Going global is a key strategy to drive company growth, but setting up and managing international payments can be very complicated. Join us at this session to understand payment operation requirements for multi-geography expansion and the Zuora configurations that will help you take your business anywhere in the world.

1. SUBSCRIBED 2018

2. SAFE HARBOR DISCLAIMER
The following presentation is intended for information purposes only. The development, release, and timing of any
features or functionality described for Zuora’s products remains at the sole discretion of Zuora and is subject to
change. Any unreleased services or features referenced in this presentation are not currently available and may not
be delivered on time or at all. Customers should make purchase decisions based upon product features that are
currently available.
In addition, statements in this presentation that refer to forecasts, future plans and expectations are forward-looking
statements that involve risks, uncertainties, and assumptions, many of which involve factors or circumstances that are
beyond our control. If any such uncertainties materialize, if any of the assumptions prove incorrect, or if priorities or
resourcing changes, actual results could differ materially from such forward-looking statements. You are cautioned not
to place undue reliance on these forward-looking statements as they reflect Zuora’s expectations as of the date of this
presentation. In addition, actual results could differ materially from those expressed or implied in the forward-looking
statements due to a number of factors, including but not limited to, risks detailed in our Annual Report on Form 10-K
filed with the Securities and Exchange Commission (SEC) on April 18, 2019, as well as other documents that may be
filed by us from time to time with the SEC. Copies of Annual Report on Form 10-K and other filings with the SEC may
be obtained by visiting our Investor Relations website at investor.zuora.com or the SEC's website at www.sec.gov.
Zuora assumes no obligation and does not intend to update these forward looking statements after the date of this
presentation to conform these statements to actual results or to changes in our expectations.
We encourage customers requiring specific functionality to file requests on our Zuora Community Ideas Board, even if
a feature potentially addressing their needs has been previously discussed. These cases will be tracked by Zuora
product management and every effort will be made to proactively communicate Zuora’s triage and status of incoming
requests.

3. Regulations and What Lies Ahead
with Zuora Payments and Collect
In the world of payments, changes in regulations are a constant.
Most recently, they include a new mandate by Visa for all
merchants and the Payment Services Directive (PSD2) applied to
all merchants in the European Union. Come to this session where
Zuora product managers will share how Zuora is evolving to
address these mandates. You'll also learn what's coming up on our
roadmap to address optimizing performance for high-throughput
payment operations, disputes, and account plans.

4. What We’ve Learned

5. Customers need an
accounts receivable solution
Subscriptions are hard - that’s why
we have Zuora. But so is
payments:
● Customers want to pay in different
payment methods
● International and regional
considerations to consider
● Need to know how to track payments
● Need process to collect on debt
That’s why at Zuora we are laser
focused on payments

6. Customers want to pay with credit
card, ACH, Direct Debit, Check,
PO, and more
To help our customers, we have
invested in:
● 30+ Gateway Integrations
● Partnerships with PayPal, Amazon Pay
● Lockbox and bank integrations
Customers want
payment flexibility

7. Payments used to be divided in
B2C or B2B processes.
But these are converging:
● B2B customers are starting to
use credit cards
● B2C customers are looking for
a collaboration solution that
allows collection agents to
combat delinquent accounts.
Customers are looking for a
B2Any payments &
collections solution

8. Today we’ll be looking at what’s coming for
PAYMENTS COLLECT

9. PAYMENTS

10. Payments Roadmap
3DSecure v2
Visa Mandate
Focus On
Compliance
Update on our Hosted
Payment Page
Hosted Payment
Page
Framework to handle
fraud detection
Fraud Detection
Open Payment Gateway
and open payment
methods
Open Payment
Framework

11. Focus On Compliance - Visa Mandate
Visa announced a new set of global mandates regarding:
Handling of customer payment credentials
Distinguishing between cardholder-initiated and
merchant-initiated transactions (CIT and MIT)
All payment services providers who process payments through the Visa network
must adhere to the new rules
Visa will begin more stringent enforcement starting April 2019

12. Focus On Compliance - Visa Mandate
Zuora is rolling out the following enhancements:
Payment Processing
Framework
All Visa cards must be
handled and processed
consistently, regardless of
gateway
Gateway Integrations
Integrations to payment
processors must be updated
in order to facilitate the new
processing rules for
recurring payments*
Hosted Payment Pages
Customer consent and
acceptance of terms of use
must be obtained at the time
of credential capture
API & UI
Managing the stored
credential lifecycle including
obtaining consent and
acceptance of terms of use
*Design and development work to support One-time/Unscheduled Card-on-File (UCOF) transactions is in progress.

13. We added Stored
Credential Profiles to
the Payment Method
● Stored Credential Profile is a container for all
relevant data pertaining to the stored credential.
This includes the Transaction ID, which is
submitted with every subsequent payment
request.
● Although a payment method may have a chain
of Stored Credential Profile objects, only the
latest one may be active
● When a new payment method is created via UI,
API, or HPM, if the user consents to having their
information stored, a Stored Credential Profile
will be created.
● Stored Credential Profiles may also either be
cancelled by the cardholder or expired by the
merchant. These actions are optional and used
to manage the lifecycle of the stored credential.
Visa Mandate
See demo of Visa Mandate.

14. 3DSecurev2
● 3DS 2.0 is a new standard introduced by
EMVCo and the major credit card schemes. It
brings a new approach to authentication through
a wider range of data, security and an improved
online experience.
● This law goes live in Europe on September 14,
2019.
● Given Zuora’s position in the payments value
chain as a facilitator of payments with different
processors, as well as a provider of PCI-
compliant host payment page, Zuora must
provide an SCA-compliant payment solution
that can integrate across all applicable
gateways.
● For Zuora’s purposes, this entails supporting an
SCA-compliant version of the 3D-Secure (3DS)
version 2 specification, the latest revision of
which is v2.2.0.

15. Open Payment Framework - OPG
What is it?
● Transform build process to configurable SDK or wizard without extensive
technical ability required
● Open to Zuora Global Services or third parties to configure the integration
● Self-deployable fixes reducing deployment time from weeks to minutes

16. What does it
entail?
● REST, SOAP & URL encoded library
for communication
● Configurable UI with basic field
mapping
● Default flows + override ability
● No custom field support
● Automated test suite and certification
● Gateway documentation
OPG

17. How does it
benefit me?
● Developer (behind permissions) can
configure new gateway, test, certify
and deploy to production via OPG UI
○ Phase 1 may be build without
deploy abilities
● Changes are configuration changes,
not code
OPG

18. Gateway Edit Screen

19. Gateway Operations

20. Gateway UI Versioning
● External version number, internal version number, Gateway’s API version number
● One-click version rollback
● Updating gateways now means a change of configuration, not code fixes
○ Fixes can be live in minutes VS. days or weeks
● Backwards compatibility

21. Fraud Detection
● With the ever growing volume of digital payment activity, there is a growing
need to manage the risk of fraud to protect either merchants or payment
processors from incurring the penalties of fraudulent payment activity in
their business.
● As part of the initial introduction of this integration point in Zuora’s payment
framework, we will support Accertify as our first fraud detection technology
partner.
○ However, the framework integration points must be generic and reusable enough to be able
to support additional fraud detection (or other pre-payment validation) technology partners
in the future.

22. Hosted Payment Page V3
● Zuora's hosted commerce pages are easily embedded as iFrames in your
pages and can be customized with your company's visual style and a
variety of functional options.
● UX for pages more configurable and provide better option for mobile app
use.
● Enabling fraud detection and compliance

23. COLLECT

24. ZUORA CENTRAL
A single platform to monetize and orchestrate subscription services
MONETIZE
• price & package
• bill & collect payments
• recognize revenue
• measure results
ORCHESTRATE
• send communications
• design acquisition, expansion,
billing, dunning, & renewal flows
• trigger provisioning
• sync external data

25. Process Automation
Streamline manual
processes to optimize time
spent
Our Goals
More Payment Options
Give customers more
opportunities to pay you
Adaptive Practices
Different approaches to
collections increase
likelihood of success
Empower Agents
Help billing agents focus
the the highest risk
accounts and collaborate
for success

26. Our Strategy
Designed to catch revenue leakage in a comprehensive way
Visibility
Give customers complete transparency of their entire transaction history
Collaborate with collection agents to complete collection tasks
Prevention
Let customers pay with multiple payment methods and varying payment schedules
Intelligent Retry Logic
Retry electronic payments based on failure reasons automatically
Automated Dunning Workflows
Design workflows that automate customer correspondence and dunning tasks
Automate Manual Collections
Automate payment to invoices matching for check and ACH payments
Manage customer disputes at an invoice line item level
Statement Generator
Advanced Payment Manager
Configurable Payment Retry
Workflow
Collections Window
Configurable Lockbox Disputes
New!

27. Summer ‘19
Launch
DISPUTES

28. What does it do?
● Disputes is a tool that allows Collections
agents to manage customer disputes and
audit the process.
○ Invoice line item level
○ User hierarchy with permissions and
escalations
○ Automatic settlement processing

29. What are the
benefits?
01
Customer Relationship
02
Audit of Settlement
Every step of the process is recorded and
noted to allow for full tracking of the dispute
process
03
User Permissions
Give users the power to handle situations
autonomously while ensuring high profile
scenarios get proper visibility
Keeping customers satisfied with their
experience allows for a more prosperous
relationship

30. What’s
Coming?
PAYMENT
PLANS

31. What does it do?
Help Customer Pay
Generate Schedules
By understanding what the customer is capable
of paying, an optimized schedule can be
created.
Automatic Collections
Payment engine will monitor all schedules and
collect payments when required.
Give customer options to handle invoices they
can’t pay immediately.

32. What are the
benefits?
01
Ensure AR Collection
02
Relationship Growth
A flexible system gives the customer peace of
mind that you are there to help them
03
Customer Retention
By keeping the subscription active, the
customer is retained to allow for future billing
An unwieldy invoice is broken into
manageable segments, bring in revenue that
may have been lost

33. Q&A