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Introduction to Zuora &                     Z-Business For Media       E n a b l i n g PAY WA L L 2 . 0 fo r t h e M e d i...
The Leader in Commerce, Billing and Finance                                          solutions for the Subscription Econom...
What is theSubscription Economy?         BUY NOW                                                                       SUB...
Businesses Can                                                                Consumers CanSubscribe To Anything          ...
Zoura’s Customers Have Broad Industry Coverage   High Tech                                   SaaS                         ...
The Media Industry                                                                                                   6    ...
The Media Industry Is In TroubleNewspapers lost $10 in print advertising for every $1gained in online advertising         ...
Cost Cuts: Staff Slashed To 1978 LevelsSlide 8 − Zuora Confidential, not for distribution beyond intended recipient
There Is A Big Shift From Print To Digital“Our digital subscribers now outnumber print, and digital is half ofFTs revenue”...
Today: The Industry Beginning To Turn Around …subscription                  …Shares of                                    ...
Digital Magazine Revenues Predicted To Triple                                                   Source: PEW Research Cente...
Digital Paywalls Are On The Rise                      Tribune Co.                       27.8                              ...
Western Europe: Online Paid Content Revenue               Expected To Rise By 65%                                         ...
Bottom Line: Paywalls Can Work                                                                Print Circulation Before    ...
Slide 15 − Zuora Confidential, not for distribution beyond intended recipient
The Next Big Challenge: Media CompaniesMust Take Advantage Of 5 Key Opportunities1. Increased geographical reach2. Multi D...
Multi-Device Experiences              Welt Group: Major newspaper brand in Germany               represented on all releva...
Increased geographical reach                    NYT Announces Online Portuguese             Edition, Bringing Times Journa...
Innovative Content Monetization     Pearson Plug-N-Play offers content via       APIs to third party app developers       ...
Cross Content BundlingNews International: Bundling print, web and tablet subscriptions to The Times and the Sunday Times  ...
Predictable Revenue Model            New York Times quarterly revenue rises on                       subscriber growthSlid...
We Call This Paywall 2.0                                                                                         22 Confid...
Problem: Today’s Systems                       Can’t Enable Paywall 2.0  No Global Reach                                  ...
The Industry Needs New Tools That Are Ready For …         Global Digital Commerce                                         ...
For Media                  Delivering Paywall 2.0 For The Media Industry                                                  ...
Implement Creative Content Monetization Strategies                                                                        ...
Deliver Cross Content Bundling With    Multi-Element Subscriptions                                                        ...
Multi-Device And Multi-Channel Subscriber Engagement                                                                      ...
Automate Billing And Payment Operations           On A Global Scale                                                       ...
Measure Key Subscriber Metrics                                                                                   Subscribe...
Z-Business Enables Key Processes Critical To Paywall 2.0                                        ECOSYSTEM CRM Systems     ...
Case Study                                                                                                        GROW    ...
Case Study                                                                                                       GROW     ...
Case Study                                                                                                     GROW       ...
Thank YouSlide 35 − Zuora Confidential, not for distribution beyond intended recipient
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Z Business For Media

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  • Replace title with Z-Business works across all industries
  • Others outlets that are still around have taken to cost cutting as the way to survive. And the hardest hit resources in cost cuts are newsroom staff and journalists. But cost cutting is just an accelerator to the race to the bottom. Consumers have noticed the loss in quality journalism as a result of these measures. PEW research indicates that a third of the users that turned away from news outlets did so because they were dissatisfied with the quality of content they were getting.
  • And beyond newspapers, magazines are benefitting from the shift to digital as well. Digital magazine revenues are on the rise, even as print is falling
  • It’s not just big name brand newspapers that are adopting paywalls.A look at the hundreds of newspapers offered by the top 10 publishing houses across small, medium and large markets clearly shows how widely paywalls are taking holdAs of 2012, 46.7% of all newspapers offered by the top 10 publishers in America now have paywalls.
  • In Europe, there is a huge opportunity to capture online paid content revenue. Forrester predicts online paid content revenue will increase by 65% by 2017 due to an increase in customer willingness to pay for digital content like news, video, games and music.
  • A researcher at UT Austin researched a number of paywalls to detemine if they could potentially preserve print circulation while attracting digital subscribers.Surprisingly, he found that digital paywalls seem to have a positive impact on print circulation revenue.Prior to paywalls, many newspapers showed a sharp decline in print sicrulation.After implementing paywalls, newspapers showed a much slower rate of decline in print circulation (NYT and Dallas Morning News). And in some cases like the Boston Globe and the Arkansas Democrat Gazzette, print circulation actually increased.
  • The shift to digital brings opportunity. Studies show that digital consumers actually consume more news not less once they start using a mobile or tablet device to access news.31% of mobile/tablet users spend MORE time with news than they did prior to the device43% % of mobile/tablet users ADD TO THE NEWS they consume31% of mobile/tablet users turn to EVEN MORE NEWS SOURCES than they did prior to the deviceSource: PEW Research CenterState Of The News Media 2013
  • Axel Springer, one of the largest media companies in Europe publishes 230 newspapers, has over 160 digtial offerings and over 120 apps. Axel’s “Welt Group” which is the largest newspaper in Germany is one of the most successful adopters of interactive media experiences. It’s the first newspaper brand in Germany to be represented on all major digital devices.The WELT Group also implemented Touchcode at the end of 2011 for a specific project that aimed to bridge the gap between the offline print publication, ICON, with the online outlet, The Iconist. The printed issue included a removable business card, which when touched to the screen in its Apple iPad app, downloads a free edition of The ICONIST.
  • The New York Times is extending it’s reach well beyond it’s New York roots. Seeing opportunity in a growing economy, affluent readership and an international business hub, the New York Times announced that there will be an online Portuguese version to serve readers in Brazil in 2013. This DIGITAL ONLY edition will publish 30-40 articles per day from local Brazilian writers and staff. They made a similar announcement this year with a DIGITAL ONLY Chinese language edition.
  • Pearson is going beyond publishing, and monetizing digital content in creative ways by making their content available to app developers via APIs
  • News International is offering creative bundles of the times and the Sunday times with mixed print and digital offerings.
  • The New York Times is now building a steadily growing subscriber revenue base, which is overtaking it’s advertising revenues.
  • Reward: High customer satisfaction and low churn
  • Transcript of "Z Business For Media"

    1. 1. Introduction to Zuora & Z-Business For Media E n a b l i n g PAY WA L L 2 . 0 fo r t h e M e d i a I n d u st r ySlide 1 − Zuora Confidential, not for distribution beyond intended recipient
    2. 2. The Leader in Commerce, Billing and Finance solutions for the Subscription Economy Subscription Subscription Subscription Commerce Billing Finance Four+ Years of Incredible Growth 500+ customers $82M funding Series A; First Series B, Zuora Series C; Zuora Series Zuora winsZuora founded D, Trademarks product launched featured in WSJ announces 1B in AlwaysOn Company Subscription contracted revenue Economy; EMEA of the Year Award; Offices: expansion expands to Asia Silicon Valley, London, Sydney, Confidential and Proprietary Information. Do not distribute beyond intended audience. Beijing, Atlanta
    3. 3. What is theSubscription Economy? BUY NOW SUBSCRIBE 1999 TodayBy 2015, 35% of Global 2000 companies will generate revenue throughsubscription-based services and revenue models. 3 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    4. 4. Businesses Can Consumers CanSubscribe To Anything Subscribe To AnythingServCorp Google Apps Salesforce Test Tube Wonder Sitter SpotifyVirtual Office Apps CRM Beauty Samples Baby Sitting MusicZendesk Amazon RingCentral Rent the Babbaco Mystery Tackle Runway BoxHelpdesk Infrastructure Phone System Women’s Kids Fishing Dresses Toys/Activities Dollar Shave Bespoke SpiceWorkday Intacct Concur Post Club Guides HR GL Travel/Expense Razors Luxury Items Date Idea 4 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    5. 5. Zoura’s Customers Have Broad Industry Coverage High Tech SaaS Cloud Infrastructure Media Devices Telecom Confidential and Proprietary Information. Do not distribute beyond intended audience.
    6. 6. The Media Industry 6 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    7. 7. The Media Industry Is In TroubleNewspapers lost $10 in print advertising for every $1gained in online advertising 7 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    8. 8. Cost Cuts: Staff Slashed To 1978 LevelsSlide 8 − Zuora Confidential, not for distribution beyond intended recipient
    9. 9. There Is A Big Shift From Print To Digital“Our digital subscribers now outnumber print, and digital is half ofFTs revenue” – Financial Times 9 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    10. 10. Today: The Industry Beginning To Turn Around …subscription …Shares of …Pearson sees sales are Gannett, New Digital rising faster York Income than ad Times, McClat Beating Print dollars are chy and E.W. Publishing… falling…. Scripps are up …. 10 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    11. 11. Digital Magazine Revenues Predicted To Triple Source: PEW Research Center State Of The News Media 2013Slide 11 − Zuora Confidential, not for distribution beyond intended recipient
    12. 12. Digital Paywalls Are On The Rise Tribune Co. 27.8 % Papers With Paywalls Swift Communications 17.2 McClatchy Co. 16.7 Times-Shamrock 75 Dow Jones Local Media 100 Berkshire Hathaway 57.9 MediaNews-Digital First 44.1 Lee Enterprises 57.7 GateHouse Media 31.6 Gannet & Co. 72.2 46.7% of newspapers now behind a paywall News & Tech Stats Aug 2012Slide 12 − Zuora Confidential, not for distribution beyond intended recipient
    13. 13. Western Europe: Online Paid Content Revenue Expected To Rise By 65% +65% 10,2 6,2 €Billion 2012 2017 Source: Forrester ResearchSlide 13 − Zuora Confidential, not for distribution beyond intended recipient
    14. 14. Bottom Line: Paywalls Can Work Print Circulation Before Print Circulation After Paywall Paywall New York Times Weekday declined by 7.8% Weekday declined by 5.6% Sunday declined by 5.3% Sunday declined by 0.1% Wall Street Journal Paywall for 15 years Very gradual decline Boston Globe Declined by 5.3% Sunday increased by 0.8% Dallas Morning News Declined by 16.1% Weekday declined by 5.5% Sunday declined by 1% Arkansas Democrat Gazette - Weekday increased Sunday remained steady Source Michael Nevradakis “May The Best Paywall Win” University of Texas Austin Paywalls show signs of positively impacting print circulationSlide 14 − Zuora Confidential, not for distribution beyond intended recipient
    15. 15. Slide 15 − Zuora Confidential, not for distribution beyond intended recipient
    16. 16. The Next Big Challenge: Media CompaniesMust Take Advantage Of 5 Key Opportunities1. Increased geographical reach2. Multi Device Experiences3. Cross Content Bundling4. Predictable Revenue Model5. Innovative Content Monetization 16 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    17. 17. Multi-Device Experiences Welt Group: Major newspaper brand in Germany represented on all relevant digital platforms of iOS, Android and KindleSlide 17 − Zuora Confidential, not for distribution beyond intended recipient
    18. 18. Increased geographical reach NYT Announces Online Portuguese Edition, Bringing Times Journalism To Readers inSlide 18 − Zuora Confidential, not for distribution beyond intended recipient
    19. 19. Innovative Content Monetization Pearson Plug-N-Play offers content via APIs to third party app developers Confidential and Proprietary Information. Do not distribute beyond intended audience.
    20. 20. Cross Content BundlingNews International: Bundling print, web and tablet subscriptions to The Times and the Sunday Times Confidential and Proprietary Information. Do not distribute beyond intended audience.
    21. 21. Predictable Revenue Model New York Times quarterly revenue rises on subscriber growthSlide 21 − Zuora Confidential, not for distribution beyond intended recipient
    22. 22. We Call This Paywall 2.0 22 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    23. 23. Problem: Today’s Systems Can’t Enable Paywall 2.0 No Global Reach Product & Content SilosPrint Only/Single Device Not Subscriber-Centric Rigid Packaging Options Print Simple Circulation ERP E-Commerce 23 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    24. 24. The Industry Needs New Tools That Are Ready For … Global Digital Commerce Creative Content Monetization 1 Subscriber Centric Analytics 2 3 4 5 Subscription Order Management Multi-Device Engagement 24 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    25. 25. For Media Delivering Paywall 2.0 For The Media Industry Creative Global Subscription Multi Device Subscriber Content Commerce Mgmt Engagement Analytics MonetizationSecure Payments Subscription Orders Product Definition Commerce Pages Subscriber Reports Taxation Amendments Rate Plans Self Service Revenue Reports Multi-Currency Renewals Charge Models Extensive APIs Billing & Cash Reports Rating Audit Trail Packages & Bundles Sample Code Ad Hoc Reporting ECOSYSTEM CMS Systems CRM Systems Payment Gateways Accounting/GL Analytics 25 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    26. 26. Implement Creative Content Monetization Strategies Flexible Pricing Models  Create one- time, recurring, usage charges  Setup different subscription plans, durations, and pricing tiers  Manage discounts and promotions  Track consumption, overages, and included units  Use Hundreds of Different Currencies 26 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    27. 27. Deliver Cross Content Bundling With Multi-Element Subscriptions Subscription Bundling  Bundle multiple items on a single subscription  Consolidate billing for print, digital and other content formats  Add, remove or change items without disrupting billing 27 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    28. 28. Multi-Device And Multi-Channel Subscriber Engagement Platform Extensibility  Create commerce pages with point and click-tools  Use sample code libraries to launch faster across multiple channels and devices  Drive subscriber self- care, including account and subscription management 28 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    29. 29. Automate Billing And Payment Operations On A Global Scale Billing & Payment Automation  Multi-Currency billing and payments  Support for over 200 currencies, major credit cards and 9 direct debit methods  Payment exception handling  Taxation (inclusive and exclusive) 29 Confidential and Proprietary Information. Do not distribute beyond intended audience.
    30. 30. Measure Key Subscriber Metrics Subscriber Reporting  Reporting on key metrics like MRR, TCV, Churn, Renewals  Pre-built billing, payments, subscription and revenue reports  Ad-hoc reporting capabilities 30Confidential and Proprietary Information. Do not distribute beyond intended audience.
    31. 31. Z-Business Enables Key Processes Critical To Paywall 2.0 ECOSYSTEM CRM Systems Payment Gateways Accounting/GL Confidential and Proprietary Information. Do not distribute beyond intended audience. Analytics 31
    32. 32. Case Study GROW Pearson Plug-N-Play goes digital and monetizes its content in less than 30 days. Zuora helped us to not only put in a next-generation paywall, but has empowered us to go beyond publishing . Tom Hall, VP Education Technology Partnerships Confidential and Proprietary Information. Do not distribute beyond intended audience.
    33. 33. Case Study GROW Z-Business For Media is Fairfax’s master subscription system. Multiple titles such as The Age and The Sydney Morning Herald will leverage Zuora to increase subscriber revenues and reduce reliance on advertisingZ-Business for Media gives us deeper insight into ourreaders, helps us to forecast future their behavior andultimately helps us to create a better, more relevant customerexperience. Andrew Lam-Po-Tang, Chief Information Officer Confidential and Proprietary Information. Do not distribute beyond intended audience.
    34. 34. Case Study GROW Zuora manages both print and digital subscriptions for the Times and the Sunday Times, representing a combined subscriber base of over 300k subscribers. Zuora helped us take control of our customer relationships and, unlike other systems Z-Business for Media has been designed around the future of subscription models, not the past Katie Vanneck-Smith, Chief Marketing Officer Confidential and Proprietary Information. Do not distribute beyond intended audience.
    35. 35. Thank YouSlide 35 − Zuora Confidential, not for distribution beyond intended recipient
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