As the Subscription Economy continues to grow, a new framework is needed to measure and analyze business health, and provide insight into the entire customer subscription journey. This new framework is powered by subscription metrics: forward-looking metrics -- from ARR to churn -- that predict business performance. Come to this session to learn how Zuora has operationalized these metrics using the PADRE framework.

1. SUBSCRIBED 2018

2. METRICS THAT REALLY
MATTER
How To Drive Cross Functional
Accountability?

3. v
Director of Sales
Operations, Zuora
JAMES HARRISON

4. “When it comes to
tracking metrics for
subscription
businesses, traditional
systems just can’t
account for the whole
picture”

5. Director of Strategic
Planning & Analysis, Box
NICK ROBIN

7. BOX FOR CLOUD CONTENT
MANAGEMENT

8. Create amazing
products that solve
a real problem
1. BUILD
BOX’S BUSINESS MODEL
Sell a recurring
subscription for
those products to
our customers
2. LAND
Customers find
value in our
products, so they
keep using it
3. RETAIN
Over time, they
purchase more
(products, seats,
etc.)
4. EXPAND

9. Compounding Effect Drives >$9 CLTV Over 10
Years
Note: This slide is for illustrative purposes only and is not intended to represent Box's expectations regarding
future ARR growth.

10. EXPANDING REVENUE-GENERATING PRODUCTS
new products add 20-30% pricing uplift

11. Higher Attach Rates Driving Higher ACVs

12. BUILD
Weekly Active User Growth
ARR from New Product Offerings
Critical Service Availability
Uptime
Delivery of Quarterly Product
Roadmap Commits
FINANCIAL
ACV & PPS
ARR
Billings
Free Cash Flow
Magic #
LAND & EXPAND
Pipeline Generation
Pipeline Gen Efficiency
$100K+ Deals
Consulting Bookings
ARR from Strategic
Partnerships
ARR per Ramped AE
RETAIN
Gross Retention
Net Retention
% of Accounts (& Total Account Value) without 2+ Product
TAV Managed per CSM
HOW WE TRACK PERFORMANCE

13. v
VP of Finance, Zuora
PARVEEN NANDAL

14. SUBSCRIBTION BUSINESS MODEL

15. KEY METRICS TO CONSIDER FOR A SUBSCRIBTION
BUSINESS
ARR
Growth Efficiency Index
Recurring Expenses Margin
Net Dollar Retention
No. of Customers

16. FRAMEWORK TO MEASURE AND DRIVE GROWTH

17. Thank You