2. 2 Preferred
Provider
Business
Solutions
Topics
• How subscription models enable growth
• What’s involved in managing a subscription model
• How do you scale your subscription model
• Demo of Intacct Subscription Billing
3. 3 Preferred
Provider
Business
Solutions
Fastest Growing Companies Use B2B Subscription Models
Deloitte Fast 500—Top 10
8 out of 10 7 out of 8 6,500%
B2B Market Focus
Subscription
Business Models
Average Annual
Growth Rate
11. 11 Preferred
Provider
Business
Solutions
How GE Aviation Transitioned Its Business Model
To Better Align Pricing to Value
Time
Value
Break Even
Cumulative $
Power By
Hour
Fixed Cost
Break Even
14. 14 Preferred
Provider
Business
Solutions
How SolarCity Transitioned Its Business Model To
Differentiate Against the Competition
Problem
• High Upfront Cost of Panels
• Complex ROI
(Tax benefits, etc.)
• Low differentiation
15. 15 Preferred
Provider
Business
Solutions
How SolarCity Transitioned Its Business Model To
Differentiate Against the Competition
Problem
• High Upfront Cost of Panels
• Complex ROI
(Tax benefits, etc.)
• Low differentiation
Solution
• Subscription Model
(SolarPPA)
• Zero Upfront Cost +
Simple Low Usage Charge
16. 16 Preferred
Provider
Business
Solutions
How SolarCity Transitioned Its Business Model To
Differentiate Against the Competition
Problem
• High Upfront Cost of Panels
• Complex ROI
(Tax benefits, etc.)
• Low differentiation
Solution
• Subscription Model
(SolarPPA)
• Zero Upfront Cost +
Simple Low Usage Charge
BENEFIT:
Differentiation + Barriers of Entry
22. 22 Preferred
Provider
Business
Solutions
Intacct Subscription Billing Your Foundation for Growth
• Automation of complex,
high-volume billing
• Proven revenue recognition
• Robust process controls
Empower Finance with
Depth
• Built with Salesforce in mind
• Management of subscription
details from Salesforce
• Make changes in Salesforce
with billing and accounting
handled by Intacct
Empower Companies to
Work with the Best
Only solution built on Salesforce1 that’s connected to proven
best-in-class revenue recognition required by B2B SaaS companies
23. 23 Preferred
Provider
Business
Solutions
Case Study: Solutionreach
• Cloud software for patient relationship
management
• Based in Lehi, Utah
• Growth drivers
— Increasing adoption of technology by providers
— Diversification of product line
— Increasing focus on partnerships
24. 24 Preferred
Provider
Business
Solutions
Growth: Transaction Volume, Business Complexity
Revenue growth
50%
Sales rep count in last
3 years
7x
Overall employee count
4x
Volume of subscriptions
created/renewed every month
10x
Complexity driven by market demands
Subscription • Different terms for different products
• Billing: arrears and up-front
• Amending terms: price, length, add-ons
26. 26 Preferred
Provider
Business
Solutions
Finance Challenge: Staying Agile with the Business
• Best-in-class was a requirement
– Needed ERP that could flex with
growth, changing requirements
– Needed UI tailored to finance processes
– Needed built-in-connectivity
27. 27 Preferred
Provider
Business
Solutions
Growth: Transaction Volume, Business Complexity
Savings of $100,000 in headcount expenses
Shortened monthly close from 15 to 5 days
Improved customer service through visibility for sales into
payment and subscription status
Eliminated 100s of hours of manual work for
charging customers, recording payments
Visibility: Shift focus of finance from transactional to strategic
28. 28 Preferred
Provider
Business
Solutions
What We Will Demo Today
• Setting up subscription contracts
• Subscription management
(add-on, renewal)
• Usage billing
• Revenue recognition
• Subscription metrics
29. 29 Preferred
Provider
Business
Solutions
Interested in Learning More?
• Try Intacct with a free 30-day trial
http://www.intacct.com/trial
• Attend an upcoming webinar
http://www.intacct.com/webinars
• Follow us on Twitter
@intacct
• Connect with us on Facebook
http://www.facebook.com/Intacct
• Contact us directly
info@intacct.com | 877-437-7765