NAAAP Keynote

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NAAAP Gateway to Leadership 2012 Keynote

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NAAAP Keynote

  1. 1. Five Habits for Breakthrough Thinking Lessons from taking Salesforce.com from zero to $1 Billion and trying to do it again with Zuora NAAACP Gateway to Leadership September 29, 2012 @tientzuo, CEO, @zuora1
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  6. 6. Building the Next Great Enterprise SaaS Company Company Facts Customers Pioneer and global leader for online Strong brand customers across tech, subscription commerce and billing media, telco and consumer services Founded in 2008; 220 employees Closed $1B in contracted committed revenue in a quarter Attained cash flow positive before using funding for growth Investors Leadership Raised $82M from venture capital and Strong leadership team with broad individuals over 4 funding rounds industry and domain expertise6
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  8. 8. Lesson 1: Choose Your Environment8
  9. 9. YOUR YOU COMPANY9
  10. 10. Lesson 2: Illusion of Fixed Structure10
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  12. 12. Reinventing the Org Chart in Three Easy Steps: 1. Flatten It 2. Draw New Lines 3. Put Yourself at the Top12 1
  13. 13. Lesson 3: Practice N-1 Thinking13
  14. 14. Where Where We We Are Need To Be14
  15. 15. N = Where N+1 we Are15
  16. 16. N = Where N-1 We Need To Be16
  17. 17. Lesson 4: Outside-In Thinking17
  18. 18. You Them18
  19. 19. Headline Elevator Pitch Full Story Appendix19
  20. 20. Headline Statement 1 Statement 2 Statement 3 Statement 4 Statement 5 • Proof Point 1 • Proof Point 1 • Proof Point 1 • Proof Point 1 • Proof Point 1 • Proof Point 2 • Proof Point 2 • Proof Point 2 • Proof Point 2 • Proof Point 2 • Proof Point 3 • Proof Point 3 • Proof Point 3 • Proof Point 3 • Proof Point 3 • Proof Point 4 • Proof Point 4 • Proof Point 4 • Proof Point 4 • Proof Point 4 • Proof Point 5 • Proof Point 5 • Proof Point 5 • Proof Point 5 • Proof Point 520
  21. 21. Lesson 5: Managing Change with Red Worlds and Green Worlds21
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  23. 23. What’s There What’s Not There23
  24. 24. What Do We Do What Won’t We Do24
  25. 25. What’s In Scope What’s Not In Scope25
  26. 26. Customer Success Arms Length Outward Looking Myopia Winning Settling 200-300% Growth 20-30% Growth All In Half Pregnant Team Work Internal Competition Innovation & Change Status Quo 2626
  27. 27. Change: Existence of a Ubiquitous Network Question: What Happens to Business Software ??2727
  28. 28. Everything Changes Delivery CD’s Online Location Central Local Versions Many One Upgrades Few Frequent Buyer Business IT Adoption Push Pull Distribution Resellers Direct Customizations Coding Configuration API’s Afterthought Intrinsic Marketing Outbound Inbound Awareness Gartner Google Architecture Single Tenant Multi Tenant Performance Burden on Customer Burden on Vendor Business Model Product Subscriptions2828
  29. 29. Past World Future World • 7 developers in China • 17 devs in China • 2 developers in US • 4 devs in US • 1 PM • 2 PM’s • 1 product • 3 products • 0 live customers • 10 live customers29
  30. 30. Leadership is about Managing Change30
  31. 31. Five Habits of Breakthrough Thinking 1. Choose Your Environment 2. Don’t Fall for Illusion of Fixed Structures 3. Practice N-1 Thinking 4. Think Outside-In 5. Manage Change with Red Worlds and Green Worlds31
  32. 32. Thank You! @tientzuo, @zuora, tien@zuora.com32

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