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WELCOME TO SUBSCRIBED
2017!
THANK YOU TO OUR SPONSORS!
DIAMOND PLATINUM
GOLD
HOW MANY RETURNING?
ANOTHER GREAT YEAR FOR
THE SUBSCRIBED
COMMUNITY
THIS COMMUNITY
IS THRIVING
FIRST USER SUMMIT
500 Strong!
ALREADY ROCKS!
22,000
Discussion
Forums
92,000
New Ideas
YEAR 1
Customer Award Winners!
Innovator CLEAR
Digital
Transformer
Dow
Jones
SupergrowerAppFolio TransformerFord
Thank you!
Jacob Feisley
Zuora Super User
aka “Feisley”
YOU MANAGE
OVER 70 MILLION SUBSCRIBERS
and growing …
PRODUCT INNOVATION
100 PRODUCT RELEASES
100 CONNECT APPS
INVOICE VOLUME
OVER $5B A QUARTER
2 BILLION APIs
PER MONTH
28,000
ACCOUNTING PERIODS CLOSED
5.5 BILLION
DATA POINTS INGESTED
THE POWER OF ZUORA + LEEYO
Our recent acquisition
800 Employees 1000+ CustomersOperating in 18+
countries
WORLDWIDE EXPANSION
+35% of Customers Outside the US
Welcome Veteran and New Analysts
1st Industry Analyst Summit
Recognition
Company of the Year
15 Companies to
watch in 2017
Best UK
Customer Service
Team
Recognition
Alvina Antar
2016 CIO of the Year
SV Business Journal
2017 Tech Diversity
Top 50 CIOs
Jennifer Pileggi
2017
Le...
New Board Members
Ken Goldman
CFO Yahoo!, Seibel, Fortinet
Magdalena Yesil
1st Investor in Salesforce
Founder, Broadway An...
LETS GET STARTED!
WHAT IS THE
SUBSCRIPTION ECONOMY?
OUR LIVES USED TO BE DIFFERENT
Remember…
Owning tons of
physical DVDs,
CDs & VHS
tapes?
Remember…
Manually
updating your
software every
year?
Remember….
Being stuck in a
4 year lease?
Remember…
Trying not to miss
your favorite TV
show?
Remember…
Any time when it
was one-size
fits all?
WE DON’T LIVE IN THAT
WORLD ANYMORE
WE LIVE IN A WORLD OF…
FREEDOM
FREEDOM
From the
shackles of
product
ownership
FREEDOM From
obsolescence
FREEDOM
To try, buy,
upgrade,
downgrade,
pause, cancel,
rejoin
FREEDOM From barriers of
time and location
FREEDOM From one size
fits all
FREEDOMTHIS IS WHAT THE SUBSCRIPTION
ECONOMY IS ABOUT
SUBSCRIBER
FREEDOM
YOU ARE ALL DELIVERING
SUBSCRIBER FREEDOM
ROYAL CANIN
FENDER
GITHUB
WSJ
SEATTLE TIMES
BOSTON GLOBE
THE STREET
SNCF
GOPRO
TRUPANION
FEDEX
COMPANIES DELIVERING SUBSCRIBER
FREEDOM ARE THRIVING
IN FACT: SUBSCRIPTION COMPANIES ARE
GROWING 9X FASTER THAN S&P 500
GROWTH IN THE FUTURE WILL ONLY
COME FROM SUBSCRIPTIONS
3 STORIES OF DELIVERING
SUBSCRIBER FREEDOM
CATERPILLAR
GE
The Third Internet Generation
Consumer Internet Enterprise Internet
#IndustrialInternet
The Third Internet Generation
Consumer Internet Industrial InternetEnterprise Internet
#IndustrialInternet
Digital + Industrial
Industrial Internet no longer is a probability, but an inevitability…
#IndustrialInternet
GE for GE GE for Customers GE for World
Sharing the Digital Industrial Blueprint
Productivity Service Transformation Platf...
1M
Connected elevators
and escalators by
2020
Real Results, Real Outcomes
$200M
reduced unplanned
downtime
FieldVision
Red...
Showcase Compressor Demo
#IndustrialInternet
FORD
Director, Mobility and
Consumer Experience
Jamie Allison
But…
Mobility
On-Demand
Mobility solutions on a
moments notice.
Me / We
Time
Time to relax, enjoy, and
connect with the things ...
YOU ARE CREATING A
BETTER WORLD
PRODUCTS > SERVICES > EXPERIENCES
>
INSIGHTS > OUTCOMES
THE POWER OF SUBSCRIBER
FREEDOM
Netflix: 100M subs
Spotify: 50M subs
Salesforce: $10B revenue
Stitchfix: $1B revenue
Blue ...
OUR VISION:
THE WORLD SUBSCRIBED
OUR MISSION:
ENABLE YOU TO DELIVER
SUBSCRIBER FREEDOM
WE BUILT THE WORLD’S LEADING
SUBSCRIPTION BILLING SOLUTION
BUT AUTOMATING BILLING
WAS NOT ENOUGH
AUTOMATING QUOTING
Enter: Zuora CPQ
AUTOMATING SUBSCRIPTION
METRICS & ANALYTICS
Enter: Zuora Insights
EXTENDING HOW YOU USE ZUORA
Apps, integrations & extensions
Enter: Connect App Marketplace
AUTOMATING BILLING, QUOTING,
ANALYTICS, EXTENSIONS
Still not enough…
AUTOMATING COLLECTIONS
Announcing: Zuora Collect!
AUTOMATING
REVENUE RECOGNITION
ASC 606
IFRS 15
Dec 15,
2017
ready or not
Announcing: Zuora RevPro!
“The ASC 606 CFO Survival Kit”
Today we offer the leading portfolio of
automated subscription management applications
BILLING CPQ INSIGHTS COLLECT REVPRO...
STILL. NOT. ENOUGH.
WHICH BRINGS US TO OUR THIRD
PRODUCT ANNOUNCEMENT
Zuora collect Zuora Revpro ???
A SECRET PROJECT
Two years in the making
THE NEXT EVOLUTION OF ZUORA
THE FUTURE OF ENTERPRISE
SOFTWARE
WE REALIZED…
SUBSCRIBERS
EXPECT FREEDOM
BUT BUSINESSES
NEED FREEDOM, TOO
BUSINESS
FREEDOM
To offer services
with pricing
tailored to your
subscribers
BUSINESS
FREEDOM
To know &
understand your
subscribers in
real-time
BUSINESS
FREEDOM
To see a true &
accurate record
of subscriptions
as they change
over time
BUSINESS
FREEDOM
To design a
seamless
subscriber
experience
BUSINESS
FREEDOM
To flex & scale
your operations as
you grow
BUSINESS
FREEDOM
To iterate at the
drop of a hat
THE TRUTH IS,
BUSINESSES TODAY AREN’T FREE…
72 percent of Fortune 500 companies
feel the single greatest challenge limiting
their growth is their technology
- 2016 Fo...
WHY?
CRM ERPquote order fulfill invoice collect recognize
THIS IS YOUR IT ARCHITECTURE TODAY
CRM, ERP + siloed & linear quote-t...
ERP
AND YOU HAVE LOTS OF THESE SYSTEMS
The silos just multiply
quote fulfill invoice collect recognizeorder
quote fulfill ...
Real World IT Architecture #1
Siebel On
Demand
Oracle 11.5.10
Pricing
Engine
REP
Oracle
CompBuySafe
SFDC
BMI
Product
Conso...
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
Oracle EBS 11.5
SOFTRASH
Oracle
WFM BASIC
GR...
ERP
IN THE OLD, STATIC PRODUCT WORLD
THIS WORKED FINE
quote fulfill invoice collect recognizeorder
quote fulfill invoice c...
But the world of
subscriber freedom
is a dynamic one
quote order
provisionrecognize
collectinvoice
resume
suspen
d
renew
d...
What happens when linear order-to-
cash systems meet a new dynamic
world?
PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
quote fulfill invoice collect recogni...
PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
quote fulfill invoice collect recogni...
PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
quote fulfill invoice collect recogni...
PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
quote fulfill invoice collect recogni...
PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
quote fulfill invoice collect recogni...
PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
quote fulfill invoice collect recogni...
PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
quote fulfill invoice collect recogni...
WHEN YOU WANT TO CHANGE YOUR
PRICING, YOU ARE STUCK
Hacks and customizations at every step in the process
CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 2: YOUR SUBSCRIBER
EXPERIENCE
Orders are different than they u...
CRM ERPquote fulfill invoice collect recognizeorder
CUSTOMERS IN THE PRODUCT WORLD
500
widget
s
pleas
e
300
widget
s
pleas...
TODAY, SUBSCRIBERS WILL DO WHAT THEY
WANT, WHEN THEY WANT IT
I’d like
to
renew
Is there a
discount
for
businesses
?
I just...
BUT TODAY, SUBSCRIBERS WILL DO WHAT
THEY WANT, WHEN THEY WANT IT
CRM ERPquote fulfill invoice collect recognizeorder
I’d l...
WHEN YOU WANT TO CHANGE YOUR
SUBSCRIBERS’ EXPERIENCE, YOU ARE
STUCK
Forcing you to recode each system to handle a never-en...
CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 3: SUBSCRIBER & FINANCIAL
DATA
The words “subscriber” and “rec...
CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 3: SUBSCRIBER & FINANCIAL
DATA
The words “subscriber” and “rec...
PROBLEM 3: SUBSCRIBER & FINANCIAL
DATA
The words “subscriber” and “recurring” are like a foreign language
CRM ERPquote ful...
WHEN IT COMES TO REPORTING DATA &
METRICS, YOU ARE STUCK
Trying to piece together data like puzzle pieces from different
p...
So, what happens when linear
order-to-cash meets a dynamic
subscription world?
72 percent of Fortune 500 companies
feel the single greatest challenge limiting
their growth is their technology
- 2016 Fo...
YOUR BUSINESS
ISN’T FREE
TO DELIVER
SUBSCRIBER
FREEDOM
YOU NEED
BUSINESS
FREEDOM
BUSINESS FREEDOM
Is the #1 need of all subscription companies
YOU NEED FREEDOM TO GROWFREEDOM TO TRANSFORMFREEDOM TO EXPERIMENTFREEDOM TO FLEX & SCALE
YOU NEED ALL OF YOUR SYSTEMS
TO W...
JUST IMAGINE
IMAGINE
A central place to
change and
manage pricing
IMAGINE
A central, single
source of truth for
all your customer
& business data
IMAGINE
A central place
to see a true
record of
subscriptions as
they change over
time
IMAGINE
A central place
that can respond
to any
subscriber event
IMAGINE
A central place to
help you flex &
scale
IMAGINE
A central place
where you can
iterate at the drop
of a hat
IMAGINE A HUB
That delivers business freedom
THIS IS WHAT WE’VE BEEN
WORKING ON
THIS IS THE PROJECT TWO YEARS
IN THE MAKING
THE NEXT PHASE OF OUR
STRATEGY
ANNOUNCING:
ZUORA CENTRAL
The new hub for order-to-cash in a dynamic subscription
world.
A platform for business freedom.
WELCOME TO ZUORA CENTRAL
quote order
provisionrecognize
invoicecollect
When it comes
pricing &
packaging, you
are now free
quote order
provisionrecognize
invoicecollect
quote order
provisionrecognize
invoicecollect
When it comes to
your subscriber
experience, you
are now free
When it comes to
reporting &
metrics, you are
now free
quote order
provisionrecognize
invoicecollect
THIS IS THE NEW ZUORA
One
Central
Platform
Plus Six
Zuora
Products
Connect Zuora
Central to the third
party apps of your
choice
PROS
PROVISIONING
REINVENT YOUR ENTIRE
ARCHITECTURE
THE CENTRAL PLATFORM
GIVES YOUR BUSINESS FREEDOM
THE FREEDOM TO GROW
Flex, scale, experiment, transform
TODAY’S TAKEAWAYS:
SUBSCRIPTIONS GIVE
SUBSCRIBERS FREEDOM
FREEDOM LEADS TO GROWTH
TO DELIVER
SUBSCRIBER
FREEDOM
BUSINESSES
NEED
FREEDOM TOO
CRM ERPquote order fulfill invoice collect recognize
THE OLD SYSTEMS
WON’T WORK IN THE NEW WORLD
BUSINESS FREEDOM REQUIRES
A NEW ARCHITECTURE
THIS IS THE ARCHITECTURE THAT DELIVERS
BUSINESS FREEDOM
THIS IS OUR COMITTMENT TO YOU
#businessfreedom
ENJOY SUBSCRIBED 2017!
THANK YOU
CLOSE OF SHOW
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
Subscribed 2017: Opening Keynote
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Subscribed 2017: Opening Keynote

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This is the must-attend keynote of the year with Founder and CEO, Tien Tzuo. Learn from leaders and innovators who are liberating their businesses from the shackles of an old operational paradigm and driving the next wave of growth in the Global Subscription Economy.

Published in: Technology
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Subscribed 2017: Opening Keynote

  1. 1. WELCOME TO SUBSCRIBED 2017!
  2. 2. THANK YOU TO OUR SPONSORS! DIAMOND PLATINUM GOLD
  3. 3. HOW MANY RETURNING?
  4. 4. ANOTHER GREAT YEAR FOR THE SUBSCRIBED COMMUNITY
  5. 5. THIS COMMUNITY IS THRIVING
  6. 6. FIRST USER SUMMIT 500 Strong!
  7. 7. ALREADY ROCKS! 22,000 Discussion Forums 92,000 New Ideas YEAR 1
  8. 8. Customer Award Winners! Innovator CLEAR Digital Transformer Dow Jones SupergrowerAppFolio TransformerFord
  9. 9. Thank you! Jacob Feisley Zuora Super User aka “Feisley”
  10. 10. YOU MANAGE OVER 70 MILLION SUBSCRIBERS and growing …
  11. 11. PRODUCT INNOVATION
  12. 12. 100 PRODUCT RELEASES
  13. 13. 100 CONNECT APPS
  14. 14. INVOICE VOLUME OVER $5B A QUARTER
  15. 15. 2 BILLION APIs PER MONTH
  16. 16. 28,000 ACCOUNTING PERIODS CLOSED
  17. 17. 5.5 BILLION DATA POINTS INGESTED
  18. 18. THE POWER OF ZUORA + LEEYO Our recent acquisition 800 Employees 1000+ CustomersOperating in 18+ countries
  19. 19. WORLDWIDE EXPANSION +35% of Customers Outside the US
  20. 20. Welcome Veteran and New Analysts 1st Industry Analyst Summit
  21. 21. Recognition Company of the Year 15 Companies to watch in 2017 Best UK Customer Service Team
  22. 22. Recognition Alvina Antar 2016 CIO of the Year SV Business Journal 2017 Tech Diversity Top 50 CIOs Jennifer Pileggi 2017 Legal Momentum Women of Distinction Marlene Summers SF Business Journal, 2017 Women of Influence Jagan Reddy 2017 E&Y Entrepreneur of the Year, Finalist Tien Tzuo 2016 E&Y Entrepreneur of the Year 2017 SV Power Exec Pritesh Parekh SC Magazine 2016 Best Security Team
  23. 23. New Board Members Ken Goldman CFO Yahoo!, Seibel, Fortinet Magdalena Yesil 1st Investor in Salesforce Founder, Broadway Angels
  24. 24. LETS GET STARTED!
  25. 25. WHAT IS THE SUBSCRIPTION ECONOMY?
  26. 26. OUR LIVES USED TO BE DIFFERENT
  27. 27. Remember… Owning tons of physical DVDs, CDs & VHS tapes?
  28. 28. Remember… Manually updating your software every year?
  29. 29. Remember…. Being stuck in a 4 year lease?
  30. 30. Remember… Trying not to miss your favorite TV show?
  31. 31. Remember… Any time when it was one-size fits all?
  32. 32. WE DON’T LIVE IN THAT WORLD ANYMORE
  33. 33. WE LIVE IN A WORLD OF…
  34. 34. FREEDOM
  35. 35. FREEDOM From the shackles of product ownership
  36. 36. FREEDOM From obsolescence
  37. 37. FREEDOM To try, buy, upgrade, downgrade, pause, cancel, rejoin
  38. 38. FREEDOM From barriers of time and location
  39. 39. FREEDOM From one size fits all
  40. 40. FREEDOMTHIS IS WHAT THE SUBSCRIPTION ECONOMY IS ABOUT SUBSCRIBER FREEDOM
  41. 41. YOU ARE ALL DELIVERING SUBSCRIBER FREEDOM
  42. 42. ROYAL CANIN
  43. 43. FENDER
  44. 44. GITHUB
  45. 45. WSJ SEATTLE TIMES BOSTON GLOBE THE STREET
  46. 46. SNCF
  47. 47. GOPRO
  48. 48. TRUPANION
  49. 49. FEDEX
  50. 50. COMPANIES DELIVERING SUBSCRIBER FREEDOM ARE THRIVING
  51. 51. IN FACT: SUBSCRIPTION COMPANIES ARE GROWING 9X FASTER THAN S&P 500
  52. 52. GROWTH IN THE FUTURE WILL ONLY COME FROM SUBSCRIPTIONS
  53. 53. 3 STORIES OF DELIVERING SUBSCRIBER FREEDOM
  54. 54. CATERPILLAR
  55. 55. GE
  56. 56. The Third Internet Generation Consumer Internet Enterprise Internet #IndustrialInternet
  57. 57. The Third Internet Generation Consumer Internet Industrial InternetEnterprise Internet #IndustrialInternet
  58. 58. Digital + Industrial Industrial Internet no longer is a probability, but an inevitability… #IndustrialInternet
  59. 59. GE for GE GE for Customers GE for World Sharing the Digital Industrial Blueprint Productivity Service Transformation Platform BP 650+ connected wells 2-4% higher efficiency Ras Gas $2.5M outage savings Port of LA Digitize maritime shipping $25M parts supplier savings $200M outage productivity $700M+ productivity savings Schindler 200M data points collected / day Lixil 66% decrease in scheduling time Gerdau 600 connected assets; 11 plants #IndustrialInternet
  60. 60. 1M Connected elevators and escalators by 2020 Real Results, Real Outcomes $200M reduced unplanned downtime FieldVision Reduce scheduling time by 66% 11 plants, 600 connected assets connected wells 650+ maritime shipping digitizing $2.5M in outage savings 1,800+ engine fleet monitored with GE solutions $387B in electricity generation productivity #IndustrialInternet
  61. 61. Showcase Compressor Demo #IndustrialInternet
  62. 62. FORD
  63. 63. Director, Mobility and Consumer Experience Jamie Allison
  64. 64. But…
  65. 65. Mobility On-Demand Mobility solutions on a moments notice. Me / We Time Time to relax, enjoy, and connect with the things and people I enjoy. Hassle Free Journey Hassle-free fundamentals of vehicle ownership (& not owning). HASSLE-FREE SUBSCRIPTIONS
  66. 66. YOU ARE CREATING A BETTER WORLD
  67. 67. PRODUCTS > SERVICES > EXPERIENCES > INSIGHTS > OUTCOMES
  68. 68. THE POWER OF SUBSCRIBER FREEDOM Netflix: 100M subs Spotify: 50M subs Salesforce: $10B revenue Stitchfix: $1B revenue Blue Apron: $800M revenue
  69. 69. OUR VISION: THE WORLD SUBSCRIBED
  70. 70. OUR MISSION: ENABLE YOU TO DELIVER SUBSCRIBER FREEDOM
  71. 71. WE BUILT THE WORLD’S LEADING SUBSCRIPTION BILLING SOLUTION
  72. 72. BUT AUTOMATING BILLING WAS NOT ENOUGH
  73. 73. AUTOMATING QUOTING
  74. 74. Enter: Zuora CPQ
  75. 75. AUTOMATING SUBSCRIPTION METRICS & ANALYTICS
  76. 76. Enter: Zuora Insights
  77. 77. EXTENDING HOW YOU USE ZUORA Apps, integrations & extensions
  78. 78. Enter: Connect App Marketplace
  79. 79. AUTOMATING BILLING, QUOTING, ANALYTICS, EXTENSIONS Still not enough…
  80. 80. AUTOMATING COLLECTIONS
  81. 81. Announcing: Zuora Collect!
  82. 82. AUTOMATING REVENUE RECOGNITION
  83. 83. ASC 606 IFRS 15 Dec 15, 2017 ready or not
  84. 84. Announcing: Zuora RevPro!
  85. 85. “The ASC 606 CFO Survival Kit”
  86. 86. Today we offer the leading portfolio of automated subscription management applications BILLING CPQ INSIGHTS COLLECT REVPRO CONNECT
  87. 87. STILL. NOT. ENOUGH.
  88. 88. WHICH BRINGS US TO OUR THIRD PRODUCT ANNOUNCEMENT Zuora collect Zuora Revpro ???
  89. 89. A SECRET PROJECT Two years in the making
  90. 90. THE NEXT EVOLUTION OF ZUORA
  91. 91. THE FUTURE OF ENTERPRISE SOFTWARE
  92. 92. WE REALIZED…
  93. 93. SUBSCRIBERS EXPECT FREEDOM
  94. 94. BUT BUSINESSES NEED FREEDOM, TOO
  95. 95. BUSINESS FREEDOM To offer services with pricing tailored to your subscribers
  96. 96. BUSINESS FREEDOM To know & understand your subscribers in real-time
  97. 97. BUSINESS FREEDOM To see a true & accurate record of subscriptions as they change over time
  98. 98. BUSINESS FREEDOM To design a seamless subscriber experience
  99. 99. BUSINESS FREEDOM To flex & scale your operations as you grow
  100. 100. BUSINESS FREEDOM To iterate at the drop of a hat
  101. 101. THE TRUTH IS, BUSINESSES TODAY AREN’T FREE…
  102. 102. 72 percent of Fortune 500 companies feel the single greatest challenge limiting their growth is their technology - 2016 Fortune Survey
  103. 103. WHY?
  104. 104. CRM ERPquote order fulfill invoice collect recognize THIS IS YOUR IT ARCHITECTURE TODAY CRM, ERP + siloed & linear quote-to-cash
  105. 105. ERP AND YOU HAVE LOTS OF THESE SYSTEMS The silos just multiply quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recognizeorder
  106. 106. Real World IT Architecture #1 Siebel On Demand Oracle 11.5.10 Pricing Engine REP Oracle CompBuySafe SFDC BMI Product Consoles EBS OM / BI Leeyo Sabrix Hyperion REP Partner Portal Streamserve Streamserve Mlabs Oracle 11.5.9 JD Edwards eFlex eFlex eFlex SFDC Oracle
  107. 107. BASIC BASIC BASIC BASIC BASIC BASIC BASIC BASIC BASIC BASIC BASIC BASIC BASIC Oracle EBS 11.5 SOFTRASH Oracle WFM BASIC GRP BASIC GRP BASIC CMS BASIC SFDC #2 BASIC CSIP BASIC BASIC ISL BASIC ISL BASIC Various BASIC Oracle EBS 11.5 SOFTRASH WFM BASIC GRP BASIC GRP BASIC CMS BASIC SFDC #2 BASIC CSIP BASIC BASIC ISL BASIC ISL BASIC Various BASIC Oracle EBS 11.5 SOFTRASH Product #1 Product #2 Product #3 Product #4 Product #5 RPM CORE Various Various CSIP IQ Various DJ Various Various Oracle EBS 11.5 SOFTRASH Oracle R12 SFDC Real World IT Architecture #2 Direct Contact CSIP ISL CQ360
  108. 108. ERP IN THE OLD, STATIC PRODUCT WORLD THIS WORKED FINE quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recognizeorder
  109. 109. But the world of subscriber freedom is a dynamic one quote order provisionrecognize collectinvoice resume suspen d renew downgrad e subscribe upgrade subscriber
  110. 110. What happens when linear order-to- cash systems meet a new dynamic world?
  111. 111. PROBLEM 1: PRICING & PACKAGING Can’t make changes without re-coding every system ERP quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recognizeorder
  112. 112. PROBLEM 1: PRICING & PACKAGING Can’t make changes without re-coding every system ERP quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recognizeorder
  113. 113. PROBLEM 1: PRICING & PACKAGING Can’t make changes without re-coding every system ERP quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recognizeorder
  114. 114. PROBLEM 1: PRICING & PACKAGING Can’t make changes without re-coding every system ERP quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recognizeorder
  115. 115. PROBLEM 1: PRICING & PACKAGING Can’t make changes without re-coding every system ERP quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recognizeorder
  116. 116. PROBLEM 1: PRICING & PACKAGING Can’t make changes without re-coding every system ERP quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recogniz e order
  117. 117. PROBLEM 1: PRICING & PACKAGING Can’t make changes without re-coding every system ERP quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder quote fulfill invoice collect recognizeorder CRM quote fulfill invoice collect recogniz e order
  118. 118. WHEN YOU WANT TO CHANGE YOUR PRICING, YOU ARE STUCK Hacks and customizations at every step in the process
  119. 119. CRM ERPquote fulfill invoice collect recognizeorder PROBLEM 2: YOUR SUBSCRIBER EXPERIENCE Orders are different than they used to be
  120. 120. CRM ERPquote fulfill invoice collect recognizeorder CUSTOMERS IN THE PRODUCT WORLD 500 widget s pleas e 300 widget s please 120 widgets please
  121. 121. TODAY, SUBSCRIBERS WILL DO WHAT THEY WANT, WHEN THEY WANT IT I’d like to renew Is there a discount for businesses ? I just landed in France I’d like to switch plans I’d like to cancel at the end of the month I’m going on vacation I’d like to add my kid to the plan Switch me from 3x per week to 2x per week
  122. 122. BUT TODAY, SUBSCRIBERS WILL DO WHAT THEY WANT, WHEN THEY WANT IT CRM ERPquote fulfill invoice collect recognizeorder I’d like to renew I’m going on vacation I just landed in France I’d like to switch plans I’d like to cancel at the end of the month I’m going on vacation I’d like to add my kid to the plan Switch me from 3x per week to 2x per week `
  123. 123. WHEN YOU WANT TO CHANGE YOUR SUBSCRIBERS’ EXPERIENCE, YOU ARE STUCK Forcing you to recode each system to handle a never-ending wave of customer events
  124. 124. CRM ERPquote fulfill invoice collect recognizeorder PROBLEM 3: SUBSCRIBER & FINANCIAL DATA The words “subscriber” and “recurring” are like a foreign language
  125. 125. CRM ERPquote fulfill invoice collect recognizeorder PROBLEM 3: SUBSCRIBER & FINANCIAL DATA The words “subscriber” and “recurring” are like a foreign language
  126. 126. PROBLEM 3: SUBSCRIBER & FINANCIAL DATA The words “subscriber” and “recurring” are like a foreign language CRM ERPquote fulfill invoice collect recognizeorder
  127. 127. WHEN IT COMES TO REPORTING DATA & METRICS, YOU ARE STUCK Trying to piece together data like puzzle pieces from different puzzles
  128. 128. So, what happens when linear order-to-cash meets a dynamic subscription world?
  129. 129. 72 percent of Fortune 500 companies feel the single greatest challenge limiting their growth is their technology - 2016 Fortune Survey
  130. 130. YOUR BUSINESS ISN’T FREE
  131. 131. TO DELIVER SUBSCRIBER FREEDOM
  132. 132. YOU NEED BUSINESS FREEDOM
  133. 133. BUSINESS FREEDOM Is the #1 need of all subscription companies
  134. 134. YOU NEED FREEDOM TO GROWFREEDOM TO TRANSFORMFREEDOM TO EXPERIMENTFREEDOM TO FLEX & SCALE YOU NEED ALL OF YOUR SYSTEMS TO WORK TOGETHER A UNIFIED WAY TO MANAGE DYNAMIC SUBSCRIPTIONS
  135. 135. JUST IMAGINE
  136. 136. IMAGINE A central place to change and manage pricing
  137. 137. IMAGINE A central, single source of truth for all your customer & business data
  138. 138. IMAGINE A central place to see a true record of subscriptions as they change over time
  139. 139. IMAGINE A central place that can respond to any subscriber event
  140. 140. IMAGINE A central place to help you flex & scale
  141. 141. IMAGINE A central place where you can iterate at the drop of a hat
  142. 142. IMAGINE A HUB That delivers business freedom
  143. 143. THIS IS WHAT WE’VE BEEN WORKING ON
  144. 144. THIS IS THE PROJECT TWO YEARS IN THE MAKING
  145. 145. THE NEXT PHASE OF OUR STRATEGY
  146. 146. ANNOUNCING:
  147. 147. ZUORA CENTRAL The new hub for order-to-cash in a dynamic subscription world. A platform for business freedom.
  148. 148. WELCOME TO ZUORA CENTRAL quote order provisionrecognize invoicecollect
  149. 149. When it comes pricing & packaging, you are now free quote order provisionrecognize invoicecollect
  150. 150. quote order provisionrecognize invoicecollect When it comes to your subscriber experience, you are now free
  151. 151. When it comes to reporting & metrics, you are now free quote order provisionrecognize invoicecollect
  152. 152. THIS IS THE NEW ZUORA One Central Platform Plus Six Zuora Products
  153. 153. Connect Zuora Central to the third party apps of your choice PROS PROVISIONING
  154. 154. REINVENT YOUR ENTIRE ARCHITECTURE
  155. 155. THE CENTRAL PLATFORM GIVES YOUR BUSINESS FREEDOM
  156. 156. THE FREEDOM TO GROW Flex, scale, experiment, transform
  157. 157. TODAY’S TAKEAWAYS:
  158. 158. SUBSCRIPTIONS GIVE SUBSCRIBERS FREEDOM
  159. 159. FREEDOM LEADS TO GROWTH
  160. 160. TO DELIVER SUBSCRIBER FREEDOM BUSINESSES NEED FREEDOM TOO
  161. 161. CRM ERPquote order fulfill invoice collect recognize THE OLD SYSTEMS WON’T WORK IN THE NEW WORLD
  162. 162. BUSINESS FREEDOM REQUIRES A NEW ARCHITECTURE
  163. 163. THIS IS THE ARCHITECTURE THAT DELIVERS BUSINESS FREEDOM
  164. 164. THIS IS OUR COMITTMENT TO YOU #businessfreedom
  165. 165. ENJOY SUBSCRIBED 2017!
  166. 166. THANK YOU
  167. 167. CLOSE OF SHOW

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