Fazeshift

What do they actually do

Fazeshift provides a hosted platform of AI agents that automate discrete Accounts Receivable tasks such as cash application, collections outreach, contract-to-billing conversion, dispute handling, credit checks, onboarding/billing data capture, and a customer payment portal. Each module can be enabled independently to cover different parts of the AR and order-to-cash workflow (product overview, homepage).

It integrates with common ERPs, billing, CRM, email, and bank/payment feeds (e.g., NetSuite, Sage Intacct, Stripe, QuickBooks, Salesforce, HubSpot, DocuSign, Gmail). In practice, customers connect these systems so the cash-application agent matches payments to invoices (including partial and pooled payments), the collections agent sends staged reminders and escalates as needed, contract/billing agents turn executed agreements into accurate invoices, and dashboards show aging and cash forecasts while teams focus on exceptions (cash application, collections, contract review, billing agent, implementation blog).

The company shows live customer testimonials and lists itself as an active YC Summer 2024 company, indicating production deployments. They describe tailored onboarding with weekly check-ins and a goal of going live within ~30 days; they also highlight SOC 2 controls, encryption, and optional zero-data-retention settings. Pricing is modular and scoped via a sales demo (homepage/testimonials, YC listing, product/security copy).

Who are their target customer(s)

• Head of Finance at a mid-market subscription or recurring-revenue company: Billing errors and manual invoice fixes slow cash flow and create revenue recognition issues; they need contracts to translate cleanly into accurate billing (contract review, billing agent).
• AR manager or collections team lead: Time is spent on routine reminders and prioritization instead of resolving the riskiest accounts; they want automated, staged outreach and clearer escalation rules (collections agent).
• Cash-application specialist at a company with complex payment patterns: Hours are lost matching partial, pooled, and multi-entity payments to invoices; they need automated matching and fewer exceptions (cash application).
• Billing/rev-ops team running multiple systems (ERP, billing, CRM, processors): Manual handoffs and data gaps create repeated reconciliations; they need reliable integrations across tools like NetSuite, Stripe, QuickBooks, and Salesforce (platform/integrations).
• Finance or procurement lead at a larger enterprise: They require controls such as SOC 2, encryption, audit trails, and configurable data retention before allowing automation on invoices and payments (security copy).

How would they acquire their first 10, 50, and 100 customers

• First 10: Founder-led, high-touch paid pilots via YC/founder networks, focusing on a single fast-ROI task (cash application or collections) with real ERP/billing integrations and weekly check-ins to be live within ~30 days (product, homepage).
• First 50: Add 1–2 SDRs for targeted outbound to Heads of Finance/AR managers and run demos anchored on early case studies; pair with practical how-to/ROI content and 1–2 ERP/billing implementation partners to co-sell and shorten procurement (product/integrations).
• First 100: Productize the best pilot into fixed modules (cash application, collections, contract-to-billing) with clear time-to-value and optional usage/performance pricing, introduce limited self-serve for simpler accounts, expand outbound to adjacent verticals, and deepen ERP/payment channel partnerships with published security/compliance proof points (product, homepage).

What is the rough total addressable market

Top-down context:

Analyst reports place Accounts Receivable/O2C automation in the multi‑billion dollar range today and growing over the decade (MarketsandMarkets, Mordor Intelligence).

Bottom-up calculation:

Using ~200,000 U.S. mid‑market firms as a base and assuming 20% run subscription/recurring models with AR complexity at a ~$40k ACV yields a ~$1.6B U.S. SAM; varying penetration (10–25%) and ACV ($10k–$120k) produces a few hundred million to several billion range (NCMM).

Assumptions:

• Focus on U.S. mid‑market firms (~200,000) initially (NCMM).
• Share of mid‑market with subscription/recurring AR complexity is 10–25%.
• Mid‑market ACV bands of ~$10k–$120k depending on scope and integrations.

Who are some of their notable competitors

• HighRadius: Enterprise-focused O2C platform automating cash application, collections, disputes, and forecasting; overlaps on end-to-end AR automation and deep ERP integrations.
• Tesorio: Mid-market/SaaS-native AR and cash-flow platform with automated collections, cash application, and AR forecasting; stronger emphasis on cash forecasting and lighter enterprise footprint.
• Billtrust: Full-suite AR vendor (invoicing, payments, collections, cash application) with a large payments network and many ERP connectors; often chosen as a single-vendor replacement for manual processes.
• Versapay: Invoice-to-cash platform centered on a customer payment portal, digital invoicing, automated collections, and AI-driven cash application—directly competitive for mid-market teams.
• Chaser: Collections-first tool for SMEs and accounting firms on QuickBooks/Xero; automates reminders and basic credit workflows but is less focused on complex cash application or contract-to-billing.