This document discusses supporting the transition to subscription business models. It begins by outlining industry trends showing growing subscription revenue for software companies. It then discusses how subscription models require a shift in focus from products to customer relationships. The document provides best practices for subscription businesses, emphasizing the importance of fine-tuning pricing and packaging strategies, as well as monitoring key subscription metrics like retention rates, recurring profit margins, and growth efficiency.
Delivering Tomorrow’s C-Suite Backbone (Subscribed13)Zuora, Inc.
Xplornet - Michelle Bourgoin, Director, Business Systems
Zendesk - Mindy Lieberman, VP, Information Technology
Learn about the Five Essentials for IT, when considering and deploying a subscription management platform. Hear from two senior IT leaders who have enabled their businesses to drive growth and thrive in the Subscription Economy.
Delivering Tomorrow’s C-Suite Backbone (Subscribed13)Zuora, Inc.
Xplornet - Michelle Bourgoin, Director, Business Systems
Zendesk - Mindy Lieberman, VP, Information Technology
Learn about the Five Essentials for IT, when considering and deploying a subscription management platform. Hear from two senior IT leaders who have enabled their businesses to drive growth and thrive in the Subscription Economy.
Presentation by Jelmer de Jong of Backbase during the Forrester webinar 'The Next Generation of Digital Finance: Banks Need To Be SUPER' held Wednesday, the 9th of November 2011.
CRMIT Solutions Fixed Scope Offering for Oracle Sales CloudCRMIT
The Oracle Sales Cloud Fixed Scope Offering (FSO) from CRMIT Solutions is specifically designed by incorporating leading practices to provide a fast track implementation and get clients up & running on Oracle Sales Cloud quickly, reliably with minimum-risk and maximum-ROI.
Metrics: Talking about Churn and Retention in the Board RoomGainsight
Speakers:
David Spitz, Managing Director at Pacific Crest
Marc Linden, CFO at Intacct
Kathy Lord, VP Sales & CSM at Intacct
Dave Kellogg, CEO at Host Analytics
Alison Homlund, VP CSM at Host Analytics
Presented at Pulse Conference 2015.
Slides from a presentation on "Innovation in Service Delivery" given on 6th May 2009 to frontline and infrastructure voluntary and community organisations.
SaaS Metrics: The Secret to Subscription SuccessEd Shelley
Behind every successful SaaS business is a wealth of SaaS metrics.
This presentation gives you a broad overview of the key metrics you should be measuring to fully understand how your business is growing.
Metrics like Monthly Recurring Revenue (MRR), Customer Churn Rate, MRR Churn Rate and Customer Lifetime Value (LTV) can often be measured in a number of ways. We show you the intricacies of all of them.
This guide will introduce you to the essential metrics and methods of starting a Software-as-a-Service business, including what’s often overlooked.
We’ve broken it up into 3 steps:
- Step 1: Track Key Metrics (Churn Rate, Customer Acquisition Cost, Lifetime Value...)
- Step 2: Metric Decomposition (Not all metrics are created equal)
- Step 3: Marketing Strategies (How to keep customers coming back to your site)
Presentation by Jelmer de Jong of Backbase during the Forrester webinar 'The Next Generation of Digital Finance: Banks Need To Be SUPER' held Wednesday, the 9th of November 2011.
CRMIT Solutions Fixed Scope Offering for Oracle Sales CloudCRMIT
The Oracle Sales Cloud Fixed Scope Offering (FSO) from CRMIT Solutions is specifically designed by incorporating leading practices to provide a fast track implementation and get clients up & running on Oracle Sales Cloud quickly, reliably with minimum-risk and maximum-ROI.
Metrics: Talking about Churn and Retention in the Board RoomGainsight
Speakers:
David Spitz, Managing Director at Pacific Crest
Marc Linden, CFO at Intacct
Kathy Lord, VP Sales & CSM at Intacct
Dave Kellogg, CEO at Host Analytics
Alison Homlund, VP CSM at Host Analytics
Presented at Pulse Conference 2015.
Slides from a presentation on "Innovation in Service Delivery" given on 6th May 2009 to frontline and infrastructure voluntary and community organisations.
SaaS Metrics: The Secret to Subscription SuccessEd Shelley
Behind every successful SaaS business is a wealth of SaaS metrics.
This presentation gives you a broad overview of the key metrics you should be measuring to fully understand how your business is growing.
Metrics like Monthly Recurring Revenue (MRR), Customer Churn Rate, MRR Churn Rate and Customer Lifetime Value (LTV) can often be measured in a number of ways. We show you the intricacies of all of them.
This guide will introduce you to the essential metrics and methods of starting a Software-as-a-Service business, including what’s often overlooked.
We’ve broken it up into 3 steps:
- Step 1: Track Key Metrics (Churn Rate, Customer Acquisition Cost, Lifetime Value...)
- Step 2: Metric Decomposition (Not all metrics are created equal)
- Step 3: Marketing Strategies (How to keep customers coming back to your site)
A Tale of Two Pricing Journeys: Evolving to Usage ModelsZuora, Inc.
Usage based pricing is often perceived to be the truest pricing model that best aligns to customer value. Join two cloud services firms, Pertino and SendGrid, as they share their pricing journeys, their quest to evolve to new models built around consumption, and their learning along the way. They will discuss pros and cons of different models and address the business case and operational requirements to support.
For those who don't have a Ph.D in Subscription Metrics, you need to start somewhere. That place is here! Take a high-level look at the basic metrics for managing a subscription business:
The importance of ARR, MRR, ACV
How to calculate churn
Up-sell vs. cross-sell, and how to measure each
Do I really care about customer lifetime value?
Evergreen vs. Termed Subscriptions
Mapping & Measuring the Subscriber Journeycleverbridge
Subscription commerce means generating recurring revenue over a long-term customer relationship. With the right subscription metrics, you can report successes and identify revenue opportunities at key points in the subscriber lifecycle. But which subscriptions KPIs should you be relying on – and how do you calculate them?
In this guide, you will learn:
• Important events of the subscriber journey
• Which key metrics indicate success
• Formulas for subscription commerce KPIs
Airline Revenue - Case Study and Industry AnalysisFrank A.
Airlines are facing increased pressure to cut costs and optimize revenue. Technology and other innovative ideas will be presented to harness all the resources necessary to be as efficient and cost effective as possible. The advent of Big Data for the Airline industry is coming at exactly the right time. Just over 100 years in the making, the industry is poised to flourish. New entrants and globalization of the world economy through communication mediums are giving rise to demanding business models that strive to get and keep market share. It will be imperative for all industry players to use data and integrate into all cost saving and profit based business initiatives. This paper illustrates and investigates many spheres of the airline industry including all the facets where airlines may increase revenue, streamline processes, cut costs, and become as cost efficient as possible.
9 steps to building a business case for b2b integrationInternetEvolution
Putting together a business case does not rank high on most IT executives' list of favorite activities. But given the new emphasis on governance, the struggling economy and corporate decision-making, the ability to put together a compelling case is now a core competency.
Justifying a strategic B2B initiative that reaches beyond the organization's four walls is especially critical. It encompasses integration of your major information systems to give your company the secure foundation needed to collaborate effectively with customers, partners, and suppliers. With so much at stake, the business case will come under rigorous scrutiny from senior executives and business managers at your company. Following these nine steps will assist you in building a comprehensive business case for B@B integration which can help increase your chance of gaining approval.
How DMPs Make Connectedness More Personal - An iCrossing Webinar Featuring Fo...iCrossing
To build a connected brand today, interactive marketers are moving away from tactical, transactional approaches toward data-centric strategies to create competitive advantage. Through the use of a data management platform (DMP) brands can now collect, protect, model and transform data into optimized audience profiles that easily integrate into the broader marketing and advertising ecosystem. On Thursday, January 26 at 2:00pm Eastern, we explored how new technologies like data management platforms (DMPs) are transforming the way that interactive marketers apply audience data to their marketing efforts.
Breakthrough reporting, analysis and planning tools for midsize companies.IBM Business Insight
See the presentation Patrick Spedding, IBM Cognos Midmarket Solutions Manager A/NZ, gave on his recent road show showcasing the Business Intelligence platform Cognos Express. IBM has specifically designed this powerful tool for mid sized organisations.
Microsoft Business Intelligence Vision and StrategyNic Smith
Microsoft Business Intelligence slide deck, learn the Microsoft vision and strategy for business intelligence. These slides include the offering and value proposition for Microsoft BI.
Get deep technical accounting insights into the biggest pain points companies have faced with implementing and analyzing Standalone Selling Prices. Learn how you can be more strategic with pricing policies and improve processes for setting SSP.
Subscribed 2019 - CPQ X: The Future of CPQZuora, Inc.
Curious about what's next for Zuora CPQ? Join us to hear Zuora's CPQ Product Management demonstrate the brand new UI and features included with Zuora's CPQ X.
Subscribed 2019 - Going Global: Demystifying International PaymentsZuora, Inc.
Going global is a key strategy to drive company growth, but setting up and managing international payments can be very complicated. Join us at this session to understand payment operation requirements for multi-geography expansion and the Zuora configurations that will help you take your business anywhere in the world.
Let's admit it: Payment fraud is widespread and a huge liability for companies. The only way to successfully combat it is to develop comprehensive strategies and make the most of fraud management tools. Join this session to hear new ideas and strategies from our payment partners and customers on how to defeat fraud, increase consumer confidence, and reduce collection friction.
Subscribed 2019 - Optimizing Recurring Collections at ScaleZuora, Inc.
Managing collections in the Subscription Economy is complicated. You're chasing unpaid invoices and delinquent accounts of unprecedented volume. Join this session to hear how customers are using Zuora Collect to improve their collections process and reduce involuntary churn.
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...Zuora, Inc.
Going global is a key strategy to drive company growth, but setting up and managing international payments can be very complicated. Join us at this session to understand payment operation requirements for multi-geography expansion and the Zuora configurations that will help you take your business anywhere in the world.
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...Zuora, Inc.
Strategic AR teams are always seeking ways to improve collection techniques and refine existing processes, especially when new products are launched. Attend this session to hear first-hand from high-volume B2B companies on how they use Zuora to recover revenue and drive business growth.
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...Zuora, Inc.
Hear from business leaders who have successfully led their companies through a digital transformation and those who are currently in the midst of the process. We'll have an open and healthy conversation on why and how companies need to digitally transform, challenges to expect, and how to build a business case internally. This is a great opportunity for executives responsible for transformation strategy to learn from each other and get a real sense of what life is like on the other end of the journey.
Subscribed 2019 - Business Transformation: Architecting the Launch for SuccessZuora, Inc.
Business transformation projects are a big undertaking that can take several years for large organizations to complete. Picking the right launch strategy is the key to success. Hear first-hand from Heather Maniscalco, Director of Enterprise Architecture at Neustar, and Ksenia Kouchnirenko, Head of Business Systems at SurveyMonkey, about the launch strategies their companies adopted and why.
In addition, Zuora's Enterprise Architecture team will share a framework to help you develop a launch strategy to quickly realize value while minimizing risk, cost, and impact on customers and internal operations teams. This is an ideal session for CIOs getting started on the Zuora journey.
Subscribed 2019 - Deliver Growth Without Breaking Your Back OfficeZuora, Inc.
Is the shift to subscriptions wreaking havoc on your RevRec process? Learn how RevRec automation can help support business growth and agility by seamlessly handling complex long-term contracts and frequent contract modifications without breaking your back office.
Subscribed 2019 - Customer First Approach to Pricing Zuora, Inc.
Pricing is at the core of how companies sell, support, and talk about their products. Yet most companies fail to architect a well thought out customer journey and decision-making process. In this session, Hazjier Pourkhalkhali, Global Director, Strategy & Value at Optimizely shares how the company changed its ways two years ago and saw a dramatic reduction in churn rates while improving win rates, deal sizes, and expansions. All due to a customer-first approach to pricing.
Subscribed 2019 - Empower Sales Operations Zuora, Inc.
Does your Sales Operations team police every quote that goes out the door? With Zuora CPQ, that isn't necessary. At this session, long-time Zuora CPQ technical administrator, Jacob Feisley, shares tips for quote configuration that enable automation (= fewer manual checks) and his best practices for managing approval processes.
Subscribed 2019 - Best Practices for Realizing Optimal Value from ZuoraZuora, Inc.
Is your head spinning thinking through operationalizing pricing changes or rolling out a new product? Come hear from Mario Espinoza, Revenue Operations Manager at Outreach.io on how you can improve efficiency by getting maximum value from Zuora's products. Whether it's a product catalog cleanup, quoting process pains, or getting Sales and Finance in sync, you're guaranteed to benefit from Mario's expertise.
Subscribed 2019 - Omni-Channel Customer Acquisition and RetentionZuora, Inc.
Using multiple channels is a proven method for customer growth. It often requires new systems, which add complexity and cost to "stitch" them together and maintain them over time. Zuora aims to solve that problem with Zuora Commerce, and at this session our product experts will share how. You'll leave understanding how our strategy of unifying configurations and data through a common integration supports the delivery of a consistent and seamless experience for your customers across all channels.
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...Zuora, Inc.
Eager to hear how companies use Zuora Billing and Zuora CPQ to manage the quote to cash process? This is your session! We'll do a deep dive into Zuora CPQ, -- how to use it to configure, price, and quote your deals -- then hear from long-time Zuora Billing and CPQ users at Solium; they'll share their journey of moving from cumbersome spreadsheets to custom quotes, things to consider downstream when managing Zuora CPQ and change management best practices. The team has refined its processes over time, leading to faster time to market for new products. Come learn from their experience. This will be an interactive session, so bring your questions!
Subscribed 2019 - Empower Sales Operations with Zuora CPQZuora, Inc.
Does your Sales Operations team police every quote that goes out the door? With Zuora CPQ, that isn't necessary. At this session, long-time Zuora CPQ technical administrator, Jacob Feisley, shares tips for quote configuration that enable automation (= fewer manual checks) and his best practices for managing approval processes.
Subscribed 2019 - Implementing a Consumption-Based Pricing StrategyZuora, Inc.
Adding consumption-based pricing has shown to increase revenue growth. Many companies consider it but aren't sure when and how to implement the change. At this session, we'll share popular consumption pricing strategies, show how to implement them in Zuora, outline how to ready an organization to meter and bill for subscriber consumption, and end with best practices for integrating metering of consumption with billing.
Subscribed 2019 - Proration: Why Getting it Right MattersZuora, Inc.
Proration can be a complex and daunting topic. But mastering it will give you flexibility in how you price and structure product lines, and drive additional revenue. In this session, we'll share best practices with proration and the impact it has on revenue. You'll also learn the key differences between billing rules and revenue rules and how they affect invoicing and revenue recognition.
Subscribed 2019 - Beyond reporting analytics for growthZuora, Inc.
“Reporting” is critical for measuring what is happening in specific areas of your business. “Analytics” goes beyond operational reporting and enables you to truly understand and grow your business. At Zuora, we're working on data APIs, operational reporting and analytics as three pillars of a complete data strategy. Come to this session and learn how the features on our roadmap address Subscription Economy business metrics and tackle top asks from our customers.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
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Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
2. Moderator Featured Guests:
Joe Andrews Brian Bell Amy Konary
Sr. Director, Product Marketing Chief Marketing Officer VP of Research
2
3. Table of Contents
1 Industry Trends
Expansion of the Subscription Economy
2 Subscription Business Model
Shift Focus from Products to Relationships
3 Best Practices
Pricing and Packaging Secrets, Key Metrics
3
5. Businesses Can Consumers Can
Subscribe To Anything Subscribe To Anything
ServCorp Google Apps Salesforce Test Tube Wonder Sitter Spotify
Virtual Office Apps CRM Beauty Samples Baby Sitting Music
Zendesk Amazon RingCentral Rent the Babbaco Mystery Tackle
Runway Box
Helpdesk Infrastructure Phone System Women’s Kids Fishing
Dresses Toys/Activities
Dollar Shave Bespoke Spice
Workday Intacct Concur Post
Club Guides
HR GL Travel/Expense Razors Luxury Items Date Idea
5 5
6. This is the
Subscription Economy
BUY NOW SUBSCRIBE
1999 Today
6 6
9. The Foundational Elements Necessary To
Support The Subscription Business Model
Pricing Agility Subscription
Metrics
B2Any Subscription Order Back Office
Commerce Management Scalability
9 9
10. But Your Existing Systems Don’t Support
The Subscription Business Model
Pricing Agility Subscription
Metrics
B2Any Subscription Order Back Office
Commerce Management Scalability
Simple E-Comm ERP Homegrown Systems
10 1
0
11. Relationship Business Management:
Built to Support The Subscription Business Model
Pricing Agility Subscription
Metrics
B2Any Subscription Order Back Office
Commerce Management Scalability
“Companies that are looking to move beyond spreadsheets, and position
their subscription businesses for future growth and flexibility, should
consider solutions such as those provided by Zuora”
Amy Konary, VP of Research, IDC
11 1
1
12. Best Practice:
Fine Tune your Pricing and
Packaging Strategies
12
19. Traditional Income Statements are One-
timed Focused (Product Sale) Focused
Traditional income statements do not differentiate
19 one-time from recurring revenue or expenses.
20. Subscription Economy
Income Statement
ARR $100
Churn (10) Retention Rate
Net ARR 90
COGS (20)
G&A (10)
R&D (20)
Recurring Profit 40 Recurring Profit Margin
Growth (40) Growth
Net New ARR 40 Efficiency Index
Ending ARR $130
20
21. When looking at a Subscription Economy
company, only these 3 metrics matter
Retention Recurring Growth
Rate Profit Margin Efficiency
How much of ARR less Churn How much does
your ARR you less Non-Growth it cost you to
keep every year. Spend acquire $1 of
ACV
The metrics for Cloud computing is fairly
different from traditional enterprise software.
Top 10 Laws for Cloud Computing
21
23. (1) Focus on sustaining high Retention Rates
1 Make Renewals Really Easy
Auto-Renewals, Early Bird Renewal Incentives
2 Enable Your CSRs to Renew Customers
Churn defense, ARR preservation
3 Prevent Churn with New Price Plans
Monthly vs. Annual, Discounted, Lower Tiers
“How much ARR you keep every year”
23
24. (2) Maximize your Recurring Profit Margins
1 Automate Quote-to-Cash-to-Renewals
Seamless, eliminate manual errors
Take Credit Card Payments
2 No touch, bring cash in the door immediately
3 Drive Multi-Year Commitments
Multi-Year Pricing Tiers, Term Discounts
“How do you cost effectively service the base”
24
25. (3) Optimize your business for Growth Efficiency
1 Tune Your Pricing Strategies Freemium,
Editions, Pay-as-you-Go, Tiers
2 Increase Total Customer Value
Upsells, Cross-Sells, Add-ons
3 Make Doing Business Simple
Self-Service, Promotions, Free Trials
“How much does it cost you to acquire a $ of ACV”
25
Give the audience a quick overview of what the webinar will entail.
Some key statistics on subscription. model. In larger software companies where subscription is relatively new, subscription tends to be a smaller part of the business, but a growth engine. As an example, Zuora is working with nine different business units within HP, helping them transition to a subscription
We made a bold prediction 6 years ago, that we were moving to a subscription economyBut you, in this room, are the leaders that made that happenYou are paving the wayYou are the ones telling us how this future is being shaped
Joe: Now we move onto the second part of the discussion, shifting to a subscription business model is more than just billing your customers monthly. It requires you to completely overhaul your primary focus, shifting from focusing from products to relationships.
In order to be successful in the subscription economy, companies need systems that enable the 5 key elements fundamental to the subscription business model:Subscription Order ManagementB2Any CommercePricing AgilityBack Office ScalabilitySubscription Metrics
You need to launch new services at cloud speed, but your systems constrain you. It takes 12-24 months for your systems to be ready to support the launch of a new service. Contrast that with Tata Communications, who with Zuora was able to launch a new service in 60 days in 32 international markets.
Z-Business is an integrated relationship management system with features that span commerce, billing and finance, and designed to help address the business challenges you are faced with today.
Because a lot of times pricing is an afterthought, and because missteps in pricing and licensing can be very expensive, I recognize that it is difficult to experiment with pricing. At the same time, in this new era of mobile, BYOD, freemium, usage, etc. you need to be able to try different things when it comes to pricing and packaging and come up with new ways of monetizing software. The science piece is where you can do very interesting things, and it’s also necessary for instrumentation.Having underlying systems that can support pricing experiments is important, as well as taking a scientific, well-thought out approach is a lot better than a “get in the van” approach.
Ning used to be free and leveraged advertising for revenue, then they decided to move to a multiple edition strategy. When they decided to go that route, they wanted to reduce the amount of churn since they used to offer a free product, so they implemented a very low cost plan ($2.95) with basic features.
Benefits: Help customers get up to speed in a full featured product, if it hits their needs, they will want/need your product. Promotional strategies giving you access you to everything gives you the full experience.
Description: Offer your product for free, to get started and they get see huge value from your product, then you upgrade to a paid version.Benefits: Get customers in the door, try before you buy, get them dependent on your productCreate a streamlined upsell path via usage, storage, seats, overageNo commitment, showcase your strengths/value, no barriers to entryDownsideit can be expensive to support, need simple product/price planyou need a large target marketSupport for freemium users can get expensive (free users are the loudest complainers, draining support bandwidth)
Brian Bell
Activity level- # of transactionsCommitment level- reward customers for long-term relationships, track average contract lengthAverage revenue per customer, average deal size
Invest in systems and a framework to produce a scalable and retention maximizing account mgt function Reliance on systems will allow you to scale your biz without scaling G&A Every incremental $ spent should be rationalized based on hot it makes you more cost effective next year