Renew OnDemand™ is the industry's only cloud application built specifically to maximize recurring revenue. This application arms sales teams, executives, and channel partners with a complete system to renew customer contracts and subscriptions. Learn how Renew OnDemand can help you retain more customers and increase your recurring revenue by -- turning disparate data into renewal-ready opportunity -- making your sales teams more effective -- gaining deeper business insights through dashboards and analytics

1. Renew OnDemand Overview
The cloud application for recurring revenue

2. What if…
Renewal opportunities were
automatically generated for
you from disparate data?
You had visibility into
your top and bottom
performing renewal
reps and partners?
You had a predictable,
repeatable process to capture
millions in lost recurring
revenue?
Your team had
access to a complete
and accurate installed
base view of every
customer?
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You knew when and
why customers were
deciding not to
renew?

3. Evolution of ServiceSource
Best Practice
Business Process
Scalable Expertise
Pay for
Performance
Selling on behalf of
customers
Renewals Data
& Technology
Applications, &
data management
tools
we do it for you
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Cloud
Application
First purpose-built
cloud app designed
to increase
recurring revenue
• Data management
& opportunity
generation
• Sales strategy and
execution
• Insight & optimize
Hybrid solution that
includes selling &
enablement
services
we enable you

4. The renewals challenge
It’s a data
problem
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It’s a timing
problem
It’s a volume
problem

5. Capture more of your perishable revenue
ERP
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Recurring
Revenue Gap
CRM

6. 3-Step Process for Recurring Revenue
Data Management
and Opportunity
Generation
Sales Strategy &
Execution
• Gather data together,
enhance, validate,
resolve
• Segment customer base
• Opportunity generation
• Value selling and a
proactive approach
• Understand your total
recurring revenue
opportunity
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• Tailored sales plays
according to segment
Gain Insight and
Optimize
• Resolve data
discrepancies
• Gain insight from
customer base
• Optimize the recurring
revenue process

7. Best practice business process built into
Data Management
and Opportunity
Generation
Sales Strategy &
Execution
+
Installed
Base
+
Data
Services
Sales
Gain Insight and
Optimize
+
Channel
Ops
Analytics
• Single source for
renewal data
• Sales plays and
collaboration
• Track every renewal
globally end-to-end
• Opportunity generation
• Tools to segment,
prioritize – next best
action
• Drill down into 60+
metrics
• Data services monitor
loads & maintain rules
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• Manage end-to-end sales
activities
• Assess and take
action

8. Renewal ready data
Installed Base
Data Management
and Opportunity
Generation
Sales Strategy &
Execution
Gain Insight and
Optimize
Data Services
• Aggregate, cleanse & score data
• Renewal data experts
• Single source of truth for renewals
• Manage and monitor data loading
• Intelligently generate opportunities
• Update mappings and business logic
based on business rules
• Right offers at the right time
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• Maintain and customize analytics

9. Renewal ready data - piecing it together
Theatre
Business Line
Territory
ABC Business Unit
NALA
+ 12
Strategic
Company
Product
License Key
Support Level Begin Date Exp. Date
Pfizer Inc
A5000
A243210.1
Bronze 8x5
1/1/13
12/31/13
Price
Contact Name
$10,500.00
Bob Greene
Opportunity in
Renew
SFA
(n)
PRM
SERVICE
QUOTE
ORDER
ENTITLEMENT
ASSETS
Data: Ongoing Assembling, Enhancement, Validation & Generation
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10. Installed Base
See all product
and service
assets
Offers
available “at
the ready”
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11. Optimized sales execution
Sales
Ops
• Prescriptive,
• Quoting and bookings
• Territory management
• Track operational
repeatable process
• Forecasting & target
setting
• Collaborate with ops
and partners
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management
performance & SLAs
• Faster sales process
Channel
• Partner access to
opportunities and
quotes
• Comparative partner
performance
• Streamlines
operational activities

12. Sales
Target vs.
actual
Check
Pacing
KPIs
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13. Ops
Track
timeliness
of quotes
On-time
SLAs by
ops rep
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14. Channel
All renewal
info in one
place
Compare
View
comparative
Partner
performance
performance
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15. Actionable Analytics
Analytics
• 60+ in-line recurring
revenue metrics
• Identify levers to drive
performance
• Root cause to take action
Data Management
and Opportunity
Generation
Sales Strategy &
Execution
Self-service reporting
• Drag and drop metrics to
create custom reports
• Quickly design dashboards
with library of report
widgets
• Slice and dice the
business based on your
needs
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Gain Insight and
Optimize

16. Analytics
How quickly are
we getting at the
business?
(days in advance)
Why do
customers
leave?
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17. Self-service reporting
Drag and
drop fields
to create
reports
Pre-built
report
widgets
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18. Renew delivers real business benefits
Renewal Ready
Data
Selling Expertise
and Automation
Actionable
Analytics
• Increase sales
productivity
• More selling & less
admin time
• Clear picture of
global performance
• First time quote
accuracy
• Increase sales velocity
and customer touch
• Increase up-/crosssell
• Insight to drive
prioritization and sales
plays
• Unprecedented
insight to the
business
• Improve customer
experience
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• Proactively identify
issues and take
corrective measures

19. Drive revenue and reduce cost of sale
Cost of Sale
5-20
points
• Sales effectiveness
• Sales coverage
• Uncover opportunity
• Cross-sell & up-sell
Renewal Rate
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>20%
• Clean data
• Offloading Admin
Work
• Quoting efficiencies

20. Customer feedback
“[ServiceSource's] innovative
Renew OnDemand application
gives us all of the information
we need in order to improve our
customers' renewal process.“
“Renew OnDemand will provide us
new levels of insight into
recurring revenue."
- Mike Stankey, president and
chief operating officer
$2B
Opportunity under management
$1B
$500M
introduced
*forecast
19
Sept 2012
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March 2013
July 2013
Dec 2013*

21. Complement and enrich Salesforce.com
Integration Options
View - UI integration
• Increase total revenue
• Visibility to renewal pipeline, past
purchases and service contracts
• Additional cross sell and upsell opportunity
• Best-fit offers for every customer
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Sync - UI + bi-directional
data integration

22. Engagement process
Service Performance
Analysis (SPA)
Solution Design
Solution
Deployment
Gather needs
and requirements
Jointly design solution
to meet your goals
Rapid deployment
• Sales & services strategy
• Collaborative workshops
• Training and On-boarding
• Business case
• Scope of engagement
• Baseline performance vs.
industry benchmarks
• Solution design
• Communication / change
management plan
• Policies, processes &
practices
• Metrics, reporting &
systems
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• Cloud application
deployment plan
• Build business case
• Team alignment
• Cloud app configuration,
deployment & roll-out

23. Collaborative evaluation of your business
1. Review recurring revenue business processes
2. Analyze performance
3. Benchmark against peers
4. Identify improvement opportunities
5. Jointly design solution
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24. For more info, visit www.servicesource.com/renew
Thank you!
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