Are you in Demand?
Quote to Cash & Retention
André Pimentel
Head of Operations
Matt Baker
Manager of Business
Applications...
The Nine Keys to Subscription Success
$
PRICE	
   ACQUIRE	
   BILL	
   COLLECT	
  
NURTURE	
   ACCOUNT	
   MEASURE	
   ITE...
Agenda
•  Demandforce Product
•  Demandforce Goals
•  Quote to Cash in Salesforce with Zuora
•  Customer Retention Process...
Product
Demandforce
One-Stop
Dashboard
Demandforce automatically sends your
data and reviews to top sites which
helps you look more appealing to new
clients sear...
Goals Demandforce
1. Acquire new customers.
2. Provide an awesome
customer experience.
3. Retain existing customers.
1. Ac...
Quote to Cash
Zuora & Salesforce
Q2C Zuora & Salesforce
Requirements:
•  Quote and close customers within 3 minutes.
•  Close deals without a Deal Desk.
• ...
Q2C Zuora & Salesforce
Quote and close customers within 3 minutes.
Quote Select Contacts Select Rate Plan
Send/Sign
Contra...
Q2C Zuora & Salesforce
Requirements:
ü Quote and close customers within 3 minutes.
•  Close deals without a Deal Desk.
• ...
Q2C Zuora & Salesforce
Close deals without a Deal Desk.
•  Offer standard discounts for Account Executives.
•  Restrict pr...
Q2C Zuora & Salesforce
Requirements:
ü Quote and close customers within 3 minutes.
ü Close deals without a Deal Desk.
• ...
Q2C Zuora & Salesforce
Discounting with approval tiers:
•  Regional Manager approvals and National Manager
approvals.
•  A...
Retention
Zuora & Salesforce
Retention Zuora & Salesforce
Requirements:
•  Automated management of cancelation requests.
•  Retention Team works to ass...
Retention Zuora & Salesforce
Automated management of cancelations.
Cancel	
  Request	
   Enter	
  Requested	
  Date	
  
Am...
Retention Zuora & Salesforce
Requirements:
ü Automated management of cancelation requests.
ü Retention Team works to ass...
Retention Zuora & Salesforce
Top 5 FP&A Reports:
5. Reporting on all Active Subscriptions & measuring new
bookings and Sub...
Retention Zuora & Salesforce
Requirements:
ü Automated management of cancelation requests.
ü Retention Team works to ass...
Questions / Comments
Zuora & Salesforce
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Quote-to-Subscription: Evolving Beyond Traditional CPQ (Subscribed13)

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DemandForce, an Intuit Company

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Quote-to-Subscription: Evolving Beyond Traditional CPQ (Subscribed13)

  1. 1. Are you in Demand? Quote to Cash & Retention André Pimentel Head of Operations Matt Baker Manager of Business Applications &
  2. 2. The Nine Keys to Subscription Success $ PRICE   ACQUIRE   BILL   COLLECT   NURTURE   ACCOUNT   MEASURE   ITERATE   SCALE  
  3. 3. Agenda •  Demandforce Product •  Demandforce Goals •  Quote to Cash in Salesforce with Zuora •  Customer Retention Process •  Questions & Answers
  4. 4. Product Demandforce
  5. 5. One-Stop Dashboard
  6. 6. Demandforce automatically sends your data and reviews to top sites which helps you look more appealing to new clients searching online. Get Noticed Online
  7. 7. Goals Demandforce 1. Acquire new customers. 2. Provide an awesome customer experience. 3. Retain existing customers. 1. Acquire new customers. 2. Provide an awesome customer experience. 3. Retain existing customers.
  8. 8. Quote to Cash Zuora & Salesforce
  9. 9. Q2C Zuora & Salesforce Requirements: •  Quote and close customers within 3 minutes. •  Close deals without a Deal Desk. •  Discounting with approval tiers.
  10. 10. Q2C Zuora & Salesforce Quote and close customers within 3 minutes. Quote Select Contacts Select Rate Plan Send/Sign Contract Account/ Subscription Created in Zuora
  11. 11. Q2C Zuora & Salesforce Requirements: ü Quote and close customers within 3 minutes. •  Close deals without a Deal Desk. •  Discounting with approval tiers.
  12. 12. Q2C Zuora & Salesforce Close deals without a Deal Desk. •  Offer standard discounts for Account Executives. •  Restrict price changes. •  Automate Subscription creation. DEMO  
  13. 13. Q2C Zuora & Salesforce Requirements: ü Quote and close customers within 3 minutes. ü Close deals without a Deal Desk. •  Discounting with approval tiers.
  14. 14. Q2C Zuora & Salesforce Discounting with approval tiers: •  Regional Manager approvals and National Manager approvals. •  Approval types based on Zuora products.
  15. 15. Retention Zuora & Salesforce
  16. 16. Retention Zuora & Salesforce Requirements: •  Automated management of cancelation requests. •  Retention Team works to assist and retain customer post request. •  Accurate & granular retention reporting for FP&A.
  17. 17. Retention Zuora & Salesforce Automated management of cancelations. Cancel  Request   Enter  Requested  Date   Amendment  created   in  Zuora   Opportunity  to  Save   created  
  18. 18. Retention Zuora & Salesforce Requirements: ü Automated management of cancelation requests. ü Retention Team works to assist and retain customer post request. •  Accurate & granular retention reporting for FP&A.
  19. 19. Retention Zuora & Salesforce Top 5 FP&A Reports: 5. Reporting on all Active Subscriptions & measuring new bookings and Subscription additions over time. 4. Reporting on periodic cancellation activities over time. 3. Trending POS discounts given to new subscriptions over time. 2. Trending cumulative billable retention over time and retention by cohort. 1. Reporting on saved accounts and save bookings.
  20. 20. Retention Zuora & Salesforce Requirements: ü Automated management of cancelation requests. ü Retention Team works to assist and retain customer post request. ü  Accurate & granular retention reporting for FP&A.
  21. 21. Questions / Comments Zuora & Salesforce
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