Better Billing, More Cash
There’s an easy button for that.
John Bruce
Manager, Sales Engineering, Zuora
Kristin Hagan
Seni...
Disclaimer	
  
•  This	
  session	
  may	
  contain	
  product	
  features	
  that	
  are	
  currently	
  under	
  
develo...
The Nine Keys for Subscription Success
H O W D O T H E Y A F F E C T Y O U R B U S I N E S S ?
$
PRICE	
   ACQUIRE	
   BIL...
Your world
I N T H E S U B S C R I P T I O N E C O N O M Y
Launch
You’ve launched a product…
Now what?
Bill
Your first cus...
q  Products
One-time, Recurring & Usage
ü  Flexible Billing Periods: Monthly,
Quarterly, Annual and More…
ü  Multiple C...
Demo
q  Account & Subscriptions
ü  Account Hierarchies
ü  Monthly or Anniversary Date Billing
ü  Upgrade, Downgrade & Co-Te...
Demo
Standard Invoices
Simple Statements
Receipts
q  Customer Retention
ü  Refunds & Credits
ü  Invoice Adjustments
q  Real-Time Updates
ü  Email Notifications
ü  Cal...
Demo
Better Billing, More Cash
Taxation
Clete Werts
Zuora Partner Manager
Sales Tax Compliance
The Zuora & Avalara Partnership
Automate with Technology
Solution
Sales Tax Compliance: The Challenge
ZUORA	
  	
  
CUSTOMER	
  
	
  
Increased State Enforcement
Federal Legislation
Use Ta...
 
States	
  define	
  Nexus	
  as	
  a	
  ‘tangible	
  physical	
  presence’	
  which	
  creates	
  the	
  
requirement	
  ...
Product	
  Taxability	
  in	
  States	
  &	
  JurisdicNons	
  is	
  not	
  consistent	
  throughout	
  
the	
  United	
  S...
Sales	
  Tax	
  Challenge:	
  Accuracy	
  
 
	
  	
  
	
  Amazon	
  Laws	
  
–  Expanded	
  definiJon	
  of	
  NEXUS	
  
	
  US	
  Federal	
  LegislaNve	
  AcNon	
  
...
Sales Tax Compliance: MFA
The Marketplace Fairness Act is
a bill passed by the U.S. Senate
on May 6, 2013.
	
  Strong,	
  ...
MFA: What Does It Do?
Can affect companies that do interstate retail
transactions or “remote sales”
Puts a $ threshold on ...
MFA: What’s Next?
The bill moves to the U.S. House of Representatives.
–  A vote could be as early as June or as late as O...
Sales Tax Compliance
The Zuora & Avalara Partnership
Automate with Technology
Solution
Gateways	
  
CRM	
   WEB	
  
AccounNng/GL	
  
AnalyNcs	
  TaxaNon	
  
Pricing	
  Catalog	
   SubscripNon	
  Mgmt	
  
Subsc...
Granularity	
  of	
  Sales	
  Tax	
  CalculaJon	
  
	
   GeolocaJon	
  (roo`op	
  technology)	
  
Response	
  &	
  Efficienc...
Prebuilt	
  connector	
  to	
  Zuora	
  
Single	
  interface	
  to	
  manage	
  	
  
enJre	
  sales	
  tax	
  process	
  
...
Sales Tax Compliance
The Zuora & Avalara Partnership
Automate with Technology
Solution
Automation: Sales Tax Filing
Reporting: Filing begins with a review & reconciliation of tax collection data
Return Prepara...
Q&A
Thank You!
Better Billing, More cash. There's an Easy Button For That. (Subscribed13)
Better Billing, More cash. There's an Easy Button For That. (Subscribed13)
Better Billing, More cash. There's an Easy Button For That. (Subscribed13)
Better Billing, More cash. There's an Easy Button For That. (Subscribed13)
Better Billing, More cash. There's an Easy Button For That. (Subscribed13)
Better Billing, More cash. There's an Easy Button For That. (Subscribed13)
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Better Billing, More cash. There's an Easy Button For That. (Subscribed13)

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Get up close and personal with the power of Zuora's market-leading billing and payment engine. Join us to learn how to create great looking invoices, accelerate your cash collections, avoid angry customers with bulletproof billing, and cap it off by impressing auditors with detailed billing and collections reports. We will discuss the common challenges that billing and operations teams often struggle with: taxation, invoice consolidation, usage rating, currency rounding, exception management, and more.

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Better Billing, More cash. There's an Easy Button For That. (Subscribed13)

  1. 1. Better Billing, More Cash There’s an easy button for that. John Bruce Manager, Sales Engineering, Zuora Kristin Hagan Senior Sales Engineer, Zuora Clete Werts Zuora Partner Manager, Avalara
  2. 2. Disclaimer   •  This  session  may  contain  product  features  that  are  currently  under   development.   •  This  session/overview  of  new  technology  represents  no  commitment   from  Zuora  to  deliver  these  features  in  generally  available  product.   •  Customers  who  purchase  services  should  make  the  purchase  decisions   based  upon  features  that  are  currently  available.     •  Technical  feasibility  and  market  demand  will  affect  final  delivery.   •  Pricing  and  packaging  for  any  new  technologies  or  features  discussed  or   presented  have  not  been  determined.  
  3. 3. The Nine Keys for Subscription Success H O W D O T H E Y A F F E C T Y O U R B U S I N E S S ? $ PRICE   ACQUIRE   BILL   COLLECT   NURTURE   ACCOUNT   MEASURE   ITERATE   SCALE  
  4. 4. Your world I N T H E S U B S C R I P T I O N E C O N O M Y Launch You’ve launched a product… Now what? Bill Your first customer signed up! How do you bill and collect payment? Manage You now have thousands of customers! How do you grow efficiently?
  5. 5. q  Products One-time, Recurring & Usage ü  Flexible Billing Periods: Monthly, Quarterly, Annual and More… ü  Multiple Currencies ü  Taxation q  Discounts ü  Percentage-based ü  Flat-rate ü  Time-constrained Offers q  Multiple Sales Channels ü  Self-service ü  Assisted via Salesforce Launch P R I C E A N D A C Q U I R E
  6. 6. Demo
  7. 7. q  Account & Subscriptions ü  Account Hierarchies ü  Monthly or Anniversary Date Billing ü  Upgrade, Downgrade & Co-Terminate q  Invoicing ü  Customizable Templates (pdf, csv) ü  Fully Automated or Ad-hoc ü  Invoice and Payment Preview q  Payments & Collections Automation ü  CC, ACH, Check, Wire… ü  Retry Rules & Payment Updater ü  Flexible Payment Terms Bill Y O U R C U S T O M E R S
  8. 8. Demo
  9. 9. Standard Invoices
  10. 10. Simple Statements
  11. 11. Receipts
  12. 12. q  Customer Retention ü  Refunds & Credits ü  Invoice Adjustments q  Real-Time Updates ü  Email Notifications ü  Call-outs (XML) q  Auditability ü  Transaction Details ü  In-depth Payments ü  Full Audit-Log Manage Y O U R C U S T O M E R B A S E
  13. 13. Demo
  14. 14. Better Billing, More Cash Taxation Clete Werts Zuora Partner Manager
  15. 15. Sales Tax Compliance The Zuora & Avalara Partnership Automate with Technology Solution
  16. 16. Sales Tax Compliance: The Challenge ZUORA     CUSTOMER     Increased State Enforcement Federal Legislation Use Tax International Requirements Constantly Changing Rates, Rules, & Boundaries Product Taxability Nexus (Physical Presence) Filing & Returns
  17. 17.   States  define  Nexus  as  a  ‘tangible  physical  presence’  which  creates  the   requirement  to  collect  &  remit  Sales  Tax.         Nexus  triggering  events  can  include:    Traveling  Salespeople    Employees  on  Payroll      Training    Trade  Show  AFendance    Drop  Shippers  /  Warehousing      Affiliates           Sales Tax Challenge: What is Nexus?
  18. 18. Product  Taxability  in  States  &  JurisdicNons  is  not  consistent  throughout   the  United  States.   The  following  industries  have  varying  taxability  rules:   Software / Hardware (SAAS) Digital Goods (media/publishing) Medical device / equipment And many other industries / products! Sales Tax Challenge: Product Taxability
  19. 19. Sales  Tax  Challenge:  Accuracy  
  20. 20.        Amazon  Laws   –  Expanded  definiJon  of  NEXUS    US  Federal  LegislaNve  AcNon   –  Marketplace  Fairness  Act   •  Just  Passed  the  Senate  &  could  have  a  significant  impact  on   Zuora’s  exisJng  customers   Sales Tax Compliance: The Challenge
  21. 21. Sales Tax Compliance: MFA The Marketplace Fairness Act is a bill passed by the U.S. Senate on May 6, 2013.  Strong,  bi-­‐parJsan  support,  passing  69  –  27.    Gives  federal  permission  for  states  to  require  collecJon  of  sales  tax  by   remote  vendors.      
  22. 22. MFA: What Does It Do? Can affect companies that do interstate retail transactions or “remote sales” Puts a $ threshold on remote sellers Uses Destination-based sourcing for transactions Requires states to simplify filing
  23. 23. MFA: What’s Next? The bill moves to the U.S. House of Representatives. –  A vote could be as early as June or as late as October. If passed by the House, it is expected to be signed into Law by the President. Could go into effect within 180 days of enactment Law could be challenged which could delay enactment
  24. 24. Sales Tax Compliance The Zuora & Avalara Partnership Automate with Technology Solution
  25. 25. Gateways   CRM   WEB   AccounNng/GL   AnalyNcs  TaxaNon   Pricing  Catalog   SubscripNon  Mgmt   SubscripNon  Metrics   Account  Mgmt   MulJ-­‐Tenancy     PCI  Level  1   SSAE  16  Type  II   CustomizaJon   APIs   NoJficaJons  And  Callouts   Data  Export/Import  User  AdministraJon   Avalara Integration: Where Does It Fit?
  26. 26. Granularity  of  Sales  Tax  CalculaJon     GeolocaJon  (roo`op  technology)   Response  &  Efficiency     200-­‐400  millisecond  round  trip  calculaJon   Security     Ability  to  Scale     Capable  to  manage  172  million  transacJons  daily   2048-­‐bit  SSL  for  data  in-­‐flight   256-­‐SHA  encrypJon  for  data  at  rest   Monthly  penetraJon  tesJng  by  external  service   CISSP  security  expert  on  staff   Leader in Technology
  27. 27. Prebuilt  connector  to  Zuora   Single  interface  to  manage     enJre  sales  tax  process   No  hardware  or  so`ware     requirements   Ability  to  launch  in  days   Implementation & Integration
  28. 28. Sales Tax Compliance The Zuora & Avalara Partnership Automate with Technology Solution
  29. 29. Automation: Sales Tax Filing Reporting: Filing begins with a review & reconciliation of tax collection data Return Preparation: Automatically populates all appropriate tax return forms. Filing & Remittance: Sales Tax forms are filed as required by states a single payment via ACH transfer. Return Archiving: Digital archiving & storage is managed with easy access to previous years’ information. Notice Management: Enable immediate responsiveness to tax notices
  30. 30. Q&A Thank You!

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