寫在前面：
最近負責的分賬模塊需要優化，國內網站上搜了很多和分賬相關的內容，發現這部分比較偏向定制化，現成的系統模塊或做的比較好的系統都搜不到原型，所以記錄壹些有價值的相關資料
When you are building your Software as a Service (Saas) Minimum Viable Product (MVP), there is a lot of work that needs to be done. It can be difficult to balance this workload.
Oftentimes you are so focused on developing the product that you forget that you still need to sell it to people. This guide is meant to help you get your billing system off the ground to start making revenue, and show what you should be doing when you are ready to scale up.
Subscriptions are key to an effective billing strategy. The ability to charge a credit card on a recurring basis makes payment more efficient for both you and the customer.
To start selling subscriptions to your clients, you need:
If you don’t have the development cycles to do this, you will be stuck with a painful process of sending invoices manually, giving customers access manually, and adding friction to the on-boarding process.
Offering free trials is considered by many to be one of the best ways to find early adopters of your SaaS.
When someone is given the opportunity to try your product before committing to a subscription, they are far more likely to become a regular customer.
It is good practice to treat your trial users with the same level of support and respect as you would your paying customers. Not only are they experiencing your product, they are also experiencing the quality of your service.
At the end of the day, you will end up integrating with an external system to handle these use cases. I highly recommend looking at Stripe because they have an excellent API to integrate with and a wide range of functionalities.
If you don’t want to develop the integration with Stripe yourself, take a look at Servicebot — It comes fully integrated with Stripe and has great Customer Relationship Management (CRM) functionality so you can better manage your customers and subscriptions from a dashboard.
During your early stages, Y Combinator founder Paul Graham says, “ Do things that don’t scale. ” Although this may sound counter-intuitive, this is the best way to grow your customer base before you begin to even think about scaling.
What scaling boils down to is automating the manual processes you’ve found to be effective at growing your startup.
When you’re ready to scale your billing solution, here are a few things to consider:
Automating the processes involved with billing — such as what happens when a user requests a trial, adds a funding source, or requests a cancellation — is one of the most important parts of scaling your billing solution.
You should first take a look at how you are currently doing your billing. Identify all the manual processes that currently are a part of your system, like restricting access if trials expire or reactivating accounts after they’ve been cancelled. Once you make that list you can start figuring out how much time is spent performing these and start iterating to reduce the most painful parts.
Another big part of automating your process is automating customer outreach based on their status in the billing system.
Customer outreach is key to converting customers from free trials to paid. When starting out, this process is mostly manual. Email people when they sign up, remind them when their trial is ending soon, or ask if they need help getting started.
This is not scalable — you need to eventually automate this process, and the best place to focus on is the billing side because so many steps are processed there
To ensure seamless communication between your system and the customer, it is important for your system to be tightly integrated with your billing.
One of the best ways to automate your businesses with minimum development effort is to integrate with third-parties who have already solved the problems you are facing.
Here are my favorites which I’m using for my own SaaS startup:
Stripe has become the staple of SaaS payment providers. With a developer-friendly API and constant new features, I (and countless others) feel it’s an obvious integration point.
Some of the features you can integrate with to automate more of your billing are:
There is much more you can do with Stripe, it should be up to you and your startup’s needs to determine how deep of an integration you need.
The staple of Intercom is the live chat widget that you embed on your site to enable communication with your customers. What many people don’t realize is that Intercom also provides an automation platform. If you integrate with Intercom, you can send customized messages to your customer based on what they do with your product.
This allows you to automate the communication with your customer so you don’t have to manually email anymore.
Example of intercom outreach automation
Servicebot comes out-of-the-box with a Stripe and Intercom integration. When a customer requests a free trial, Servicebot creates a new trialing subscription and customer in Stripe and a new user in Intercom, and directs them to a newly-created instance to use.
Intercom will send automated messages with the goal of converting to a paying user while Stripe will manage the subscription automatically.
A good first step to begin scaling is with automating your billing process. When it all comes together, you can connect parts of your business to a centralized location, as well as integrate it with third parties. The result of all this will be massive gains in productivity and efficiency that make the effort well worth it.
If you are interested in automating parts of your SaaS billing solution to do things like automate customer on-boarding and connecting business processes to your billing system, Let’s talk
在銀行卡收單業務中，以平臺對接或“大商戶”模式接入持證機構，留存商戶結算資金，並自行開展商戶資金清算——即所謂“二清”行為。人行以“有沒有開展商戶資金清算“為標準定義二清。
在網絡支付業務中，采取平臺對接或“大商戶“模式——即客戶資金先劃轉至網絡平臺賬戶，再由網絡平臺結算給該平臺二級商戶。為客戶開立的賬戶或提供的電子錢包等具有充值、消費、提現等支付功能。
無論是銀行卡收單業務還是網絡支付業務，以上都叫無證經營支付業務。
二清指的是：線下使用銀行卡進行的消費由pos服務提供商收單，然後結算給使用其pos服務的商家。因pos服務提供商無清算資質，所以這種方式屬於違規。
網絡支付主要指的是：買家支付的貨款先到第三方交易撮合平臺在支付機構開設的賬戶，然後由平臺結算給平臺的商家。因為第三方交易撮合平臺沒有清算資質，這種也是屬於違規。如果由無清算資質的支付機構進行清算，也是不合規的。這點要註意，不是所有的支付機構都有清算資質，目前支付機構中只有銀聯和網聯有清算資質。
本文討論的主要是網絡支付業務的無證經營問題。線下收單業務原理是壹樣的，只是支付方式不壹樣。
業務模式為第三方交易撮合（為賣家和買家提供服務/商品等的交易撮合），且資金是大賬戶模式（先進平臺在支付機構開的賬戶，然後通過平臺自己結算給商家）這種都算是無證經營支付業務，是不合規的。
例如：電商平臺拼多多、蘑菇街，綜合類生活平臺美團點評，旅遊平臺攜程等。
無論交易物是實物、虛擬物品還是服務都是壹樣。只要交易物不是平臺自營的，就需要無證經營支付業務問題。
錢包類功能，即能夠充值、消費、提現也是屬於無證經營支付業務。通過虛擬貨幣的方式也是不合規的，因為虛擬貨幣也具有了金融價值，能夠等價交換其他商品/服務，如得到的得到幣。
嚴格意義來講，以區塊鏈技術發行的虛擬幣也是不合規的，首先這種虛擬幣只能算是壹種虛擬商品，其次他的原理同平臺發行的虛擬貨幣是壹樣的，具有等價交換熟悉。在此不做深入討論。
政府發布217號文，態度非常堅定，力度也比較大，主要原因如下：
對於新平臺來說，無證經營支付業務問題是壹定要考慮的問題，不要以為新平臺比較小，可以打打擦邊球。發現之後可能是會比較嚴重，這種行為屬於明知故犯，有可能導致平臺無法繼續經營。
建議新電商平臺上線伊始就解決二清問題，避免上線後更大的損失。
筆者根據實際的經驗總結了目前市面上的方案，並進行了對比，供大家參考。
總體來說，目前市面上的方案分為4類。分別是銀行系統方案、微信分賬方案、三方支付系統方案、四方系統服務商方案，筆者將分別介紹。
支付寶暫沒有分賬方案，估計2020年針對支付寶體系內開放分賬功能，短時間內應該不會對外開放，目的同微信壹樣，是為了提高競爭壁壘，畢竟支付寶和微信都自有或投資了電商平臺。
通過對比可知，大平臺或對系統要求較高的平臺可以選擇銀行系統方案。如果僅僅只是做微信服務號或小程序的可以考慮微信分賬功能。對費用比較敏感的可以選擇四方服務商系統方案，但是有壹定合規風險。比較大眾的選擇就是三方支付系統方案，門檻適中，合規性沒有問題。
筆者研究了上述的四種方案對應的具體產品，分別是平安銀行的“電商見證寶”、微信分賬、通聯“雲商通”、投融匯“E帳通”、投融匯“E清算”、投融匯“智富通”（需要開銀行實體賬戶有稅費）。供讀者參考。
電商見證寶是平安為電商平臺提供的支付解決方案，但是實際上客戶不僅僅局限於電商，可適用於B2CB2BO2O等多類型的互聯網交易平臺。於2014年推出，已服務100多家電商平臺、產業鏈客戶，可提供整套解決方案，擁有較多成功案例。
應用場景：
電商見證寶服務平臺2.0（非自營平臺）：
1）子賬戶類型
平臺開立子賬戶時，分為商戶子賬戶及普通子賬戶。商戶子賬戶資金只收不付，會員間交易僅支持入賬至商戶子賬戶。
2）充值環節
3）退款環節
微信分賬功能主要是：為特約商戶完成訂單收單成功以後的資金分配提供的服務。
應用場景如：停車場繳費、外賣訂餐、高校繳費、加油站繳費、預訂酒店等。
特約商戶 是指：與收單機構簽訂銀行卡受理協議、按約定受理銀行卡並委托收單機構為其完成交易資金結算的企事業單位、個體工商戶或其他組織，以及按照國家工商行政管理機關有關規定，開展網絡商品交易等經營活動的自然人。包括實體特約商戶和網絡特約商戶2種。
實體特約商戶 是指：通過實體經營場所提供商品或服務的特約商戶，如：商店、飯店、旅館等。
網絡特約商戶 是指：基於公***網絡信息系統提供商品或服務的特約商戶，如自營類型的電商/服務提供商等。
分賬可以分給微信支付的商戶賬戶（非銀行賬戶）或者微信支付的用戶零錢賬戶，壹筆訂單最多可以分給50個分賬接收方。
分賬資金的凍結期默認是30天。從訂單支付成功之日起，30天內需要發起分賬，若30內未發起分賬，待分賬資金將會自動解凍給分賬方。
允許服務商分賬的最大比例為30%。
通聯是壹家老牌支付機構，有6張支付牌照。
雲商通平臺是壹個基於虛擬賬戶和訂單支付體系的開放平臺，為商戶的各類業務場景提供虛擬賬戶、支付產品和資金管理服務。
通聯提供虛擬賬戶和聚合支付服務，合作銀行提供資金存管、結算服務。雲商通比較靈活，可根據合作方所在地選擇合作銀行，可通過分公司對接銀行，也可通過通聯總部對接銀行，定制化程度較高。如果合作銀行未與通聯合作周期可能較長，需要半年左右的時間才能上線。
通聯通過銀行存管方式幫助平臺解決無證經營支付業務的問題。有3種存管模式：請對接模式壹、強對接模式二、弱對接模式。
部分合作夥伴如下：
強對接模式壹： 資金通過通聯支付進銀行賬戶，銀行進行資金結算，結算資金劃撥至銀行通聯備付金賬戶後，由通聯備付金賬戶付款給商家銀行賬戶。該模式存在壹個轉代付的問題（通聯備付金賬戶代付），長期來看，如果政策收緊該模式也屬於不合規。
強對接模式二： 與強對接模式類似，區別在於代付通過銀行直接完成。沒有轉代付的問題。推薦平臺使用該模式對接。
弱對接模式： 該模式特點是平臺基本無需開發，適合開發能力較弱的平臺。
平臺需要在銀行開立存管賬戶，銀行幫助平臺進行資金結算，平臺將結算資金通過櫃面劃付/網銀轉賬的方式，劃撥至通聯在銀行的備付金賬戶，由備付金賬戶付款給商家銀行賬戶。
該模式也存在轉代付的問題，且資金只能通過通聯賬戶作為唯壹出金路徑，需要線下手動操作的工作較多。
投融匯有三種對接方案：E帳通是與通聯合作的解決方案，E清算是與招商銀行合作的解決方案，智富通是與富邦華壹銀行合作的解決方案。
服務邏輯圖：
投融匯三種對接方案的服務邏輯圖相同，詳見下圖。
以上是作者對4這種方案的理解，供大家參考，如果有問題歡迎大家反饋討論。讀者可根據自己平臺的要求和特征選擇合適的支付方案進行對接。
原文：
/free-code-camp/how-to-build-and-scale-your-saas-billing-solution-d6111b9ae253