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Subscribed 2015: CEO's Keynote

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Zuora CEO, Tien Tzuo, kicks off Subscribed 2015 with a powerful keynote addressing the global impact Subscriptions are making on businesses, consumers and technology. He sites leaders in the industry as Disruptors (Box), Mavericks (Xplornet), Change-Agents (Fairfax Media), and Reinventors (Adobe). And lastly, a focus on the Industry that is the poster-child for digital transformation, IoT.

Published in: Business

Subscribed 2015: CEO's Keynote

  1. 1. WELCOME TO SUBSCRIBED 2015
  2. 2. WE HAVE BEEN ON AN INCREDIBLE JOURNEY
  3. 3. Products 1970s Product + Services 1990s Customer Centric 2000s Relationship Centric Today WE ARE LIVING IN A DIFFERENT ERA
  4. 4. WE ARE HERE TO CELEBRATE YOU
  5. 5. THE DISRUPTORS 2011
  6. 6. THE MAVERICKS 2012
  7. 7. THE CHANGE-AGENTS 2013
  8. 8. THE REINVENTORS 2014
  9. 9. IN 5 SHORT YEARS YOU’VE TRANSFORMED THE MARKET
  10. 10. EVERY INDUSTRY HAS SHIFTED
  11. 11. CUSTOMERS NOW EXPECT THE SUBSCRIPTION EXPERIENCE Ongoing Value Memorable Experiences Anywhere, Real-time Personalized Moments Immediate Fulfillment
  12. 12. YOU Are Changing The World
  13. 13. THE SUBSCRIPTION ECONOMY GOES MAINSTREAM 2015
  14. 14. “We've moved from selling boxes, cloud, mobility, or any other solution to partner with customers on their outcomes.” John Chambers, CEO, Cisco May 2015 YOU CHANGED TECHNOLOGY
  15. 15. "There's a secular movement that's happening ... more to an annuity relationship as well as a subscription relationship. These are the long-term relationships we want to have with all customers. There will be an increasing emphasis on the lifetime value that we can deliver to customers.” Satya Nadella, CEO, Microsoft May, 2015 YOU CHANGED TECHNOLOGY
  16. 16. YOU CHANGED RETAIL
  17. 17. YOU CHANGED THE MUSIC INDUSTRY Beats Tidal iTunesPandora 45B Likes Spotify 60M Users $3B value Jay Z Down 20%
  18. 18. HBO Is Now Live On Zuora
  19. 19. Lynda.com Is Now Live On Zuora
  20. 20. General Motors Is Live On Zuora
  21. 21. Subscriptions Went IPO
  22. 22. Enterprises Embraced Subscriptions
  23. 23. 50% Of people in France are moving away from ownership. Traditional consumption models don’t meet the demands of consumers who now favor flexibility and unlimited access. Market study: Institut Français D’opinion Publique (IFOP) THE FRENCH HAVE GONE SUBSCRIPTION
  24. 24. THE GERMANS HAVE GONE SUBSCRIPTION 80% Of German companies have dealt with the issue of subscription business models. Subscription models have already arrived in the minds of board members. Market study: IDG Research Services
  25. 25. THE UK NEWSPAPER INDUSTRY IS NOW LIVE ON ZUORA Times of London Time UKThe GuardianThe Sun The Financial Times The Telegraph
  26. 26. WE EXPANDED ACROSS THE GLOBE Munich Gothenburg Tokyo Vienna Copenhagen Berlin Boston Cologne Amsterdam Denver
  27. 27. WE HAVE A NEW BRAND Welcome to the new world of happy business
  28. 28. Best Places to Work 2014 2XEmployee Growth
  29. 29. 95%Customer Satisfaction For 15 Quarters 2Stevie Tech Support Awards 100%Growth In Our CS Team
  30. 30. 1BAPI Calls Per Month 25MInvoices Per Month 50MSubscription Amendments 2XPayments Processed
  31. 31. $50BTotal Contracted Invoice Volume
  32. 32. $115MRaised In Pre-IPO Funding
  33. 33. We Will Continue To Invest In Product
  34. 34. In The Academy
  35. 35. In The Next Wave of Subscription Experience Innovation
  36. 36. OUR WORLD IS CHANGING…
  37. 37. SAIDEEP RAJ GLOBAL MANAGING DIRECTOR ACCENTURE SAAS PRACTICE
  38. 38. Accenture Technology Vision 2015 Digital Business Era: Stretch Your Boundaries Saideep Raj Global Managing Director Accenture SaaS Practice
  39. 39. The Internet of Me Outcome Economy Platform (R)evolution Intelligent Enterprise Workforce Reimagined 5 Trends 1 2 3 4 5
  40. 40. 1 The Internet of Me: Our world, personalized. Copyright © 2015 Accenture All rights reserved.
  41. 41. 2 Outcome Economy: Hardware producing hard results. Copyright © 2015 Accenture All rights reserved.
  42. 42. 3 Platform (R)evolution: Defining ecosystems, redefining industries. Copyright © 2015 Accenture All rights reserved.
  43. 43. 4 Intelligent Enterprise: Huge data, smarter systems— better business. Copyright © 2015 Accenture All rights reserved.
  44. 44. 5 Workforce Reimagined: Collaboration at the intersection of humans and machines. Copyright © 2015 Accenture All rights reserved.
  45. 45. 46 Copyright © 2015 Accenture All rights reserved. The Internet of Me Outcome Economy Platform (R)evolution Intelligent Enterprise Workforce Reimagined 5 Trends 1 2 3 4 5
  46. 46. 5 TRENDS FUELING THE GROWTH OF SUBSCRIPTIONS
  47. 47. THE NEXT WAVE OF SUBSCRIPTION EXPERIENCES 3 Stories from the Internet of Things
  48. 48. MATT ANDERSON CHIEF DIGITAL OFFICER
  49. 49. $23B Revenue 17,000+ Employees 56+ Countries Leading innovation partner and distributor for technology components and enterprise computing
  50. 50. Serving 100,000 innovators worldwide
  51. 51. Changing The World of Fast Food Dining
  52. 52. Changing The World of Farming
  53. 53. Beyond Components: IoT Mesh Fabric
  54. 54. Arrow’s Opportunity: Reinvent Product Design Power companies that deliver IOT experiences
  55. 55. CYRIL PERDUCAT EVP of Digital Transformation
  56. 56. $25B 2014 Revenue 170,000+ Employees 100+ Countries Global leader in energy management solutions
  57. 57. We sell products
  58. 58. Our customers have new expectations Op Ex vs. Cap Ex Services vs. Products
  59. 59. Our business has evolved
  60. 60. Schneider’s Opportunity : Personalize Energy Management Transform the experience people have with their surroundings
  61. 61. What’s in the lab
  62. 62. LUKE LARSON President
  63. 63. We’re most well known for this
  64. 64. A Family of Products—Intelligent. Connected.
  65. 65. Evidence.com
  66. 66. We are out to change the world by solving big problems, making the world a safer place. In the next 50 years, we will make the bullet obsolete. We will end the infliction of death as a socially acceptable means of self protection. We will use technology to make the heroes who protect society more effective and more trusted. Our Mission
  67. 67. Taser’s Opportunity : Restore The Trust That Has Been Broken Reinvent the experience between communities and law enforcement
  68. 68. 3 Companies. 3 Stories.
  69. 69. SUBSCRIPTIONS REALLY ARE CHANGING THE WORLD
  70. 70. They’re reinventing all parts of our lives
  71. 71. Subscriptions are making business more personal
  72. 72. They deliver ongoing value
  73. 73. Subscriptions take us to happy places
  74. 74. Subscriptions put subscribers first
  75. 75. They make relationships that grow
  76. 76. They’re making business human again
  77. 77. SUBSCRIPTIONS VALUE WHAT WE VALUE MOST Relationships Experiences
  78. 78. THE SUBSCRIPTION EXPERIENCE Ongoing Value Memorable Experiences Anywhere, Real-time Personalized Moments Immediate Fulfillment
  79. 79. TURN CUSTOMERS INTO SUBSCRIBERS •  Rethink your business model •  Keep customers engaged in long- term relationships •  Commerce is different •  Offer personalized pricing •  Acquire on any channel
  80. 80. UNIFY AND SIMPLIFY YOUR SYSTEMS •  Billing is different •  You need to automate: billing payments, revenue recognition •  You need to integrate your ecosystem: GL, ERP, CRM •  Get subscriber-aware
  81. 81. MEASURE RECURRING REVENUES •  Finance is different •  You need a new set of metrics •  MRR, TCV, growth efficiency •  Churn
  82. 82. EFFORTLESSLY SCALE YOUR OPERATIONS •  Go global: payment methods, taxation, currencies, gateways •  Stay secure: data security, PCI compliance, user access controls •  Get enterprise-grade performance
  83. 83. BUILD A SUBSCRIPTION CULTURE •  Adopt a subscriber-first mindset •  Make customer success paramount •  Educate your employees •  Test and iterate
  84. 84. THIS IS WHY SO MANY COMPANIES HAVE TURNED TO RBM
  85. 85. A luxury travel destination club. A pet insurance provider. A weight loss program. A farming equipment provider in New Zealand. A personal meditation app. A professional soccer scouting service. A school lunch program. A wedding publisher. A French home furnishings company. A restaurant reservation seating system. A streaming Japanese anime provider. A fashion industry marketing service. A plumbing & handyman service. A major American airline. A major American automobile manufacturer. A smart thermostat. A credit card company. A textbook publisher. A home rental service. A cable TV company. A foreign language learning program. A standardized test preparation service. A 131 year-old cash register manufacturer. A home improvement and interior design community. A salon & spa management platform. A radio network. A hospital news publisher. An Ivy League university. A national telecom. A legal contract resource. A lock manufacturer. A smart phone manufacturer. A private jet service. A toothbrush delivery service. A multinational OEM. An 83 year-old beauty supply company. A mobile gaming company. A food takeout delivery service. A real estate agent community. A Swiss travel agency. A streaming music service. A weather data service. A 160 year-old British financial newspaper. A recreational boat marketplace. A home security company. A French restaurant guide. A visual effects studio.
  86. 86. THIS IS WHY WE BUILT Z-BUSINESS
  87. 87. Z-BUSINESS HELPS YOU TAKE THE FIRST STEP
  88. 88. BUT WHAT IF YOU COULD GO FURTHER?
  89. 89. What if you had a complete view of your subscribers?
  90. 90. What if you could map every step of a subscriber’s journey?
  91. 91. What if you could tailor an experience for every unique subscriber?
  92. 92. What if you could engage with your subscribers anywhere? Everywhere?
  93. 93. What if these answers could be at your fingertips? Which prospects will become customers? Which offers will resonate? Which pricing plan delivers most value? Which customers will likely churn?
  94. 94. Great subscriptions humanize the experience. Make it contextually relevant – individual to each and every subscriber.
  95. 95. We want to help you get there.
  96. 96. That’s why today we announce our most exciting product yet.
  97. 97. Z-INSIGHTS The next phase of Zuora, powered by big-data. A completely new way to know your subscribers and deliver compelling, memorable subscription experiences.
  98. 98. 5 modules to help you design a better subscription experience:
  99. 99. MEET YOUR SUBSCRIBERS Subscriber Identity   Demographics   Company data   User counts   Recurring revenue value   Account balance
  100. 100. MAP THEIR JOURNEYS Subscriber Moments   Logins   Email sends   New sign ups   Upgrades   Cancellations   Offers accepted   Support tickets filed
  101. 101. PERSONALIZE INTERACTIONS Subscriber Segments   Save churning subscribers   Flag declining usage   Reward high usage   Onboard new subscribers   Identify those likely to convert
  102. 102. ENGAGE EVERYWHERE Subscriber Triggers   CRM workflow   Mobile communications   Email communications   Marketing campaigns   Customer success alerts   In-app communications
  103. 103.   Subscriber moments feed   Subscriber benchmarks   Top recommendations   Product usage trends   Embeddable in any app VISUALIZE EXPERIENCES Subscriber Dashboard
  104. 104. Tom Krackeler VP & GM, Z-Insights + Karl Goldstein VP of Engineering, Z-Insights
  105. 105. Improve customer retention Grow revenue from existing customers Improve pricing & packaging Develop customer advocates YOU WANT TO
  106. 106. Z-INSIGHTS DEMO
  107. 107. Check out more on Z-Insights tomorrow at the Product Keynote
  108. 108. Okay, that was pretty powerful stuff.
  109. 109. Let’s recap.
  110. 110. OUR WORLD IS CHANGING
  111. 111. 3 COMPANIES. 3 STORIES.
  112. 112. SUCCESS = DELIVERING THE SUBSCRIPTION EXPERIENCE
  113. 113. Z-BUSINESS IS STEP 1 Transform your business model, your operations, your company culture.
  114. 114. Deepen relationships through insights. The only way to truly learn from your subscribers and improve their experience over time. Z-INSIGHTS IS STEP 2
  115. 115. Z-Business + Z-Insights enables you to fully transform your business around the subscription experience
  116. 116. THE REST OF THE CONFERENCE •  Amazing Sessions •  Amazing Summits •  Amazing Stories And…all available in the Academy
  117. 117. EVERYTHING YOU NEED TO DELIVER THE SUBSCRIPTION EXPERIENCE Z-Insights Z-Business The Academy
  118. 118. Now Go Out And Build Relationships Glean Insights Build Your Subscription Culture Make Business Human Again
  119. 119. Go out and continue to change our world
  120. 120. THE WORLD. SUBSCRIBED.
  121. 121. The End.

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