MITEF-NYC-111201-Better Strategies Monetizing Digital - Shawn Price

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MITEF-NYC 111201 Better Strategies Monetizing Digital

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MITEF-NYC-111201-Better Strategies Monetizing Digital - Shawn Price

  1. 1. 5 Strategies for Monetization MIT Enterprise Forum: Better Strategies for Monetizing Digital OfferingsThinking Out of the Box while Looking across Industry Silos Shawn Price, President shawn.price@zuora.com Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  2. 2. The Media Industry Today30%?Ad Revenues Still in Decline. Charge for Content? Apple 30% Fee? NY Times New Paywall Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  3. 3. The Big Question . . .How Do You Think Out of the Box to Monetize Digital Offerings? Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  4. 4. Strategy #1 Start with a Freeium ModelHow To?Start Upgrade toFree Paid Over TimeWho to Model? 5 Million Users and 60,000 Businesses in 3 years Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  5. 5. Strategy #2 Conversion of Free Trials to Paid SubscriptionsHow To?Start w/ Committed Termed 30-Day SubscriptionFree Trial Free for the first 12 months, and then $5 per month, pay as you go*Who to Model? 50,000 businesses within 12 months of launch Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  6. 6. Strategy #3 Multiple Editions for Different CustomersHow To? Editions for Editions for Individuals & Large Teams & Small Teams BusinessesWho to Model? Increased subscribers from 17K to 100K in 12 months with 500% increase in revenue. Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  7. 7. Strategy #4 No Commitment, Pay-as-you-Go PricingHow To? GB/Hour VM/Hour Compute/HourWho to Model? Pay-as-you-Go pricing in 32 int’l markets to millions of developers, SMBs, and corporations Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  8. 8. Strategy #5 Flexible, Tiered & Volume Pricing PlansHow To? Flexible pricing allowing customers to move through tiers based on volumeWho to Model? 30,000+ customers with flexible volume/tiered pricing Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  9. 9. SummaryImplementing these 5 Strategies Drives Long- Term Success for Your Business Examples of Long Term Benefits Strategy Revenue Growth 1. Freeium Churn 2. Free Trials Lower Customer Defense 3. Multiple Editions Acquisition Costs 4. Pay-as-you-Go Competitive Market Advantage 5. Volume/Tiered Differentiation Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  10. 10. About What We Do We’ve built the next generation commerce platform for 21st century businesses for startups to enterprises in ANY INDUSTRY to launch and monetize ANY subscription products and services. Customers in Every Industry Check us out www.zuora.com Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.
  11. 11. <end>Zuora Confidential and Proprietary Information. Do not distribute beyond intended audience.

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