Success in Today’s Subscription Economy Z-Tour – New York June 29, 2010
Introducing Zuora: Leader in Subscription Billing  <ul><li>400% Growth Year Over Year </li></ul><ul><li>Cash Flow Positive...
Our Vision: A Subscription Economy  Software Hardware Cars CDs Textbooks
What Is Happening Today?  Manufacturing  Economy Digital  Economy
(1) Customers Want Flexible Pricing and Packages
(2) Customers are Driving New Usage Models
(3) Today’s Customer Lifecycle is Different  Customer 1 Product Monthly Recurring Usage Monthly Billing Term 12 Months Cha...
(4) Pricing for Your Customers Must Be Rolled Out Across Multiple Channels & Partners  Configure Once Deploy Everywhere We...
(5) Customers Want to Buy Online Securely  Click Here to Sign Up Online! vs.
(6) New Metrics Are Required for the Cloud  “CMRR” Committed Monthly Recurring Revenue “ Cash Flow” “ Churn” “ CAC” Custom...
Traditional ERP Systems Not Built for Subscriptions  ERP SYSTEMS: Unit X Price SKU-based No concept of product catalog No ...
Build from Scratch Is Non-Productive  Charlie Peters, CFO Redhat Pacific Crest Securities Conference, August 4, 2008  Hard...
Vision: A Single On-Demand Platform to Build, Run, Manage and Monetize a Subscription Business Website Order Account Creat...
Create Multiple Packages with Pricing Flexibility  <ul><li>10x growth in 2 years to 500+ customers  </li></ul><ul><li>Laun...
Launch Pay-as-you-Go Models with Automated Usage and Metering  April 27, 2010  <ul><li>10,000+ customers  </li></ul><ul><l...
Stay On Top of Your Customers w/ Robust Subscription Management  <ul><li>2M+ users, 30,000+ paying customers  </li></ul><u...
Distributes Pricing Across All Channels Globally including 1-click to Salesforce.com <ul><li>Europe’s largest online and o...
Launch an Online Sales Initiative w/o Burden of PCI Compliance & Scalability  <ul><li>Launched online sales portal with 4 ...
Provide 360 Degree Visibility and Subscription Analytics & Intelligence Across the Entire Organization  <ul><li>2,000+ cus...
Our Products  Quote to Cash  Subscription Management  Payment Operations  Pricing & Packaging  Account Management  Billing...
Our Ecosystem  Tax, Integration, Reporting CRM  Payment Gateways Accounting Systems
Monthly Innovation Cycle  <ul><li>12 major releases per year </li></ul><ul><li>100+ features in last 6 months  </li></ul><...
Summary  <ul><li>New systems and tools are required for success in the subscription and cloud economy </li></ul><ul><ul><l...
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Zuora Z-Tour NYC 2010 jun 29

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Zuora Z-Tour Seminar Given in New York on June 29, 2010

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Zuora Z-Tour NYC 2010 jun 29

  1. 1. Success in Today’s Subscription Economy Z-Tour – New York June 29, 2010
  2. 2. Introducing Zuora: Leader in Subscription Billing <ul><li>400% Growth Year Over Year </li></ul><ul><li>Cash Flow Positive </li></ul><ul><li>Fastest Growing Privately Held SaaS Company </li></ul><ul><li>Global Enterprise Clients – EMC, Ricoh, Thomson Reuters, Reed Elsevier, Concur, Tata, Adaptive Marketing </li></ul><ul><li>Pandora Media – 45 million Registered Users </li></ul><ul><li>Proven Scalability with EMC – 9 million transactions/day </li></ul><ul><li>$1 Billion in Net New Committed Revenue Transactions in Q1! </li></ul>SaaS Online Media Cloud Computing Telcom Open Source Wireless
  3. 3. Our Vision: A Subscription Economy Software Hardware Cars CDs Textbooks
  4. 4. What Is Happening Today? Manufacturing Economy Digital Economy
  5. 5. (1) Customers Want Flexible Pricing and Packages
  6. 6. (2) Customers are Driving New Usage Models
  7. 7. (3) Today’s Customer Lifecycle is Different Customer 1 Product Monthly Recurring Usage Monthly Billing Term 12 Months Change Order #1 (Add Product) Add 2 nd Product Co-Term Change Order #2 (Upgrade) Upgrade to Annual Prepay for full year Proration Renewal Order (+ Upgrade) Renew 3 years Upgrade to New Plan 1 Month Free Trial Promotion: Free Trial Subscription Initial Subscription
  8. 8. (4) Pricing for Your Customers Must Be Rolled Out Across Multiple Channels & Partners Configure Once Deploy Everywhere Website CRM Partner Portal For all of your direct sales reps For online orders For all of your partners
  9. 9. (5) Customers Want to Buy Online Securely Click Here to Sign Up Online! vs.
  10. 10. (6) New Metrics Are Required for the Cloud “CMRR” Committed Monthly Recurring Revenue “ Cash Flow” “ Churn” “ CAC” Customer Acquisition Cost “ CTLV” Customer Total Lifetime Value
  11. 11. Traditional ERP Systems Not Built for Subscriptions ERP SYSTEMS: Unit X Price SKU-based No concept of product catalog No rate plans, no charge models Single Order No recurring element No concept of change orders No concept of terms No Usage No concept of usage No concept of rating/billing No concept of bill cycles for usage
  12. 12. Build from Scratch Is Non-Productive Charlie Peters, CFO Redhat Pacific Crest Securities Conference, August 4, 2008 Hardware Software Consultants Infrastructure Dedicated Staff Upgrades <ul><ul><li>Product Catalog </li></ul></ul><ul><ul><li>One-Time Pricing </li></ul></ul><ul><ul><li>Recurring Pricing </li></ul></ul><ul><ul><li>Volume Pricing </li></ul></ul><ul><ul><li>Tiered Pricing </li></ul></ul><ul><ul><li>Overage Pricing </li></ul></ul><ul><ul><li>Billing Frequency </li></ul></ul><ul><ul><li>Billing Triggers </li></ul></ul><ul><ul><li>Billing Notifications </li></ul></ul><ul><ul><li>Rating & Billing </li></ul></ul><ul><ul><li>Usage </li></ul></ul><ul><ul><li>Proration </li></ul></ul><ul><ul><li>Taxation </li></ul></ul><ul><ul><li>Multiple Currency </li></ul></ul><ul><ul><li>Invoice Calculation </li></ul></ul><ul><ul><li>Invoice Templates </li></ul></ul><ul><ul><li>Invoice Generation </li></ul></ul><ul><ul><li>Credit Card Processing </li></ul></ul><ul><ul><li>ACH Support </li></ul></ul><ul><ul><li>Wire Transfer Support </li></ul></ul><ul><ul><li>Debit Card Support </li></ul></ul><ul><ul><li>PCI Compliance </li></ul></ul><ul><ul><li>Credits </li></ul></ul><ul><ul><li>Refunds </li></ul></ul><ul><ul><li>Adjustments </li></ul></ul><ul><ul><li>Revenue Recognition </li></ul></ul><ul><ul><li>CRM Integration </li></ul></ul><ul><ul><li>Financials Integration </li></ul></ul><ul><ul><li>Localization </li></ul></ul><ul><ul><li>Quoting </li></ul></ul><ul><ul><li>Custom Fields </li></ul></ul><ul><ul><li>Search </li></ul></ul><ul><ul><li>Unit of Measurement </li></ul></ul><ul><ul><li>User Interface </li></ul></ul><ul><ul><li>Gateway Support </li></ul></ul><ul><ul><li>Provisioning Support </li></ul></ul><ul><ul><li>Metering Support </li></ul></ul><ul><ul><li>ISO Compliance </li></ul></ul><ul><ul><li>Post & Lock Capabilities </li></ul></ul><ul><ul><li>APIs </li></ul></ul><ul><ul><li>Online Portal </li></ul></ul><ul><ul><li>Self Service </li></ul></ul><ul><ul><li>Renewals </li></ul></ul><ul><ul><li>Upgrades </li></ul></ul><ul><ul><li>Change Orders </li></ul></ul>Why Would You Build This?
  13. 13. Vision: A Single On-Demand Platform to Build, Run, Manage and Monetize a Subscription Business Website Order Account Created Payment Processed Financials Subscriptions Quote Website Provisioning Usage Data Internal Systems Website Order Self Service
  14. 14. Create Multiple Packages with Pricing Flexibility <ul><li>10x growth in 2 years to 500+ customers </li></ul><ul><li>Launched 3 editions and multiple pricing tiers, including free trials </li></ul><ul><li>Adjusting pricing in real-time to react to competition </li></ul><ul><li>Online orders and ability for direct reps to quote subscription orders in Salesforce CRM </li></ul>Phil Fernandez, CEO & Co-Founder, Marketo
  15. 15. Launch Pay-as-you-Go Models with Automated Usage and Metering April 27, 2010 <ul><li>10,000+ customers </li></ul><ul><li>Launched usage based pricing with new products, including LiveOffice Personal Archive </li></ul><ul><li>Complete automation of usage and metering to calculate monthly arrears invoicing </li></ul><ul><li>End-to-end integration with Salesforce CRM & Authorize.net </li></ul>
  16. 16. Stay On Top of Your Customers w/ Robust Subscription Management <ul><li>2M+ users, 30,000+ paying customers </li></ul><ul><li>Automate online upgrades and change orders </li></ul><ul><li>Provide pricing incentives and discounts to upgrade </li></ul><ul><li>Complete subscription audit history for all Box.net customers </li></ul>Dylan Smith, CFO Box.Net
  17. 17. Distributes Pricing Across All Channels Globally including 1-click to Salesforce.com <ul><li>Europe’s largest online and offline publisher </li></ul><ul><li>Standardize pricing for 400+ publications, 200+ online properties </li></ul><ul><li>Distribute pricing changes across all sales channels via Zuora’s pre-integration with Saleforce CRM </li></ul><ul><li>End-to-end integration with Salesforce CRM & Oracle </li></ul>Dan Oilley, CIO, Reed Business
  18. 18. Launch an Online Sales Initiative w/o Burden of PCI Compliance & Scalability <ul><li>Launched online sales portal with 4 products and multiple plans </li></ul><ul><li>Online portal for managing customer account and orders </li></ul><ul><li>Eliminated burden of expensive and timely PCI compliance </li></ul><ul><li>End-to-end integration with Salesforce CRM, Oracle and Chase Paymentech </li></ul>Zuora provides us the capabilities to enable commerce with PCI compliance and our online website so that we can make it easy for customers to buy our product. Yuki Uchida– VP DocumentMall
  19. 19. Provide 360 Degree Visibility and Subscription Analytics & Intelligence Across the Entire Organization <ul><li>2,000+ customers </li></ul><ul><li>Subscription analytics: bookings, aging, MRR, ACV, TCV, renewals </li></ul><ul><li>Provide visibility to sales and sales ops for renewals and upsells </li></ul><ul><li>Out-of-the-box sync with Salesforce </li></ul>Michael McMahon, Corporate Controller
  20. 20. Our Products Quote to Cash Subscription Management Payment Operations Pricing & Packaging Account Management Billing Operations Product Catalog Products Price Plans Charge Models Volume & Tiers Offers Quotes Billing Operations Bill Runs Usage Proration Billing Triggers Taxation Multi-Currency Subscription & Amendments Subscription Change Orders Renewals Auto-Renewals Add-on Orders Audit Trail Account Management Bill-to / Sold-to Payment Methods Subscriptions Invoices Payments Adjustments Metrics Customization (Configuration, Custom Fields, Custom Templates) Payment Operations Payment Runs Usage Batch or Real Time Payment Methods Gateway Integration Payment Exceptions API Layer (Create/Read/Update/Delete, SubscribeNow, Provisioning, Usage) Multi-Tenancy PCI Level 1 Compliance Security Redundancy Out-of-the-Box Payment Gateway Integration Out-of-the-Box Salesforce Integration Taxation Module Hosted PCI Storefront
  21. 21. Our Ecosystem Tax, Integration, Reporting CRM Payment Gateways Accounting Systems
  22. 22. Monthly Innovation Cycle <ul><li>12 major releases per year </li></ul><ul><li>100+ features in last 6 months </li></ul><ul><li>Public, online product release notes </li></ul>
  23. 23. Summary <ul><li>New systems and tools are required for success in the subscription and cloud economy </li></ul><ul><ul><li>Pricing and packaging is key for differentiation </li></ul></ul><ul><ul><li>Increase cash flow with usage pricing models </li></ul></ul><ul><ul><li>Change is driven by the market and your competition </li></ul></ul><ul><ul><li>Leverage the ecosystem for time to market </li></ul></ul><ul><ul><li>New subscription metrics will drive business decisions </li></ul></ul><ul><li>Why Zuora? </li></ul><ul><ul><ul><ul><li>Proven platform for subscription management </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Proven team to execute on opportunity </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Proven customers deployed </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Proven innovation </li></ul></ul></ul></ul>
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