Zuora provides subscription billing and finance solutions to help companies succeed in the subscription economy. The presentation discusses the shift from traditional one-time purchases to recurring subscription models and the challenges of accounting for recurring revenue. It argues that the three key metrics for subscription businesses are retention rate, recurring profit margin, and growth efficiency. These metrics are more important than traditional accounting rules and allow companies to optimize growth versus profitability. Examples are given of how different levels of these metrics impact growth rates and net income over time.
The Finance Perspective: The Business Model for the Subscription EconomyZuora, Inc.
Learn best practices for subscription financial management, with a focus on the ‘Three Metrics That Matter’, the new income statement for the Subscription Economy and how to apply it to your business. Learn best practices for subscription financial management, with a focus on the ‘Three Metrics That Matter’, the new income statement for the Subscription Economy and how to apply it to your business.
The Subscription Economy Operating PlanZuora, Inc.
Due to the massive demand, we are replaying this webinar on 3/12. Register here: http://info.zuora.com/ZuoraOperatingPlan.html
In the Subscription Economy, your business' operating plan must be based on maximizing and maintaining recurring revenue. But there are metrics that need to be considered when creating the right operating plan for recurring revenue businesses. In fact, we call these The Only 3 Metrics that Matter in the Subscription Economy.
Key Metric #1:
Churn Rate
Key Metric #2:
Recurring Profit Margin
Key Metric #3:
Growth Efficiency
However, creating an operating plan around these key metrics and delivering a profitable and sustainable business is easier said than done.
Check out our slide deck, The Subscription Economy Operating Plan to see how CFOs in the subscription world are translating the most critical metrics into an efficient and scalable operating plan.
Finance departments will no doubt change the way they measure their business when shifting from the old world of chasing after each and every dollar to this new world of monetizing relationships. Get the low down on the 3 most important Subscription Metrics for your business.
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.
Understanding the Financial Health of your Subscription BusinessTotango
Industry leaders, Zuora and Totango, present which metrics truly give an accurate picture of the health of your subscription business. Which metrics should you calculate and optimize on - ARR, GEI, CRC or other ratios?
Chief Financial Officer, Tyler Sloat from Zuora shares 3 metrics they measure for their company and track against other best-in-class subscription companies. Chief Marketing Officer, Kaiser Mulla-Feroze from Totango, also presents a couple key metrics he finds missing from the boardroom discussions.
Visit totango.com to view the entire webinar and hear their insightful commentary that accompanies these slides and Q&A.
The Finance Perspective: The Business Model for the Subscription EconomyZuora, Inc.
Learn best practices for subscription financial management, with a focus on the ‘Three Metrics That Matter’, the new income statement for the Subscription Economy and how to apply it to your business. Learn best practices for subscription financial management, with a focus on the ‘Three Metrics That Matter’, the new income statement for the Subscription Economy and how to apply it to your business.
The Subscription Economy Operating PlanZuora, Inc.
Due to the massive demand, we are replaying this webinar on 3/12. Register here: http://info.zuora.com/ZuoraOperatingPlan.html
In the Subscription Economy, your business' operating plan must be based on maximizing and maintaining recurring revenue. But there are metrics that need to be considered when creating the right operating plan for recurring revenue businesses. In fact, we call these The Only 3 Metrics that Matter in the Subscription Economy.
Key Metric #1:
Churn Rate
Key Metric #2:
Recurring Profit Margin
Key Metric #3:
Growth Efficiency
However, creating an operating plan around these key metrics and delivering a profitable and sustainable business is easier said than done.
Check out our slide deck, The Subscription Economy Operating Plan to see how CFOs in the subscription world are translating the most critical metrics into an efficient and scalable operating plan.
Finance departments will no doubt change the way they measure their business when shifting from the old world of chasing after each and every dollar to this new world of monetizing relationships. Get the low down on the 3 most important Subscription Metrics for your business.
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.
Understanding the Financial Health of your Subscription BusinessTotango
Industry leaders, Zuora and Totango, present which metrics truly give an accurate picture of the health of your subscription business. Which metrics should you calculate and optimize on - ARR, GEI, CRC or other ratios?
Chief Financial Officer, Tyler Sloat from Zuora shares 3 metrics they measure for their company and track against other best-in-class subscription companies. Chief Marketing Officer, Kaiser Mulla-Feroze from Totango, also presents a couple key metrics he finds missing from the boardroom discussions.
Visit totango.com to view the entire webinar and hear their insightful commentary that accompanies these slides and Q&A.
The Operations Perspective: Scaling Operations in the Subscription EconomyZuora, Inc.
Learn best practices for end-to-end subscription based Quote-to-Cash and how to optimize both your front-end sales and back-end operational processes like billing, invoicing and payments.
The presentation covers the basic metrics that any SaaS company should have at a minimum. Metrics include:
ARPU
MRR
ARR
Churn
LTV
CPA
Growth
NPS
Viral Coefficient
The Current State of SaaS Companies, Subscriptions and Retention in 2021 with...saastr
Leveraging data garnered from twenty three thousand recurring revenue businesses, ProfitWell’s CEO Patrick Campbell shares insights on where the SaaS world sits going into 2021, including benchmarks on how growth and retention faired throughout COVID. He’ll then walk through a tactical playbook on the retention levers the fastest growing SaaS companies are using to accelerate in a market that continues to get denser and more competitive. You’ll leave with specific takeaways to implement or hand off internally - all backed by data on what definitively works.
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.
Subscribed 2017: Pricing Lessons From 5K Subscription & SaaS CompaniesZuora, Inc.
Your pricing strategy has the highest impact on your bottom line. Yet, most of us just guess or make pricing decisions devoid of any data. In fact, the average amount of time a company spends on their pricing strategy is about 8 hours - you spend more time thinking about your office furniture. In this session, we'll walk through a framework of how to think about value based pricing in your business, leveraging data from over 5k companies. Specifically, you'll walk away with 1) benchmarks on what's happening in the market with willingness to pay, CAC, LTV, etc. 2) A framework for moving towards value based pricing 3) Clear tactics for collecting the proper data and setting up a proper pricing process in your business.
Calculating Customer Lifetime Value: From Analysis to LoyaltyLooker
Understanding customer lifetime value (LTV) is one of the most complex and important analyses a business can tackle. Every part of your organization affects the outcome of the calculation: acquisition costs, revenue, customer service, and returns.
Learn about:
- Calculating customer lifetime spend. How can you measure customers who've purchased and their distribution of lifetime purchases over time.
- Real-world decisions based on lifetime value. How can you use LTV data to focus marketing and drive repeat purchases?
- Modern web-based analytics tools. What tools can help you foster collaboration, explore data in greater depth, and ensure cross-company use of data to drive smarter growth?
Building the Billion Dollar SaaS Unicorn: CEO GuideKelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM SurveySaaStock
Glean insights into the current state of Go-to-Market Strategy through a data-driven analysis led by Tomasz Tunguz, Managing Director at Redpoint Ventures. This presentation will outline the Top 10 learnings from the Redpoint 2020 GTM Survey and provide a snapshot of the best practices performed by industry leaders across growth stages. What are the most common structures for sales, account executives, and development representatives teams? How much of your ARR should be spent on marketing programs? What gross margin payback period should you be targeting? These questions and more will be answered in a cohort analysis of over 500 companies.
Subscribed 2017: What Are The 9 Keys & Why Are They Important?Zuora, Inc.
Zuora developed the 9 Keys to be used as a blueprint for building a subscription-based business. Join this session to learn about the foundational framework upon which a successful subscription business can scale. After this session, you’ll be equipped not only to get the most of your Zuora implementation, but also to optimize and continue to grow your business post go-live.
"Driving SaaS Success Using Key Metrics" at SaaStr Annual 2016saastr
David Skok, popular blogger and top SaaS investor at Matrix Partners, shares the key metrics that SaaS founders must focus on to remain competitive and build a sustainable business at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com
3 Revenue and Compliance "Must-haves" to Go from Series A to IPO with TaxJar'...saastr
Don’t get caught off-guard raising your next round or preparing for an IPO. It’s more than just winning customers, it’s about staying ahead of fraud, risk, and compliance. Join us for a conversation about the most overlooked finance and compliance items when scaling your SaaS company.
MRR is the price the customer pays. Your North Star is the value they get. Mamoon Hamid, GP @ Social Capital, explains why founders need to focus on the value your product delivers, not the price the customer pays.
The CFO Summit at Subscribed 2015 was an exclusive half day event bringing together modern CFOs from some of the hottest businesses in the world. Through an intimate and highly interactive forum, they discussed the likes of market trends, operational benchmarks and how other CFOs are transforming their businesses through their evolving strategic leadership role.
Leverage Zuora and Salesforce to Launch and Grow a Subscription BusinessZuora, Inc.
Link to Webinar: https://www.youtube.com/watch?v=_utv7_TslfM
Salesforce power users are always on the lookout for connected apps that drive revenue. Join HomeAway's Sr. Systems Analyst, Jim Bunch & Zuora's Director of Alliances, Adam Nichols and learn how Zuora makes Salesforce an essential part of your company's subscription life-cycle, and helps add a reliable source of recurring revenue to your company's bottom line.
The Operations Perspective: Scaling Operations in the Subscription EconomyZuora, Inc.
Learn best practices for end-to-end subscription based Quote-to-Cash and how to optimize both your front-end sales and back-end operational processes like billing, invoicing and payments.
The presentation covers the basic metrics that any SaaS company should have at a minimum. Metrics include:
ARPU
MRR
ARR
Churn
LTV
CPA
Growth
NPS
Viral Coefficient
The Current State of SaaS Companies, Subscriptions and Retention in 2021 with...saastr
Leveraging data garnered from twenty three thousand recurring revenue businesses, ProfitWell’s CEO Patrick Campbell shares insights on where the SaaS world sits going into 2021, including benchmarks on how growth and retention faired throughout COVID. He’ll then walk through a tactical playbook on the retention levers the fastest growing SaaS companies are using to accelerate in a market that continues to get denser and more competitive. You’ll leave with specific takeaways to implement or hand off internally - all backed by data on what definitively works.
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.
Subscribed 2017: Pricing Lessons From 5K Subscription & SaaS CompaniesZuora, Inc.
Your pricing strategy has the highest impact on your bottom line. Yet, most of us just guess or make pricing decisions devoid of any data. In fact, the average amount of time a company spends on their pricing strategy is about 8 hours - you spend more time thinking about your office furniture. In this session, we'll walk through a framework of how to think about value based pricing in your business, leveraging data from over 5k companies. Specifically, you'll walk away with 1) benchmarks on what's happening in the market with willingness to pay, CAC, LTV, etc. 2) A framework for moving towards value based pricing 3) Clear tactics for collecting the proper data and setting up a proper pricing process in your business.
Calculating Customer Lifetime Value: From Analysis to LoyaltyLooker
Understanding customer lifetime value (LTV) is one of the most complex and important analyses a business can tackle. Every part of your organization affects the outcome of the calculation: acquisition costs, revenue, customer service, and returns.
Learn about:
- Calculating customer lifetime spend. How can you measure customers who've purchased and their distribution of lifetime purchases over time.
- Real-world decisions based on lifetime value. How can you use LTV data to focus marketing and drive repeat purchases?
- Modern web-based analytics tools. What tools can help you foster collaboration, explore data in greater depth, and ensure cross-company use of data to drive smarter growth?
Building the Billion Dollar SaaS Unicorn: CEO GuideKelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM SurveySaaStock
Glean insights into the current state of Go-to-Market Strategy through a data-driven analysis led by Tomasz Tunguz, Managing Director at Redpoint Ventures. This presentation will outline the Top 10 learnings from the Redpoint 2020 GTM Survey and provide a snapshot of the best practices performed by industry leaders across growth stages. What are the most common structures for sales, account executives, and development representatives teams? How much of your ARR should be spent on marketing programs? What gross margin payback period should you be targeting? These questions and more will be answered in a cohort analysis of over 500 companies.
Subscribed 2017: What Are The 9 Keys & Why Are They Important?Zuora, Inc.
Zuora developed the 9 Keys to be used as a blueprint for building a subscription-based business. Join this session to learn about the foundational framework upon which a successful subscription business can scale. After this session, you’ll be equipped not only to get the most of your Zuora implementation, but also to optimize and continue to grow your business post go-live.
"Driving SaaS Success Using Key Metrics" at SaaStr Annual 2016saastr
David Skok, popular blogger and top SaaS investor at Matrix Partners, shares the key metrics that SaaS founders must focus on to remain competitive and build a sustainable business at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com
3 Revenue and Compliance "Must-haves" to Go from Series A to IPO with TaxJar'...saastr
Don’t get caught off-guard raising your next round or preparing for an IPO. It’s more than just winning customers, it’s about staying ahead of fraud, risk, and compliance. Join us for a conversation about the most overlooked finance and compliance items when scaling your SaaS company.
MRR is the price the customer pays. Your North Star is the value they get. Mamoon Hamid, GP @ Social Capital, explains why founders need to focus on the value your product delivers, not the price the customer pays.
The CFO Summit at Subscribed 2015 was an exclusive half day event bringing together modern CFOs from some of the hottest businesses in the world. Through an intimate and highly interactive forum, they discussed the likes of market trends, operational benchmarks and how other CFOs are transforming their businesses through their evolving strategic leadership role.
Leverage Zuora and Salesforce to Launch and Grow a Subscription BusinessZuora, Inc.
Link to Webinar: https://www.youtube.com/watch?v=_utv7_TslfM
Salesforce power users are always on the lookout for connected apps that drive revenue. Join HomeAway's Sr. Systems Analyst, Jim Bunch & Zuora's Director of Alliances, Adam Nichols and learn how Zuora makes Salesforce an essential part of your company's subscription life-cycle, and helps add a reliable source of recurring revenue to your company's bottom line.
Subscribed 2015: Why Subscriber Experience is Key to GrowthZuora, Inc.
Every subscription business wants more traffic, more leads, more customers and more raving fans. But in order to achieve that it is critical that each and every visitor, lead and customer have a great experience at every interaction with your brand. Hear how this goes wrong, who is doing it right and walk away with a action plan for mastering this to drive growth at your business.
Subscribed 2016: Building, Running and Scaling a Subscription BusinessZuora, Inc.
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/
Brands we know and love are creating new business models anchored on recurring revenue. Leaders from the most powerful and recognizable brand names in the world apply lessons from the startup world to 100-year old 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/
Subscribed 2015: The Subscription Maturity Model? Where do you fit?Zuora, Inc.
A subscription business is a relationship business. Subscription approaches need to support customers that wish to ease into a relationship with the product or service as well as those that are deeply committed. Learn about this new subscription maturity model that provides a framework of stages, critical measures, outcomes, and actions required for the effective management of subscription approaches.
Subscribed 2016: Integrating ERP with Systems of InnovationZuora, Inc.
There are multiple considerations enterprises face when assembling the right infrastructure that allows their business to innovate and remain agile. Senior IT leaders who have supplemented Oracle and SAP with agile systems to create an order-to-cash infrastructure that supports rapid business innovation share their strategies.
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/
Subscribed 2016: Metrics that Matter - An Operational Framework for Running Y...Zuora, Inc.
Unlike traditional financial metrics, subscription metrics are forward-looking metrics that give insight into your customer’s success as well as the health of your business. From ARR to churn, learn from best-in-class companies how your metrics can drive growth.
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/
Subscribed 2016: The Enterprise Shift - From a Perpetual to a Subscription Bu...Zuora, Inc.
Transforming a traditional enterprise business into a subscription business requires a huge shift - from product focus to customer focus. Learn the 6 core steps to building a subscription business from Wolters Kluwer, a global corporation that successfully made the shift.
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/
Zuora CEO, Tien Tzuo, kicks off Subscribed 2015 with a powerful keynote addressing the global impact Subscriptions are making on businesses, consumers and technology. He sites leaders in the industry as Disruptors (Box), Mavericks (Xplornet), Change-Agents (Fairfax Media), and Reinventors (Adobe). And lastly, a focus on the Industry that is the poster-child for digital transformation, IoT.
Zuora's CEO's Keynote for Subscribed Sydney. Subscribed 2012 is Zuora's first annual global conference series for the Subscription Economy, landing down in San Francisco, London and Sydney in the Fall of 2012. Learn more about future dates and keynote replays at Subscribed.com.
Scaling operations in the Subscription Economy (Brandwatch)Zuora, Inc.
As the leading social monitoring brand, it is essential that Brandwatch demonstrate that they are listening to their own customers’ needs. A company who are deeply committed to innovation with 40% of their workforce dedicated to improving their platform, Brandwatch have demonstrated that by managing their subscriptions on Zuora, they are ahead of the curve in all areas, offering intuitive and flexible pricing models to suit their diverse customer base. Since migrating to Zuora, Brandwatch’s customer focus has allowed them to accelerate their expansion from 78% year on year growth to 118%.
SubscribedUK: Doing Business in a Subscribed WorldZuora, Inc.
Zuora customer, Firehost, explains to the SubscribedUK audience how in the Subscribed World, everything is driven by the relationships you have with your customers.
Subscribed 2013 San Francisco: CEO's KeynoteZuora, Inc.
In September 2013, 1000 members of the Subscription Economy community gathered to exchange experiences, challenges and solutions to building a better business. Here from Tien, Zuora's CEO, and several customers, why the Subscription Economy is unstoppable -- and so can your business.
Zuora's CEO's Keynote for Subscribed in London. Subscribed is Zuora's first annual global conference series for the Subscription Economy, landing down in San Francisco, London and Sydney in the Fall of 2012. Learn more about future dates and keynote replays at Subscribed.com.
Zuora's CEO's Keynote for Subscribed in London. Subscribed is Zuora's first annual global conference series for the Subscription Economy, landing down in San Francisco, London and Sydney in the Fall of 2012. Learn more about future dates and keynote replays at Subscribed.com.
Subscribed 2016: Monetizing Subscription ServicesZuora, Inc.
How can you monetize subscriber relationships? Learn how to align market demands, organizational goals, and customer experience requirements to drive your pricing and packaging strategy.
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/
WebSummit 2018 - The SaaS Business Model & MetricsDavid Skok
SaaS businesses are extremely sensitive to a small number of important variables. If you are running a SaaS company, understanding how these variables drive your business model is crucial to long-term success. In this talk, David Skok, author of the now famous SaaS Metrics 2.0 blog post will talk through those key metrics and their impact on the overall SaaS business model.
This complete presentation has PPT slides on wide range of topics highlighting the core areas of your business needs. It has professionally designed templates with relevant visuals and subject driven content. This presentation deck has total of fourty five slides. Get access to the customizable templates. Our designers have created editable templates for your convenience. You can edit the colour, text and font size as per your need. You can add or delete the content if required. You are just a click to away to have this ready-made presentation. Click the download button now. https://bit.ly/3goZGY8
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Estimate future financial outcomes of your company with the help of this content ready Revenue Forecasting Powerpoint Presentation Slides. The income forecast Power complete deck contains professional looking PPT slides such as retail store revenue projections, revenue forecast model, monthly revenue projection, income statement projection, revenue projection per share, earning sales forecast product-wise, revenue projections by active users, etc. The income forecast presentation deck also includes charts and graphs. You can use these charts & graphs to present your financial data in an organized way. All templates are fully editable, you can add or change the text if you wish to. Furthermore, the annual budgeting process and planning cycles can also be shown with the help of visually appealing earning projection PPT visuals. Not just this monetary forecast PPT slideshow also goes well with topics like financial projection, income forecast, earning projection, revenue management and so on. Download yield management PowerPoint template to showcase financial reports in a visual manner. Discuss the impasse with our Revenue Forecasting Powerpoint Presentation Slides. Figure out how to get around it.
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.
Subscribed 2019 - Current and Future State: Zuora Functional ArchitectureZuora, Inc.
Come to this session to understand how Zuora functionality is defined, composed, and presented. We will also describe how Zuora's functionality will evolve. Learn about the business processes carried out within and across Zuora products, how they extend beyond Zuora, and how those processes can be customized and extended in the future Zuora functional state.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
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The Only 3 Metrics That Matter in the Subscription Economy
1. Slide 1 − Zuora Confidential, not for distribution beyond intended recipientSlide 1 − Zuora Confidential, not for distribution beyond intended recipient
Why Zuora
Zuora Provides a BluePrint to Succeed in the Subscription
Economy!
The Only 3 Metrics
That Matter
T ien Tzu o, Co - Fou n d er & CEO
intheSubscriptionEconomy
t i e n @ z u o ra . c o m | @ t i e n t z u o
2. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Five+ Years of Incredible Growth
Zuora founded
Series A; First
product launched
Series B, Zuora
featured in WSJ
Series C; Zuora
announces 1B in
contracted revenue
Series D,
Trademarks
Subscription
Economy; EMEA
expansion
Zuora wins
AlwaysOn Company
of the Year Award;
expands to Asia
TheLeaderinCommerce,BillingandFinance
SolutionsfortheSubscriptionEconomy
2
Zuora celebrates 50
product releases;
$15.5Bn contracted
invoice volume
2013201220112010200920082007
Offices: Silicon Valley, London, Sydney, Beijing, Chicago, Atlanta
$82M
Funding
500+
Customers
250+
Employees
95%
Customer Sat
3. Confidential and Proprietary Information. Do not distribute beyond intended audience.
A World of Innovations…
… All Offered as a Service
Qualcomm
Pettracker Box HP CloudAmex
The Times of
London Nest Kaplan AT&T Dollar Shave
Club
Swiss Car Club Xplornet Lowes IRISDriveCam
4. Confidential and Proprietary Information. Do not distribute beyond intended audience.
We Call This Shift the Subscription Economy
The Past The Future
BUY NOW Subscribe
5. Confidential and Proprietary Information. Do not distribute beyond intended audience.
BUY NOW SUBSCRIBE
Relationships
(Long-term, adoption, loyalty)
Growth Model Sell Units
Fixed, SKU Based
One-Time Transactions
Backwards Looking Metrics
Pricing Model
Flexible, Plan Based
(Editions, Bundles, Usage)
Commerce Model
Financial Model
This is a Completely Different Business Model
Recurring
(upgrades, add-ons, renewals)
Forward Looking
(ARR, MRR, Churn, Renewals)
6. Slide 6 − Zuora Confidential, not for distribution beyond intended recipient
You then end up
at a new ARR
level, kicking off
the next period
you invest in
growing ARR by
acquiring new
ACV
you do a good
job & minimize
the amount of
ARR that goes
away
you start the
period @ some
recurring
revenue rate
The Subscription Economy Business Model
7. Slide 7 − Zuora Confidential, not for distribution beyond intended recipient
1494 A.D.
Luca Bartolomeo Pacioli
Inventor of the system of
Double Entry
Bookkeeping
8. Slide 8 − Zuora Confidential, not for distribution beyond intended recipient
A $100 is a $100 is a
$100. The rules say it
all goes in the same
bucket.
Youneedtodifferentiatebetweenone-timeand
recurringamounts.
The Problem:
“ “
9. Slide 9 − Zuora Confidential, not for distribution beyond intended recipient
The rules don’t allow
me to spread these
amounts over time.
Now you’re just being
a rebel.
You want to spread revenue over time.
The Problem:
“ “
10. Slide 10 − Zuora Confidential, not for distribution beyond intended recipient
Your system doesn’t know what to do when
subscriptions change.
The Problem:
I don’t have a rule for
that. You’ve got
yourself into quite a
mess…
“ “
11. Slide 11 − Zuora Confidential, not for distribution beyond intended recipient
• Growing finance staffs
• Impossible to accurately
benchmark companies
• Lack of transparency
Thereturntospreadsheets…
The Result:
• Lack of information visibility
• Two sets of books
12. Slide 12 − Zuora Confidential, not for distribution beyond intended recipient
Lack of transparency on the most important
financial metrics…
Page 11
The Result:
13. Slide 13 − Zuora Confidential, not for distribution beyond intended recipient
And Wall Street fails to value subscription
businesses correctly…
“CRM shares look heavily overvalued
because rising revenue growth has actually
translated to falling net income.
“Maybe CEO Marc Benioff will one day be able to translate all
of this low-margin selling into huge profits, but for now it
kind of looks more like the Napster model than the iTunes
model, and that concerns us.
The Result:
“
“
14. Confidential and Proprietary Information. Do not distribute beyond intended audience.
giving you
your
recurring
profit margin
you spend to
service the
base
First,
you begin w/
ARR…
you then
anticipate
churn…
giving you an
expected
recurring
income
The Subscription Economy Income Statement
15. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Margin Growth
You then get
to decide
what to do
with your
profit
Optimizing for Margin vs Growth
16. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Retention
Rate
Recurring
Profit
Margin
Growth
Efficiency
Index
So, Then the 3 Metrics That Matter Are…
17. Slide 17 − Zuora Confidential, not for distribution beyond intended recipient
Top 10 Laws for Cloud Computing
How much of
your ARR you
keep every year
How much
margin to you
have left to
invest in
Growth
How much
does it costs to
acquire $1 of
ACV
Retention
Rate
Recurring Profit
Margin
Growth
Efficiency
The metrics for Cloud computing is fairly
different from traditional enterprise
software. - Top 10 Laws for Cloud Computing
The 3 Metrics That Matter Tell Us Everything
“ “
18. Confidential and Proprietary Information. Do not distribute beyond intended audience.
A company with 1.0 / 90% / 40% can grow
at 43% a year a breakeven
Assumptions Year 1 Year 2 Year 3 Year 4 Year 5
% of ARR spent on Growth 52.9% 52.9% 52.9% 52.9% 52.9%
% of ARR spent on non-Growth 60.0% 60.0% 60.0% 60.0% 60.0%
Growth Efficiency Index (cost to acquire $1) 1.00$ 1.00$ 1.00$ 1.00$ 1.00$
Renewal Rate (percent of ARR we renew) 90% 90% 90% 90% 90%
Bookings Year 1 Year 2 Year 3 Year 4 Year 5
ARR (starting) 100$ 143$ 204$ 292$ 417$
ACV (new, upsell) 53$ 76$ 108$ 154$ 221$
Churn (10)$ (14)$ (20)$ (29)$ (42)$
ARR (exiting) 143$ 204$ 292$ 417$ 596$
ARR Growth Rate 43% 43% 43% 43% 43%
Income
Subscription Revenue 113$ 161$ 230$ 329$ 471$
Expenses
Growth 53$ 76$ 108$ 154$ 221$
Non-Growth 60$ 86$ 123$ 175$ 250$
Total Expenses 113$ 161$ 231$ 329$ 471$
Core Business Income (Loss) (0)$ (0)$ (0)$ (0)$ (0)$
PS Income (Loss) -$ -$ -$ -$ -$
Net Income (Loss) (0)$ (0)$ (0)$ (0)$ (0)$
19. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Assumptions Year 1 Year 2 Year 3 Year 4 Year 5
% of ARR spent on Growth 10.0% 10.0% 10.0% 10.0% 10.0%
% of ARR spent on non-Growth 60.0% 60.0% 60.0% 60.0% 60.0%
Growth Efficiency Index (cost to acquire $1) 1.00$ 1.00$ 1.00$ 1.00$ 1.00$
Renewal Rate (percent of ARR we renew) 90% 90% 90% 90% 90%
Bookings Year 1 Year 2 Year 3 Year 4 Year 5
ARR (starting) 100$ 100$ 100$ 100$ 100$
ACV (new, upsell) 10$ 10$ 10$ 10$ 10$
Churn (10)$ (10)$ (10)$ (10)$ (10)$
ARR (exiting) 100$ 100$ 100$ 100$ 100$
ARR Growth Rate 0% 0% 0% 0% 0%
Income
Subscription Revenue 100$ 100$ 100$ 100$ 100$
Expenses
Growth 10$ 10$ 10$ 10$ 10$
Non-Growth 60$ 60$ 60$ 60$ 60$
Total Expenses 70$ 70$ 70$ 70$ 70$
Core Business Income (Loss) 30$ 30$ 30$ 30$ 30$
PS Income (Loss) -$ -$ -$ -$ -$
Net Income (Loss) 30$ 30$ 30$ 30$ 30$
Or it can have $0 growth, and have a net income of $30.
20. Slide 20 − Zuora Confidential, not for distribution beyond intended recipient
Benchmarking the
SaaS Leaders
Benchmarking the
SaaS Leaders
21. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Ending ARR
Renewals
Recurring Profit
Margin
83%
3%
$70 M
83%
41%
2001
$37 M $129 M
83%
58%
2002 2003 2004
Growth Efficiency 0.80:10.93:1 0.75:1
$231 M
83%
0.76:1
61%
22. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Ending ARR
Renewals
Recurring Profit
Margin
86%
(27%)
$43 M
86%
6%
2004
$22 M $71 M
86%
35%
2005 2006 2007
Growth Efficiency 1.65:12.02:1 1.28:1
$105 M
86%
1.26:1
47%
23. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Ending ARR
Renewals
Recurring Profit
Margin
92%
(29%)
$73 M
92%
(16%)
2006
$40 M $108 M
92%
19%
2005 2008 2009
Growth Efficiency 1.90:11.41:1 2.15:1
$147 M
92%
1.62:1
43%
24. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Growth Efficiency
Renewals
Recurring Profit
Margin
83%
58%
1.26:1
86%
47%
1:1
90%
50%
0.75:1 2.15:1
92%
19%
Best Practice
Model
25. Slide 25 − Zuora Confidential, not for distribution beyond intended recipient
Top 10 Laws for Cloud Computing
How much of
your ARR you
keep every year
How much
margin to you
have left to
invest in
Growth
How much
does it costs to
acquire $1 of
ACV
Retention
Rate
Recurring Profit
Margin
Growth
Efficiency
The metrics for Cloud computing is fairly
different from traditional enterprise
software. - Top 10 Laws for Cloud Computing
The 3 Metrics That Matter
“ “
26. Slide 26 − Zuora Confidential, not for distribution beyond intended recipient
Tien Tzuo
tien@zuora.com
@tientzuo
Thank
you.
Let me tell you a little bit about our companyWe were founded just over 5 years ago by visionaries from Salesforce and WebexWe’ve received a total of $82M in funding We have over 500 customers, 250+ employees ,and we are proud to maintain a 95% customer satisfaction ratio across our customer baseAnd we deliver our products monthly: an unprecedented pace of innovation even for the SaaS world. And just this May we celebrated our 50th product release.
It started with SaaS and cloud companies, but today, this shift has gained momentum across all industries. Business and consumers can now subscribe to anything. Gartner predicts that by 2015 35% of all the global 2000 companies will generate revenues through subscription based services and revenue models
I’d like to tell you a little about a major shift we’re seeing in the market that you yourselves are a part of. Over the past few years we’ve seen a seismic shift where businesses are now focusing their growth strategies around monetizing long term relationships rather than shipping products. This shift has been brought about by a growing preference of businesses and consumers to subscribe to services, rather than buy products. We call this the Subscription Economy, and in fact Zuora was the first company to coin this phrase and we even trademarked it in 2011.
The shift to the Subscription Economy brings with it the need for a completely different approach to building your business.It changes how you think about your growth model. Instead of growing by shipping more units, your growth model is based on monetizing long term relationshipsInstead of fixed, SKU based pricing models, your pricing needs to be flexible, plan based pricing.Instead of a commerce that consists of a discrete one time transactions, your commerce model is now a series of recurring interlinked transactionsInstead of financial metrics that are backwards looking and focused on past performance, your financial model is heavily reliant on forward looking metrics that give insight into future recurring revenue.
Around 1494, a monk in Venice by the name of Luca Pacioli wrote a book that defined a a system for merchants to record their business. That system was the “double entry accounting system”, and his book on it is the first known published text on this method of accounting. The double entry accounting system is THE cornerstone of modern day accounting.
And this system has worked! From the merchants of Venice, to the modern day CFO, everyone uses this.
The month end close process for subscription companies spans multiple time dimensions. You’re dealing with items billed in advance, billed in arrears, and mid-month cancellations …
Revenue recognition has become much harder. We’re not recognizing a known value over a fixed period of time. We’re recognizing a subscription that spans multiple dimensions of time, creates a series of transactions, and is constantly changing.
And this system has worked! From the merchants of Venice, to the modern day CFO, everyone uses this.
And this system has worked! From the merchants of Venice, to the modern day CFO, everyone uses this.
And this system has worked! From the merchants of Venice, to the modern day CFO, everyone uses this.