Why European Billing Can Beat Stripe - Gregory Herbert (Frisbii)

Most companies obsess over acquiring the next customer while dramatically underinvesting in the ones they already have. But what if the best growth isn't found in new logos—it's sitting inside your existing customer base?

This conversation explores the often-overlooked economics of retention versus acquisition, the strategic mistakes embedded in long-term contracts, and why billing infrastructure is no longer back-office plumbing but a growth engine. The discussion unpacks the European fintech landscape, where fragmentation isn't a weakness but a competitive advantage, and where sovereignty means control over decisions and data—not just infrastructure. From navigating post-acquisition integration and cultural consolidation to the emerging role of AI in fraud detection, revenue prediction, and pricing optimization, the dialogue reveals what it takes to build durable, predictable growth in a market that rewards systems over ambition.

**Key Discussion Points:**

💶 Retention and expansion are chronically undermanaged—the next euro of growth often lives in your existing customer base, not your pipeline

🇪🇺 European sovereignty isn't about rejecting AWS or Salesforce; it's about transparency, control, and decision-making autonomy

📊 Pure consumption-based pricing creates CFO anxiety—hybrid models with predictable base costs and variable upside win trust

🔄 Post-M&A success depends on eliminating ambiguity fast: expose org charts, roles, and expectations before the deal closes

🎓 Education is dangerously slow to adapt—students graduating in five years will enter job markets transformed by AI they've never been taught to use

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About Gregory Herbert [CEO of Frisbii]:CEO of Frisbii, a European billing and subscription management platform assembled from four companies across Europe. He stepped into the role as the first CEO after the founder, taking over leadership of a company backed by growth-equity firm PSG. Under his leadership, Frisbii competes against larger, better-capitalised American platforms including Stripe Billing, Chargebee, and Zuora, and has focused on building what he describes as a sovereign European alternative in the subscription infrastructure space.About Aulium:Aulium is a video show exploring Innovation and Private Capital, hosted by Thomas Viguier.Connect with us:➡ Aulium on LinkedIn: https://www.linkedin.com/company/aulium➡ Thomas Viguier: https://www.linkedin.com/in/tviguier/