Why Bunny?

Experiencing acute problems over an extended period often drives solution creation. For the founders, revenue operations challenges spanning decades prompted the development of Bunny.

Background and Initial Challenges

Thomas Pedersen spent 14 years at a traditional software company creating billing solutions for telecommunications providers. The industry had a common refrain: “everyone hates their billing vendor.” When he and his brother launched OneLogin a decade ago, they excelled in some areas but struggled significantly with revenue operations.

Growing Pains at OneLogin

Initially, OneLogin’s customers paid via credit card with automatic monthly billing. However, larger enterprise clients demanded different payment terms - annual invoices paid by check. While securing a full year’s payment upfront was attractive, handling this manually required splitting revenue across two billing systems, complicating reporting.

As the sales team expanded, deal structures became increasingly creative. Salespeople customized plans through the admin console to optimize revenue potential, making reporting nearly impossible. Quote generation relied on Google Docs and Sheets with regional variations, each salesperson adding personal modifications.

Operational Inefficiencies

Discount enforcement proved problematic. While limits were documented, no scalable enforcement mechanism existed.

When OneLogin formed an account management team to grow the existing customer base and prevent churn, the lack of data and automation made the work labor-intensive. Enforcing contractual user limits required manual report runs to identify over-limit customers - but locating those limits meant searching through PDFs, Salesforce records, DocuSign documents, or individual inboxes.

Add-on sales creation succeeded, but commercial rollout failed. Customers couldn’t purchase add-ons online due to limited self-service resources. Even enabling add-ons for enterprise customers required days of manual work.

Data and Metrics Challenges

Board meetings consistently required scrambling to produce accurate charts and metrics. Data originated from multiple sources, requiring extensive verification efforts.

The Solution

Bunny was founded as the tool the founders wished they’d had at OneLogin. We could have moved faster, saved cost and capitalized on revenue potential that we weren’t able to. Now you can.