BILL Growth Playbook

René Lacerte realized that while the front office of a business was going digital, the back office was still drowning in paper checks, filing cabinets, and manual approval chains.

The 'Network-Effect' Payment Loop & The 'Accounting-Software' Hijack: BILL tacticaly won by making 'Getting Paid' easier than 'Writing a Check'. Their growth engine is 'The Viral Invoice'—when a business pays a vendor through BILL, the vendor is invited to join the network to receive funds faster. By integrating with QuickBooks and Xero as the 'Default Payment Module,' they effectively locked in the accountant as their primary advocate. Their expansion relies on 'The Two-Sided Ledger'—where they own both the Accounts Payable and Accounts Receivable relationship, creating a friction-free B2B currency layer that is hard for banks to disrupt.