An exclusive look at our newest platform technology! Extend Zuora's out-of-the box capabilities with APIs, notifications, and add your own business logic into core Zuora features. 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/

1. Extending Your Zuora Platform
Preview of latest technology that adds more capabilities
to Zuora Core Products
Lukasz Weber
Product Manager, Zuora
Extending Your Zuora Platform
Preview of latest technology
that adds more capabilities
to Zuora Core Products
Lukasz Weber

2. welcome
page
02
Subrata Mukherjee, VP Product
Management
The Economist

3. Goals
Why the Economist considered this initiative

4. Goals
for this initiative
page
04
Customers would gain better experience and are more satisfied
Accurate Access
across platforms
Self help
Smoother service
Better looking personalized
content, emails & targeted
Ads
More product and
payment options

5. Goals
for this initiative
page
05
Marketing can make a wider portfolio of products
available with superior customer services
Less time spent on Customer
access & fulfillment issues
Better segmentation & tracking
Targeted messaging gaining attention
Wider portfolio of
products with quicker
time to market

6. Goals
for this initiative
page
06
Best of breed solutions
within platform
Digital solutions could focus on building a digital
ecosystem and become a driver for growth and efficiencies
Cleaner central master data
Better targeting, insights &
reports
Service oriented
Architecture enabling &
smoother integration

7. Goals
for this initiative
page
07
The Economist Group as a business will gain
cost efficiencies and become leader in digital enablement
Become Industry leader in
subscription best practices and gain from
relationships with industry leaders
Cost savings by replacing existing systems
& partners, better financial reconciliation and
better Brand commitment with Customer
centric processes

8. guidelines
for our discovery
page
08
Technical
Suitability?
• Solution Completeness/Fit
• Vendor Product Roadmap
• Architecture Deep Dives
• Support/Maintenance Considerations
Manageability?
• Manage scope
• Initial Prioritisation/Value
• User Stories
• Functional Deep Dives
Affordability?
• Cost Negotiation
• Effort breakdown
• Total cost of ownership
• Long term Support staff
Deliverability?
• Implementation approaches
• Mapping delivery to requirements
• Customer References
• Confidence
Capability?
• Domain knowledge
• Similar project
• Team experience
• Forward looking vision
Discovery

9. Our journey
How The Economist went through the journey

10. Discovery extended
June 2014
14 Front end added to the mix to
tackle lack of front end skills
The Economist
CASE Selection
page
010
Discovery phase
May 2014
10 Subscription Partners identified based
on Industry reports and market research
our 20 month
journey

11. Feasibility phase
Aug 2014
Felt one partner did not have it all
Came around to the idea that we needed to assemble a
pair of Front end with back end partners who
understood the publishing business
Formed two partnerships pairs
page
011
Jul 2014
RFP Phase
7 Partners in each bucket
2 week response period with 100+ questions
Focus was on how much was “out of the box”,
how much “configuration” and how much
“customization”
The Economist
CASE Selection

12. Elaboration phase 1
Nov - Dec 2014
Elaboration workshops were conducted with Vendor M and
we realized our revenue recognition models and CPQ
would be difficult to replicate without customization.
Back to the drawing board
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012
Sep-Oct 2014
Awareness Road show
Each pair participated in two sessions – business
and a technical presentation
A panel of about 10 executives voted on a dozen
different parameters. Scores were tied at the end
with no clear winner. Price tag broke the tie
The Economist
CASE Selection

13. Elaboration phase 2
Jan-Apr 2015
Elaboration workshops were conducted with Vendor H
We met with three Solution providers and the
implementation costs were wide in range. From $800K
to $3M, which caused un-certainity at steering level
page
013
Jan 2015
Elaboration phase 2
Instead of going back to the other pair, we went back
to see if any possible pairs were missed
Vendor H came back with better offering and that they
have paired with Vendor Z at a telecom project.
Decided to pair Vendor H with Vendor Z
The Economist
CASE Selection

14. Elaboration phase 3
June 2015
Elaboration workshops were conducted with Novactive
who is our implementation partner for eZpublish and a
elaborate fully functioning demo was organized to show
some key use cases.
Contract signed for EZPublish work to begin
page
014
May 2015
Delivery approach changed
Since the price did not work for the entire package out
we decided to phase the project – first tackle the
eCommerce and front end and then tackle the
subscription management platform
EzPublish was selected and we went back to the
possibility to consider one of our original pairs
The Economist
CASE Selection
Its happening
folks!

15. Elaboration phase 4
Aug – Nov 2015
We came up with about a half dozen proof of concepts
encompassing our most complicated use cases
Our Customer Services firm had concerns on Zuora due to
the number of steps in the B2C subscription management
flows and we did a gap analysis for each crucial step.
All POCs were solved with one-click orchestration flows
page
015
July 2015
Zuora signed with terms
We were confident that Zuora had potential to solve
all of our business challenges but we were
adamant that we did not want to invest in complicated
revenue recognition customizations
Zuora took up the challenge and decided to
invest in their platform to upgrade their offering. We
agreed on the acceptance criteria
The Economist
CASE Selection

16. The real journey begins…
Jan 2016
Team formed and an Agile project schedule
created factoring in the prioritization provided
by a cross functional team
page
016
Dec 2015
Extension platform born
Zuora invested in their platform to build an extension
platform to address similar needs from customers
Will allow Zuora to build out-of-the-box functionality
for some without impacting all others. The Revenue
recognition package is one of the first in that
platform
The Economist
CASE Selection

17. Outcome
What products and services we ended up with

18. Best of breed
ecosystem
page
018
Master
Data
CRM
Ecommerce
Buyer flow, Payments, CMS templates
Access control
Paywall, metering, Entitlements
Economist Website
& Mobile / native AppsCustomer Services
CSR & Self Service
Print
Fulfillment
Business Intelligence
Data Warehouse, Insights & Reports
Communications
Email & push notifications
Subscription Management
Renewals, Revenue Recognition

19. Best of breed
platforms for business growth
page
019
Master Data source
Segmentation tool
Customer Service tool
Call center scripts
Knowledge center
In-bound & Outbound telemarketing
Agent & offline order processing
Label run management
Distribution management
Letter shop mail processing
Sales Management tool
Journey Builder tool
Template building tool
Buyer flows
My Account portal
Registration / activation pages
Paywall & Regwall tool
Personalized paywalls
A/B & Multivariate testing
Order metrics & tracking
Transactional emails
Renewal emails
Newsletter personalization tool
Push notification tool
Data cleansing & de-duping
Address & email verification
Circulation & ABC Reporting
Business intelligence
Metrics
Revenue & Sales Forecasting
Subscription management
Credit / debit card processing
Alternate / regional payments
Earned & Deferred revenue
Taxation, VAT, Cash management
Month / Qtr / Yr end closing
Cloud infrastructure
Integration hub
Canonical model
Login & Single signon
Entitlements management
eCommerceCRMCommunication
SubscriptionsAccessctrlFulfilmentBI

20. Revenue recognition
Issue based
page
020
Setup
Products
Select Revenue
Model & Rules
Upload
Publication
Calendar
Revenue
Milestones &
Schedule
Transaction
Reporting &
Accounting
Customer
Service
Z-Billing Z-Payment Z-Finance
Salesforce
Zuora
Revenue-Impacting
Events
(e.g. Cancel/Refund)

21. Zuora Platform
Preview of latest technology that adds more capabilities
to Zuora Core Products
Lukasz Weber
Product Manager, Zuora

22. INTRODUCING ZUORA
A prospect-to-cash solution for relationship-centric enterprises
SUBSCRIBER
MANAGEMENT
Cross-sell,
upsell renewals,
360 sync, self
service
PRICING &
PACKAGING
Pricing,
Bundling,
Entitlements
QUOTING
Configuration,
Guided-Selling,
Rules Engine
BILLING
Rating,
Invoicing,
Taxation
PAYMENTS
Offline & Online
Payments,
Credits,
Adjustments
Integration. Scalability. Reliability. Security. Compliance. Extensibility. App Marketplace.
Platform
REVENUE
Revenue
Recognition,
Accounting
Close, GL
Integration
REPORTING &
ANALYTICS
Report builder,
Dashboards,
Segmentation,
Predictive

23. Platform
GL CPQCRM Tax
And
more
DATA CONNECT
FRAMEWORK
ORCHESTRATION
SERVICES
APPLICATIONS & RBM CONNECT

24. APIs
Built on Amazon Web Services
DATA CONNECT
FRAMEWORK
DATA MAPPING
CONFIGURABLE SYNC ENGINE
BATCH or REAL-TIME SYNC

25. EVENT IN
ZUORA
NOTIFICATION
Email or API
New sign-up Provision service
Invoice sent Send invoice
Payment
overdue
Send alert
Gmail Now
Hi there, welcome to
Cloudstream! Login now.
G m a i l N o w
Your invoice is now ready 📝
G m a i l N o w
You have an overdue payment!
ORCHESTRATION
SERVICES

26. RBM CONNECT
Pre-built apps to meet every need

28. Applications
Extensions overwrite or extend existing Zuora capabilities

29. Zuora Capabilities
Core Zuora Objects
Today, custom solutions are built outside of Zuora
Customizations
An extensive
library of core
objects
Zuora
capabilities
spreads across
multiple objects

30. Zuora Capabilities
Core Zuora Objects
Tomorrow, extensions can be built
directly on the Zuora platform
Extensions
Extend existing
capabilities or add
brand new functions

31. Rating Extension
Pricing Charge Model
Capabilities
Core Zuora Objects
How extensions work
Rating extension example
Extension Logic
Meta Data
Data Store
Which values are
assigned based on the
logic?
What attributes do I
need to collect in
Zuora?
Capabilities have
pre-existing
functions
other functions
new
aggregation
logic
new rate
calculation
rate calculationrate calculation
aggregation
logic
aggregation
logic

32. Add any number of extensions to supplement
core Zuora capabilities
Zuora Capabilities
Core Zuora Objects
rating extension
revenue
recognition
extension
tax engine
extension
...

33. What does this mean for you?
● Minimal footprint
● Upgradable
● Consistent user experience
● Leverage Zuora’s secure & scalable hosting infrastructure

34. Zuora Platform Timelines
In Development
Notifications on any Event
Service for publishing events, and service for notifications on any event (starting Q3)
Planned
Universal Data Connect
Service for extracting any Zuora data in batch and real-time and framework for connectors
for CRM, ERP (starting Q4 for SDFC Sync, additional connectors in 2017)
Backlog
RBM Connect Hosting
Hosting for RBM Connect applications and specific extensions such as tax engines

35. 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/