Adapt IQ:
- Built a custom invoicing engine inside Salesforce to consolidate multiple purchases into one clear annual bill.
- Automated revenue recognition so that complex contract lengths, terms, and renewal periods could be handled with ease.
- Created structured workflows to ensure accuracy and consistency in every invoice issued.
- Designed a future-proof, scalable architecture capable of supporting hundreds of IBAN accounts as the digital business grew
- Enabled the business to confidently take on high-volume customer orders with varying fees, discounts, and payment structures.
- Completed the whole project in six weeks, protecting £500,000 in revenue that depended on meeting the go-live date.
- Required only 80 internal hours from the client, allowing internal developers to stay focused on a mission-critical £24m part of the organisation.
- Removed the need to hire additional operational staff despite 30 per cent month-on-month growth.
- Freed senior leaders to focus on new revenue opportunities worth £5.5m over three years, including payment fees, GMT verticals, and API integrations.
- The system gave the business the confidence to take on higher-volume orders without adding staff or risking accuracy.
The Impact
Adapt IQ’s work enabled the fintech to scale its digital business safely, quickly, and with confidence.
What changed:
- >10x ROI delivered, when internal time savings and faster revenue generation were combined.
- £500,000 in revenue protected, avoiding a six-week delay to launch.
- £4 million annual digital revenue projected within two years.
- 30% month-on-month growth sustained, now supported by a scalable billing backbone.
- No new staff required, despite rapidly increasing volumes.
- Internal developers stayed focused on the £24m core business, avoiding operational risk.
- The business can now confidently take on customers ordering hundreds of IBANs with complex pricing.
- Billing accuracy and clarity improved for every client.
The leadership team regained time to focus on higher-value revenue streams worth over £5.5 million.
“I would estimate in excess of a 10x ROI when we include our own time.”
Richard Waugh, Chief Operating Officer
