Subscribed 2016: Building, Running and Scaling a Subscription Business
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As business accelerates, it brings new demands and challenges. Are you prepared to keep up with the velocity of internal organizational change, competitive dynamics, and rapidly evolving customer requirements? Marc Diouane, President of Zuora, and Brian Kelly, CEO of Kissmetrics share successful strategies for building, running and scaling subscription businesses. Check out Zuora Academy for more actionable advice for finance, marketing, tech, operations, product, and more. All the info you need to build and run an amazing subscription business: https://www.zuora.com/academy/
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Subscribed 2016: Building, Running and Scaling a Subscription Business
- 1. Building, Running, and Scaling Your Subscription Business Develop and Evolve a Winning Strategy and Operationalize that Vision Building, Running, and Scaling Your Subscription Business Develop and Evolve a Winning Strategy and Operationalize that Vision
- 2. business evolution page 02 Product Market Fit Go To Market Strategy Initial Pricing Operational Support design Customer Journey A/B Test Pricing Operational Growth launch Customer Usage Optimize Go To Market Analytics iterate
- 3. meet our panel page 03 Brian Kelly CEO, Kissmetrics Marc DiouanePresident, Zuora Frank Ernst Sr Director, Zuora
- 4. 2014 200 Employees 25 Sales Reps Single Product London and Sidney offices $1 M $10 M $100 M $1 B $300 M $30 M $3 M $0 April 1, 2014
- 5. 2014 60 Employees Direct Self Service GTM Single Product $1 M $10 M $100 M $1 B $300 M $30 M $3 M $0 October 21, 2014
- 6. discussion topics page 06 Market Fit/Scaling an organization Learning from the customer journey How to overcome the road blockers to sustainable growth Responding to market conditions
- 7. Sales Process page 07 Common Definition Align Lead Generation Focused on Customer Growth Clear Stage Definition Objective Stage Gates
- 8. Organization page 08 Franchise Model De-Centralized Geographic and Segment Alignment All Supporting Functions Aligned AVP
- 9. People page 09 Comprehensive Evaluation and Coaching Built for a consensus sales process 20 Categories 6 Stages – 31 Competencies
- 11. What the Street Wants page 011 Today Growth Rate >30% GEI better then 1.5 Recurring Profit Margin >40% Cash Flow Positive 2015 Growth Rate >50%
- 12. key questions page 012 Should we go up market? When do I add more sales people? New features or develop the core of my product? When do I go international? How? What metrics should I look to for guidance? What is my acquisition strategy? What is the right channel strategy?What is my Market fit?
- 13. thank you.
- 14. Check out Zuora Academy for more great info and actionable advice. All the info you need to build and run an amazing subscription business. https://www.zuora.com/academy/
Editor's Notes
- Keep on the screen until we hit the demand generation – there isn’t a smooth ride – it is a very dynamic process – everything is in flux and constant iteration
- Add follow up – Zuora vs. Kissmetrics – Consider these things; know these things; what is the learning from marc and brian – process flow
- Disconnect with GTM – we lacked a com
- International organization was a great example – out of necessity
- Hired the people based upon 70-80% inbound experience This changed – need to buy Zuora (drive outbound) consistent framework based upon who was successful - Experience
- What did change over the last 6 months – YOU NEED TO GROW EFFICENTLY – Benchmarks http://www.slideshare.net/tientzuo/3-saas-metrics-that-matter
- Open up to the audience here