Thomas Pedersen
LinkedInFounder & CEO, Bunny
Thomas is a founder and CEO of Bunny. He previously co-founded and built OneLogin, a leading identity & access management provider, with his brother Christian, who is also co-founder and CTO at Bunny. At OneLogin he saw firsthand how B2B SaaS companies struggle to scale quoting, billing, and revenue operations as they move upmarket. This became the inspiration for Bunny. Thomas is the father of two sons and is an avid sailor, road cyclist and snowboarder.
Articles by Thomas Pedersen
52 articles published
Leaving Salesforce CPQ: Prove Your Data Is Ready for Cutover
A successful import is not proof of a safe migration. Build the evidence that customer identities, subscription quantities, negotiated prices and unfinished deals will...
Salesforce Revenue Cloud vs Salesforce CPQ: Successor, Not an Upgrade
Revenue Cloud can replace Salesforce CPQ, but it is not the next version of the same package. Separate the overlapping product names, the licensing...
Zuora vs Chargebee: Decide Who Owns Your Billing Architecture
The useful distinction between Zuora and Chargebee is the operating model you need. Separate seller entities from customer hierarchies, identify which quoting components you...
Testing Renewal Automation Before Go-Live: A Recurring Billing Acceptance Checklist
A successful renewal job is not enough. Use this pre-production acceptance plan to prove that the right contract produces the right bill exactly once—and...
Co-Term Add-ons and Mid-Contract Upgrades Without Resetting Renewal
An add-on needs a start date, not necessarily its own anniversary. Here's how to preserve the existing renewal date, calculate the remaining-term charge, and...
Create a Sales Quote with an AI Agent—Without Sending It Too Soon
A practical request-to-send walkthrough for AI-generated sales quotes. Learn what to give the agent, where it should stop, and how to review a Bunny...
When to Bill Each Part of a Hybrid SaaS Contract
A hybrid SaaS contract does not need one billing rule for everything. Work through platform fees, measured consumption, payment deadlines and revenue timing separately—and...
Sales and Revenue Tools AI Agents Can Actually Operate
An AI feature is not the same as an agent-ready platform. Compare Bunny, HubSpot, Salesforce, Stripe, Chargebee and ChartMogul by their documented agent connections,...
Choosing SaaS CPQ That Can Keep Up With Your Pricing
Don't choose CPQ from a polished demonstration of yesterday's pricing. Compare six platforms, then make the finalists handle a new pricing policy, an expired...
Best Usage-Based Billing Platform for SaaS Companies
The best usage-based billing platform depends on more than counting events. Compare the main options for negotiated B2B contracts, consumption-first products, prepaid credits and...
Best Subscription Billing Platform for SaaS Companies
The best subscription billing platform depends on what happens before and after the invoice. Here's how the main options compare for self-service subscriptions, negotiated...
Salesforce CPQ End of Life: What It Means and How to Migrate
Salesforce CPQ is end of sale, not end of life. Here is what Salesforce has actually announced, the timeline so far, the options open...
Why Sales-Led Billing Is So Much Harder Than Product-Led
Most B2B SaaS companies start product-led, where billing is a checkout page and a webhook. Then a sales team shows up, and billing stops...
What Happens When Salespeople Touch Stripe Billing (And Why Your Metrics Never Recover)
Stripe Billing is genuinely good at what it was built for: self-serve, product-led subscriptions. The moment a salesperson needs to close a deal that...
How Bunny AI Improves Revenue Management for SaaS Companies
Most revenue leakage doesn't come from bad intentions or bad luck. It comes from the gaps between systems, where a discount goes unapproved, a...
Bunny AI Subscription Billing Software
AI subscription management only works if the automation underneath it is real. Here's how the two layers fit together, the ten features worth evaluating...
Usage-Based Pricing: 6 Models With Real SaaS Examples
Usage-based pricing charges customers for what they consume rather than a fixed fee. There are six common models, from simple per-unit rates to outcome-based...
Best AI-Powered Billing Tools for Businesses
Six platforms get shortlisted for B2B SaaS billing, but only one was built for it. What actually makes a billing tool AI-powered, how Bunny,...
How Bunny AI Subscription Billing and Management Software Improves SaaS Renewals and Expansion Revenue
Renewals and expansion revenue don't leak because customers don't want to renew or expand - they leak because the manual process around noticing and...
Bunny AI Billing Automation For SaaS Companies
AI billing software changes the equation. Instead of bolting a chatbot onto a manual process, an AI-ready billing system removes the manual steps entirely...
Bunny launches Australian data region for B2B SaaS billing
Bunny now operates an Australian data region, hosted on AWS in Sydney. Australian SaaS companies can run their full billing stack — quoting, subscriptions,...
Micro add-ons: the quiet path to expansion revenue
There's revenue sitting between your pricing tiers that most SaaS companies never collect. Micro add-ons are how you go get it.
What Is a Quoting Workflow? How B2B SaaS Companies Should Structure Approvals
A quoting workflow is the structured process a B2B SaaS company uses to create, approve, and deliver a commercial proposal to a prospective customer....
Protecting your upside when discounting
When selling to enterprise buyers, expect negotiation - but with the right tools and strategies you can safeguard your revenue potential while still closing...
The challenges with standalone CPQ
CPQ represents a critical junction between CRM and billing systems. For B2B SaaS, subscription complexity makes standalone CPQ tools far harder to use than...
The tip of the iceberg
If your CPQ evaluation focuses solely on the initial deal, you might be overlooking a significant part of the picture. In B2B subscriptions, the...
Liberate your subscription data with Bunny and Airbyte
Bunny serves as the system of record for subscription revenue, but your data doesn't have to stay siloed. Here's how to sync subscription data...
Product update for August 2024
Redesigned admin UI, ramp deals, usage-based billing improvements, SimpleTax, backdated deals, migration mode, and an outbox for email tracking.
Product update for May 2024
New customer portal design, plan layouts, automated periodic financials, currency conversion, and customizable invoice templates.
Bunny announces CryptoBoost - Double your revenue with AI
Bunny's new CryptoBoost feature automatically converts incoming cash payments into cryptocurrency, leveraging AI to instantly double your growth rate. (April Fools.)
Bunny RevOps principle #5 - Quoting means clean data
Dirty data starts when a quote is built in a spreadsheet. Quoting is something you want to introduce as early as possible because it...
Bunny RevOps principle #4 - Don't bifurcate PLG & SLG
Once PLG and sales-led revenue streams become separated, the organization faces compounding operational challenges. The sooner you reel in this two-headed monster, the better....
9 new features to streamline RevOps
February 2024 product update: Dropbox Sign integration, quote documents, enhanced approval rules, mobile improvements, product duplication, and European VAT support.
Bunny RevOps principle #3 - Decouple platform and pricing
The fundamental problem with most startups is embedding pricing logic directly into platform code. This creates significant operational friction as companies scale.
Bunny RevOps principle #2 - Product catalog first
A robust product catalog forms the foundation of modern SaaS revenue operations. Getting it into your business early means that automation pays big dividends...
Bunny RevOps principle #1 - Automate early
Introducing manual processes into your business is deceptively easy, but reversing them proves far more challenging. When you systematize from the start, you gain...
Bunny Pay - Integrated payment processing
Bunny Pay is now live - integrated payment processing for card and ACH transactions, built directly into the Bunny RevOps platform.
Bunny's RevOps principles for B2B SaaS
SaaS startups typically deprioritize billing infrastructure during early stages. But by the time scaling pain becomes unbearable, implementing automated solutions becomes significantly harder.
Bunny integrates with HubSpot
Bunny now integrates with HubSpot CRM, taking subscription quoting further than HubSpot's built-in tools with enterprise CPQ built for recurring revenue.
Why you need quote approval workflows
Approval workflows serve purposes beyond controlling unwanted behavior. They drive operational excellence, enabling teams to pursue organizational goals more effectively.
Why 1:ID chose Bunny for subscription management
1:ID is a European SaaS startup that digitizes identification documents. Here's how they integrated Bunny for a hybrid subscription + usage-based billing model from...
Why coupons are a powerful sales incentive for B2B SaaS companies
Coupons have increasingly found their place in B2B SaaS sales strategy. Here are seven reasons they're more effective than you might think.
13 signs the lack of advanced RevOps impedes your growth
The absence of advanced subscription management capabilities can significantly hinder B2B SaaS expansion. Here are 13 specific challenges that emerge without proper revenue operations...
10 signs you need CPQ
CPQ solutions are essential for B2B SaaS companies offering complex products. Here are 10 signs your organization has outgrown manual quoting.
The advantage of embedded analytics for revenue operations
Embedded analytics within RevOps enables real-time decision-making, enhances collaboration, reduces IT burden, and keeps sensitive data within your organizational infrastructure.
The CPQ tipping point
When your first salesperson joins, quotes are still experimental. By the time you hire a sales manager, the inconsistency is already a problem. This...
Are bad tenants ruining your business?
Tenant compliance - ensuring SaaS customers' subscriptions align with their contracts - is a common pain point that quietly erodes revenue and operational efficiency....
7 reasons for enabling self-service in B2B SaaS
Many SaaS companies don't offer self-service to enterprise customers due to high ACV and engineering constraints. Here are seven compelling reasons to reconsider.
Bunny achieves Avalara AvaTax certification
Bunny is now a certified Avalara AvaTax partner, integrating sales tax and VAT compliance directly into quoting and billing workflows for subscription businesses.
How's that spreadsheet working?
Spreadsheets work fine for one-off sales. But subscriptions introduce state management - and spreadsheets and PDF files are not a sound basis for tracking...
The problem with CPQ
CPQ has earned a reputation for being both expensive and complex. For SaaS companies, understanding why reveals important lessons about revenue infrastructure.
Why Bunny?
Bunny was founded as the tool its founders wished they'd had at OneLogin. Here's the story of the revenue operations challenges that inspired it....