How GitLab empowered their AR team and reduced manual work by 30%
GitLab's billing and AR team leveraged Tesorio's automated workflows and AI-powered collections to reclaim time and keep 86% of their receivables current.
Time Reduction
AR Current
DSO (Days)
The Challenge
What they were facing
As GitLab scaled from startup to publicly-traded company, their global AR operation became increasingly difficult to manage with existing tools.
- Rapidly scaling SaaS business with customers across every region and time zone, each with unique payment behaviors
- AR team spending a disproportionate amount of time on repetitive manual follow-ups instead of strategic work
- Lack of centralized visibility into which accounts needed attention most, leading to inefficient allocation of collector time
- Growing invoice volume outpacing the team's capacity, risking longer DSO and declining cash flow predictability
The Solution
How Tesorio helped
Tesorio provided GitLab with a unified AR platform that automated routine collections while giving the team data-driven insights to work smarter.
- Automated workflow engine that triggers personalized follow-up sequences based on customer segment, invoice age, and payment history
- AI-powered collections prioritization ensuring the team always works on the accounts that matter most
- Full platform adoption across the team, empowering every collector with the same tools and visibility
- Real-time AR dashboards providing leadership with instant access to DSO trends, aging analysis, and team performance
The Results
Measurable impact
GitLab's AR team transformed from a reactive, spreadsheet-driven operation into a strategic, data-powered function.
Time Saved
Collectors reclaimed nearly a third of their time previously spent on manual follow-ups and data entry.
AR Staying Current
The vast majority of receivables remain in current status, reflecting healthier cash flow and faster customer payments.
DSO (Days)
Achieved and maintained a strong DSO benchmark for enterprise SaaS, with continued improvement quarter over quarter.
“The biggest takeaway has been my team feeling empowered to use more of the Tesorio functionality, to really lean in and then see the results.”
Sarah McCauley
Director of Billing & AR, GitLab
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