Utila & Vayu

Enhancing Crypto Operations with Advanced Metering Solutions

Before Vayu

As an enterprise-grade crypto operations platform, Utila empowers organizations of all sizes to manage their digital assets securely and efficiently. However, before partnering with Vayu, Utila relied on a system that lacked consumption metering capabilities and the flexibility needed for advanced product pricing and launches. The existing setup required heavy dependence on the engineering and product teams to launch new products and iterate on pricing strategies, including both prepaid and postpaid items. This reliance led to significant bottlenecks in product deployment and pricing flexibility, ultimately hindering Utila's ability to swiftly adapt to market demands.

“Vayu enables us to dynamically iterate on our pricing strategies and implement consumption metering for API Calls, significantly reducing manual work and preventing revenue leakage.”

Inbal Rosen

Head of Business Operations, Utila

Challenges

Heavy Reliance on Engineering Teams: Utila depended extensively on its engineering teams to launch new products, creating delays and reducing market responsiveness.
Complex Product Launches and Pricing Configuration: The process to launch new products and configure pricing for combinations of prepaid and postpaid payment terms was challenging and inflexible.
Limited Visibility into Cash Flows and Revenue Forecasts: There was a significant gap in real-time visibility into cash flows and revenue, affecting financial planning and decision-making.

Solutions

Consumption Metering: Vayu's advanced consumption metering solutions enabled Utila to efficiently manage and deploy consumption-based products. This system allowed for more dynamic scaling and flexibility, adapting to the needs of Utila's diverse client base.
Pricing Flexibility: With Vayu, Utila is able to iterate on pricing more effectively. The platform can now launch and adjust products quickly, with the flexibility to break down pricing into prepaid and postpaid schedules as needed.
Receivables Reporting and Integration with Stripe: The integration of Vayu's system with Stripe, Netsuite, and other platforms significantly improved Utila's receivables management from contract to cash. This enhancement facilitated better management of collections and streamlined financial operations.

Results

Enhanced Financial Operations and Visibility: The implementation of Vayu's metering solutions provided Utila with real-time visibility into usage, billing status, and overall revenue. This transparency has been crucial in maximizing revenue and making informed strategic decisions.
Expedited Cash Collection and Reduced DSO: Utila experienced a reduction in Days Sales Outstanding (DSO), improving the speed of cash collection and enhancing overall cash flow management. The ability to move between postpaid and prepaid billing more fluidly allowed Utila to optimize its cash flow and financial health.
Streamlined Product Launches: The reduction in dependency on engineering resources for launching new products and the increased flexibility in pricing and product configuration empowered Utila to respond more swiftly to market opportunities and customer needs.

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How Utila Scaled Usage-Based and Hybrid Pricing with Vayu

From engineering-dependent billing to finance-owned revenue operations

About Utila

Utila is an enterprise-grade crypto operations platform that helps organizations manage digital assets securely and efficiently. As the company scaled, its customer base grew rapidly, alongside the complexity of its pricing models, billing cycles, and expansion workflows.

This case study is based on an interview with Utila’s VP of Finance and reflects a finance-led perspective on scaling revenue operations.

“At our stage, Vayu is not a luxury. It’s a necessity.”

Nadav Garfinkel

VP Finance @ Utila

The Challenge: Manual, Engineering-Dependent Billing at Scale

As Utila grew, billing operations shifted from a back-office function to a structural constraint.

Manual billing could not keep up with growth

Before implementing Vayu, all billing operations at Utila were handled manually. Invoicing, product usage monitoring, and expansion tracking relied on spreadsheets and ad hoc processes.

As the customer base expanded rapidly, invoice volume increased significantly, with both monthly and quarterly billing cycles in place.

“Before Vayu, all billing operations were done manually. Invoicing, product monitoring, everything.”

Engineering-dependent revenue operations

Billing complexity extended beyond invoicing. Usage monitoring and pricing changes relied heavily on engineering.

As Utila launched more products with usage-based components and frequent expansions, finance depended on engineering teams to track usage and support pricing changes. Expansion growth was strong, but it was monitored manually by engineering, creating operational bottlenecks and increasing risk.

“Before Vayu, we relied on engineering for monitoring product usage and pricing changes.”

At the core of this dependency was the absence of a dedicated usage metering layer. Usage data had to be tracked and maintained manually, keeping engineering deeply involved in revenue workflows.

The breaking point: timing, scale, and cash flow

As billing complexity increased, timing became a serious issue.

Quarterly billing cycles took significant time to manage manually for a growing customer base. Not all invoices were issued when they should have been, directly affecting cash flow and days sales outstanding.

“As our customer base expanded very rapidly, the number of invoices skyrocketed.”

At this stage, manual billing was no longer sustainable.

Why Vayu: Shifting Billing Ownership to Finance

Utila needed a seamless way to support usage-based and hybrid pricing models at scale without increasing operational risk or expanding headcount.

The goal was not incremental improvement. It was a structural shift. Finance needed ownership over billing, usage monitoring, expansion revenue, and pricing decisions, without relying on engineering for day-to-day execution.

The Solution: Finance-Owned, Automated Revenue Operations

With Vayu, Utila moved revenue operations into a centralized, automated platform owned by finance.

Usage metering without building in-house infrastructure

Usage metering is a core part of Utila’s revenue model, not an add-on.

Vayu handles usage metering for Utila, eliminating the need to build and maintain an in-house solution. This removed a significant engineering burden and allowed product teams to focus on development, while finance gained accurate, real-time usage data to support billing and expansion workflows.

This made usage-based and hybrid pricing operationally viable at scale.

Pricing flexibility without engineering dependency

With Vayu, Utila can move between different pricing models without pulling engineering into the process. Finance can define, test, and monetize pricing changes directly in Vayu, then implement them immediately.

This allows the team to iterate on pricing at the pace of the business, without requiring engineering to revisit pricing logic each time.

Finance-owned billing and automation

Key changes included automated monthly and quarterly invoicing, automated tracking of product usage, automated billing of frequent expansions based on real usage, and bulk invoicing for large customer bases.

Finance no longer depended on engineering for pricing changes or usage monitoring.

“Before Vayu, we relied on engineering. Now we have autonomy and control.”

Real-time visibility across revenue and usage

Vayu provides a unified platform for monitoring revenue operations in real time.

Finance teams can see issued and unissued invoices, accounts receivable aging, and product usage across customers. These insights are accessible across departments, including customer success.

“We finally have one unified platform with real-time insights on usage and revenue.”

This visibility shifted the organization from reactive billing management to proactive revenue oversight.

The Results: Faster Cash and Scalable Operations

Automation and finance-owned workflows unlocked measurable operational impact.

Faster cash flow and contract-to-cash

By automating invoicing and enabling bulk billing, Utila significantly improved the speed and reliability of its billing cycles.

Invoices were issued on time at scale, directly improving cash flow and DSO.

“Vayu enabled automated bulk invoicing, dramatically improved our DSO, and shortened our contract-to-cash cycle. Simply put, money hits the bank faster.”

Scaling without adding headcount

As Utila continued to grow, billing operations did not require additional staffing.

Automation allowed the finance team to manage an expanding customer base without increasing billing or operations headcount, while also reducing the risk of delayed or missed revenue.

“Without Vayu, we would probably need a much larger operations team. Now we don’t need to bring more headcount.”

Why it matters

For Utila, revenue automation is not a nice-to-have. It is foundational infrastructure.

As the company scaled usage-based and hybrid pricing models, finance needed autonomy, visibility, and speed to support growth without operational drag or revenue risk.

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Streamline your operations and maximize efficiency with Vayu's cutting-edge revenue management platform. Start transforming your financial processes with tools designed to empower your team.

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