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Subscribed World Tour: Paris Keynote 2015

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Tien Tzuo (Zuora CEO), Marc Diouane (President) and Guillaume Vives (SVP-Product) kick off Subscribed 2015 in Paris with a powerful keynote on the vision and strategy of
the new subscription economy with a demonstration of agile subscription management: from creation of offers to accounting processing and analytical management of subscriber data.

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Subscribed World Tour: Paris Keynote 2015

  1. 1. WELCOME TO THE ERA OF SUBSCRIPTIONS
  2. 2. A WORLD WHERE CUSTOMERS ARE IN CONTROL
  3. 3. OUTCOMES Not Ownership CUSTOMISATION Not Generalisation CONSTANT IMPROVEMENT Not Planned Obsolescence THEIR EXPECTATIONS HAVE CHANGED
  4. 4. CUSTOMERS ARE NOW SUBSCRIBERS
  5. 5. THEY WANT THE SUBSCRIPTION EXPERIENCE
  6. 6. Beats Tidal iTunesPandora 45B Likes Spotify 60M Users $3B value Jay Z Down 20% A NEW MUSIC EXPERIENCE
  7. 7. “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 A NEW TECHNOLOGY EXPERIENCE
  8. 8. "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 A NEW TECHNOLOGY EXPERIENCE
  9. 9. A NEW MEDIA EXPERIENCE The Guardian digital news premium services multi- channel free trial
  10. 10. A NEW RETAIL EXPERIENCE fun-extras conveniencehealth personalization
  11. 11. $1599All you can fly. No hidden fees. 233%Annual Subscriber Growth A NEW TRAVEL EXPERIENCE Surf Air unlimited exclusiveeffortlessfast
  12. 12. A NEW HOME EXPERIENCE Vivint security intelligence simplificationcontrol
  13. 13. 2BOnline Learners A NEW EDUCATION EXPERIENCE Lynda.com video learning unlimited access multi- channel trust
  14. 14. DEVICES HIGH TECH CLOUD SERVICESEDUCATION CONSUMER GOODS MEDIAHEALTHCARE COMMUNICATION EVERY INDUSTRY IS SHIFTING
  15. 15. Disruptors Have Gone IPO
  16. 16. Enterprises Are Embracing Subscriptions
  17. 17. THIS IS A GLOBAL PHENOMENON 80% Of customers are demanding new consumption models – The Economist 2014 50% Of people in France are moving away from traditional ownership - Institut Français D’opinion Publique (IFOP) 80% Of German companies have dealt with the issue of subscription business models. - IDG Research Services $420B Dollars spent on subscriptions in the US in 2015; up from $215B in 2000. - Credit Suisse
  18. 18. THE NEW IMPERITAVE: TURN CUSTOMERS INTO SUBSCRIBERS
  19. 19. THIS CHANGES EVERYTHING
  20. 20. Name Email Twitter TRADITIONAL RECORD SUBSCRIBER IDENTITY RECORD Phone Company Facebook Purchases Products Local Pricing Promotions Adjustments Usage metrics Add-Ons Customer Moments Payment history Refund history Lifetime Value Renewal Value Aging balance START WITH THE SUBSCRIBER IDENTITY
  21. 21. DELIVER A SUBSCRIPTION EXPERIENCE A product is not enough
  22. 22. INNOVATE AND ITERATE PRICING & BUSINESS MODELS
  23. 23. MODERNIZE FINANCE Now it’s about recurring revenue
  24. 24. SCALE EFFORTLESSLY New offerings. New geographies. New Segments.
  25. 25. RELATIONSHIPS, NOT SALES Know Your Subscribers
  26. 26. DELIVER A CONSISTENT EXPERIENCE Anytime, anywhere, any channel.
  27. 27. BUILD A SUBSCRIPTION CULTURE Goodbye to one-hit products
  28. 28. Marketing Product Sales Finance IT Ops A product ? ? THIS IS HOW YOU OPERATE TODAY
  29. 29. PUT SUBSCRIBERS AT THE CENTER Marketing FinanceSales IT Product Ops
  30. 30. Everything you need to power a subscription business, from z to a. OUR VISION
  31. 31. Pricing & packaging Quoting E-Commerce Billing Payments & collections Revenue Relationship Business Management A platform for innovation OUR TECHNOLOGY
  32. 32. Guillaume Vives Product Agile, Oracle Jennifer Pileggi General Counsel Con-way, Menlo Logistics Marc Aronson Engineering Portal, Telenav Tien Tzuo Founder & CEO Salesforce.com Marc Diouane Field Operations PTC Tyler Sloat CFO Netapp, Siebel Robert Hildenbrand Global Services HP, Oracle Todd Pearson Customer Success Paypal, Visa Steve Umphreys People Salesforce, HP Brent Cromley Technology Zappos BOARD OF DIRECTORS Peter Fenton Benchmark Capital Jason Pressman Shasta Ventures Tim Haley Redpoint Ventures Mike Volpi Index Ventures Abhishek Agarwal Vulcan Ventures Craig Hanson Next World Capital Tien Tzuo Zuora OUR PEOPLE
  33. 33. COMMUNICATIONS CONSUMER IOT MEDIA OUR CUSTOMERS The above-referenced trademarks are owned by their respective companies. Nothing in this presentation should be construed to the contrary, or as an approval, endorsement or sponsorship of Zuora or any aspect of this presentation by any of those companies. TECHNOLOGY
  34. 34. Sydney Auckland San Francisco London Paris OUR COMMUNITY
  35. 35. THE ACADEMY www.zuora.com/academy OUR BEST PRACTICES
  36. 36. HELP YOU TURN CUSTOMERS INTO SUBSCRIBERS
  37. 37. GO OUT AND CONTINUE TO CHANGE OUR WORLD
  38. 38. THE WORLD. SUBSCRIBED.
  39. 39. Digital Disruption Across Industries RBM Powers the Subscription Economy Marc Diouane Guillaume Vives Salesforce, Contexte, SidetradeCustomer Panel
  40. 40. MARC DIOUANE President
  41. 41. OUR WORLD IS CHANGING…
  42. 42. Why are Amazon, Google and Apple the fastest growing brands ?
  43. 43. DIGITAL ACCELERATES BUSINESS MODEL TRANSFORMATION •  Product companies give away product for service revenues •  Service based businesses sell experiences at varying price points and service levels •  Experience based businesses are selling business models •  Business model companies sell peace of mind
  44. 44. TODAY’S WINNERS ARE DISRUPTING THEIR INDUSTRIES
  45. 45. Products 1970s Product + Services 1990s Customer Centric 2000s Relationship Centric Today A SHIFT FROM PRODUCTS TO RELATIONSHIPS What the winners have in common?
  46. 46. Confidential and Proprietary to Zuora, provided under NDA Telecom Legacy billing platforms cannot support new over-the-top revenue streams TELECOM •  Traditional telecom •  Cloud communications
  47. 47. The Challenge Rogers Communications Inc. is a diversified Canadian communications and media company engaged in the telecom and media businesses. Rogers needed the ability to easily promote and price products. They needed all products on one tenant and a 360 view of customers in order to price/package/promote accordingly. The Solution Rogers is able to leverage the flexibility in Zuora to create multiple promotions and pricing options, and eventually create additional products to support new lines of business. With a single tenant in place and a stable/proven solution, Rogers has the ability to continue adding on other LOBs with very little work. Rogers Communications Telco Case Study
  48. 48. Confidential and Proprietary to Zuora, provided under NDA Manufacturing and IoT Connected cars, homes, devices create massive opportunity in the manufacturing sector IOT •  Connected Home •  Connected Cars •  Connected Devices
  49. 49. A New Connected Car Experience
  50. 50. GM’s Opel Announces Plans to Introduce OnStar In Europe Starting In 2015
  51. 51. Learning from the best… Learn from the best
  52. 52. Subscription emerging as dominant monetization model for media & publishing MAGAZINE VIDEO MUSIC NEWSPAPER
  53. 53. The Challenge News International is the UK newspaper arm of News Corp. The publish The Times, The Sunday Times, The Sun, and News Of the World. News needed to consolidate silo-ed legacy systems - simple pricing and packaging changes needed to touch 20+ systems and would take months. The pace of the digital business was not sustainable by their old systems and processes. The Solution Z-Business allowed News to adopt a more flexible business model to accommodate their complex, multi-channel bundled solutions by providing a centralized solution with unlimited pricing flexibility. Subscription revenue and retention metrics (MRR, TCV, Churn) was readily available in Z-Business. News Corp Media Case Study
  54. 54. Confidential and Proprietary to Zuora, provided under NDA Technology Shift to cloud stack paralleled by shift to subscription business models TECHNOLOGY •  Software •  SaaS •  High tech •  Cloud infrastructure
  55. 55. Use ERP? Build your own system? Stitch together niche solutions? YOUR OPTIONS
  56. 56. A NEW PROSPECT-TO-CASH SYSTEM IS NEEDED Relationship Business Management Pricing & packaging Quoting E-Commerce Billing, Payments, Collctions Revenue Analytics
  57. 57. Everything you need to power a subscription business, from z to a.
  58. 58. GUILLAUME VIVES SVP, Product
  59. 59. Existing enterprise systems no longer work product distributed to customers via different channels customer visits different channels to manage products upgrade, downgrade, renew uses the product
  60. 60. CPQ E-COMMERCE BILLING REVENUE A SINGLE UNIFIED SOLUTION INSIGHTS
  61. 61. PRICING & PACKAGING •  One time, recurring and usage pricing •  Mix and match charge models •  Promotions and discounts •  Packaging and entitlements •  Multi-currency pricing ONE-TIME CHARGES In-app purchases Micro-transactions One time add-ons RECURRING CHARGES Flat fee Per unit Volume Tiered Annually, Monthly, etc. USAGE CHARGES Overage Rollover Usage rating Thresholds Surcharge Rated/mediated Promotions Discounts Multi-currency Taxes Bundles Upsells Downsells
  62. 62. CPQ •  Guided selling •  Branded quoting •  Product bundling •  Product and pricing rules •  Lifecycle order management •  One click quote-to-invoice
  63. 63. E-COMMERCE •  PCI compliant payment pages •  Dynamic localization •  Built-in credit card validation •  Account self-service •  REST and SOAP APIs for multi-channel engagement
  64. 64. BILLING & PAYMENTS •  High volume billing automation •  200+ currencies, 21+ gateways, 8+ global payment methods •  Invoice personalization + localization •  Integrated tax •  Intelligent error handling
  65. 65. REVENUE •  Revenue rules engine •  Revenue schedule automation •  Revenue recognition reports •  Revenue journal entries •  Revenue allocation tracking and audit log
  66. 66. ANALYTICS •  Bookings, billing, cash, revenue reports •  Subscriber usage and behavioral analytics •  Smart subscriber segmentation •  Insights-driven engagement triggers •  Intuitive, interactive report builder interface (New!)  
  67. 67. RBM Unifies Your Entire Business Around Your Subscribers Pricing & packaging Quoting E-Commerce Billing Payments & collections Revenue
  68. 68. Fully Integrated with CRM and ERP
  69. 69. LET’S TAKE A LOOK
  70. 70. Turn by turn navigation Roadside assistance Sirius XM Emergency connect Traffic pulse Wifi connectivity CARSPOT
  71. 71. PRODUCT DEMO

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