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Subscribed 2016: Tackling the Growth Trifecta - Pricing Flexibility, New Market Segments, Massive Sales Growth


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Vonage, an award winning VoIP service, shares how they were able to achieve the growth trifecta: delivering unmatched pricing flexibility, acquiring a new market segment, and massively growing their sales team.

Check out Zuora Academy for more actionable advice for finance, marketing, tech, operations, product, and more. All the info you need to build and run an amazing subscription business:

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Subscribed 2016: Tackling the Growth Trifecta - Pricing Flexibility, New Market Segments, Massive Sales Growth

  1. 1. Tackling The Growth Trifecta Customer First, Pricing Flexibility, New Market Segments = Sales Growth
  2. 2. welcome meet today’s panel page 02 Teri McEvily VP & GM Vonage Business Daragh Mahon Sr. Director Business Services Vonage Business David Reiling VP Customer Success Zuora
  3. 3. Vonage Transforms the Way People Connect by Challenging the Status Quo and Finding a Better Way • Vonage (NYSE: VG) is a leading provider of cloud communications services for businesses and consumers. The Company provides a robust suite of feature-rich business and residential communication solutions that offer flexibility, portability and ease-of-use across multiple devices designed to meet the needs of a wide range of customers. • Vonage is transforming the way people work and businesses operate through a portfolio of business products covers the full spectrum of business communications needs, including business process integration with leading CRM and productivity applications, such as Salesforce and Google for Work. • Vonage provides bring-your-own-broadband (BYOB) cloud products and those that offer carrier- grade reliability and Quality of Service (QoS) across BYOB options and the Company's private, national MPLS IP network. Vonage serves the full spectrum of the business market, from single- person companies to large enterprises with thousands of employees across multiple locations. • In 2015, Vonage was named a Visionary in the Gartner Magic Quadrant for Unified Communications as-a-Service, Worldwide, and also earned the Frost & Sullivan Growth Excellence Leadership Award for Hosted IP and Unified Communications and Collaboration (UCC) Services.
  4. 4. Vonage ConsumerProducts • Unlimited calling in the U.S. and to + 60 countries • 29% of Asian Indian households in the U.S. • 37% of Vonage customers make international calls • $9.99/month for the first year • Unlimited calling across the U.S., Canada, Mexico and PuertoRico • Talk as much as you want to anywhere, fromanywhere Vonage® World Vonage ® North America Vonage® Extensions /MobileApp • 36% of international calls over Vonage network are from a mobile phone • 53% of Extensions calls over Wi-Fi • New Extensionsfunctionality • Home phone number is family identity in the home and mobileenvironment
  5. 5. Vonage Business Services Products page 05
  6. 6. Business goals and objectives for the project page 06 A. Increase Customer Satisfaction C. Increase productivity and reduce costs B. Provide the right platform for revenue growth D. Streamline processes E. Increase employee satisfaction
  7. 7. Technical goals and objectives for the project page 07 A. Support the business needs C. Use standard configuration when possible B. Reduce operational cost and system complexity D. Reduce business complexity
  8. 8. project timeline page 08 21 3 4 evaluate/plan feb 2015 design apr 2015 build jun 2015 test sep 2015 go live! nov 2015
  9. 9. the guiding principles when designing our quote-to-cash flow page 09 Streamline operations Deliver flexibility in pricing Establish unified sales experience
  10. 10. benefits for the sales team page 010 100% Autonomous Deliver accurate, professional, quotes Higher quote acceptance rate
  11. 11. Benefits in pricing/packaging increased pricing/bundling options for multiple business models page 011 Easy to create bundles Better campaign management (e.g. price promotions) White label and wholesale pricing
  12. 12. Aligning multiple departments to serve the needs of the customer page 012 Create a better experience Reiterate the need for faster, better processes to acquire customers Enhanced invoicing/billing to deliver smooth customer experience
  13. 13. Navigating change management • Constant communication • Detailed communication planning • Project team immersed in Vonage community • Clear expectation setting • Change champions and executive support • Avoid fall-back mentality • Relentless and unwavering
  14. 14. partnering with Zuora page 014 joint planning executive supporttimely execution
  15. 15. benefits realized page 015 01Enabling growth through a common quote-to-cash platform 03 Reduced time to fulfill subscriptions (3 days to 5 mins) 02Increased sales efficiency (reps live in one system)
  16. 16. Future considerations Leveraging our current investments page 016
  17. 17. Check out Zuora Academy for more great info and actionable advice. All the info you need to build and run an amazing subscription business.