Customer: Kojo
Finance Leader: Lucy Sayles, Head of Finance
How Kojo kept DSO Under 30 Days While Scaling
<30 days
DSO all under 30 days and maintained as Kojo scaled
6-7 hours
manual collections work eliminated
0 hires
No additional AR hires needed
100%
Cash Visibility Coverage
Background
Lucy began her career as a CPA at a fast-growth jewelry startup in Austin. She joined Kojo as their first controller, led their first-ever audit, and was promoted to Head of Finance after proving her ability to steer financial operations as the company scaled.
The Challenge: Manual, Time-Consuming Collections
When Lucy joined, collections were entirely manual:
- Every morning, the team checked who hadn’t paid
- Built one-off follow-up emails from a template, spending 1–2 hours/day
- No visibility into root causes of late payments
“We were daily figuring out who has not paid… It was very manual and time consuming just to send out emails.”
“We were manually following up… It probably took our team an hour to two every day. It just didn’t need a human to do this. This isn’t value added work at all.”
The Impact: Quantitative Wins
- DSO consistently under 30 days despite rapid growth
- 1–2 hours/day saved
- No increase in collections headcount while invoice volume scaled
“We don’t have to spend so much time chasing invoices. We’re more quickly getting to root problems and solving them faster thanks to Invoice Butler.”
Lucy’s Advice to Other Finance Leaders
“You want to reduce the amount of manual work… You don’t want your team spending time sending emails. You want your team spending time solving big picture customer issues and high value conversations. This is why Invoice Butler is so useful.”
“Focus your team on the high-value conversations, not sending emails and doing manual work.”
Today: A Dashboard and Service That Scales With Them
Lucy also credits the evolution of the product since they joined as an early design partner:
“The dashboard looks great now… It’s great to have all the notes and you can see all the times that Invoice Butler has reached out to a customer. You guys have been really open to feedback and it’s been great working with y’all”