Zuora Z-Tour in Seattle

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  • Zuora’s first birthday! 1 year later…100 new customers, 100 ways to grow your subscription business –
  • In a very short amount of time the world has changed. 18 months ago no one talked about subscriptions. There were a few disruptors Salesfore moved the world away from Software. Netflix dirupted the idea of buying DVD’s Zip car – very interesting disruptor… why buy a car when you can subscribe to netflix. If you met with us on year ago you hear us saying… the world is moving to Subscriptions. We talked about netflix, zipcar and salesforce….one year ago billing
  • E year ago no one talked about billing… it was not top of mind. to build their own billing systems. It was teams of people and millions of dollars to build sub businessesBuild out large ops teams to process orders and do monthly billing (show lots of people processing lots of paper/excel sheets)Had limited pricing & packaging options due to their home grown systems (show sfdc per user pricing only, show netflix # movies out only, etc)
  • So now what do we see? We’ve gone from those 3 companies to seeing subscription disrupters in every imaginable >>>> from socks, filtered water EVEN antiques as a services. And of course I am sure you have seen the news about Google now offering a Sub service along with Appstore.We used to only talk about 3 –now look how mnay are out there!
  • Zuora Z-Tour in Seattle

    1. 1. Introducing Zuora The First Subscription Billing & Payment Solution For Cloud Computing June 2009 Slide 1 − Zuora Confidential, not for distribution beyond intended recipient
    2. 2. One Year Ago: Business Model Disruptors Emerge Slide 2 − Zuora Confidential, not for distribution beyond intended recipient
    3. 3. Subscription Businesses Need Robust Pricing & Packaging Example: Example: Slide 3 − Zuora Confidential, not for distribution beyond intended recipient
    4. 4. The Order-to-Cash Process for Subscriptions is Complex Customer Initial Order Change Order #1 Add 25 Users Enterprise Edition March 25, 2008 Purchases 100 Users Change Order #2 Enterprise Edition January 15, 2008 Add New Product Storage March 25, 2008 Change Order #3 Add More Storage Storage May 11, 2008 Order-to-Cash in a Subscription Business Slide 4 − Zuora Confidential, not for distribution beyond intended recipient
    5. 5. Billing is critical to Subscription Businesses Complex Pricing & Getting Visibility Packaging to Key Metrics Need Click to Managing Multiple Subscribe to Collect Orders & Change Cash Faster Requests Manual Billing & Need for Flexible Invoicing Payment Options Slide 5 − Zuora Confidential, not for distribution beyond intended recipient
    6. 6. Disruptors had to build their own billing systems Slide 6 − Zuora Confidential, not for distribution beyond intended recipient
    7. 7. A Different System is Needed All Designed for a Manufacturing, Product-Centric World Slide 7 − Zuora Confidential, not for distribution beyond intended recipient
    8. 8. The World is Moving to Subscriptions! Subscription Businesses Should not have to Build Their Own Systems! Slide 8 − Zuora Confidential, not for distribution beyond intended recipient
    9. 9. Our Vision: Subscriptions Made Easy Web Pricing Orders ACH Packaging Direct Orders Invoices Promotions Channel Orders Credit Cards Customers Developers Partners Slide 9 − Zuora Confidential, not for distribution beyond intended recipient
    10. 10. Introducing Zuora: The Leader in Cloud Commerce Fastest-growing On-Demand Subscription and Billing Payment Service; 100+ customers since May 2008 Led by veteran executives from Salesforce and WebExand ADP Funded by Benchmark Capital, Shasta Ventures, TenayaCapital &Marc Benioff Board Member Scott Thompson, President of PayPal; Advisors from eBay, Cisco, Accenture Slide 10 − Zuora Confidential, not for distribution beyond intended recipient
    11. 11. A Complete Suite for the Subscription Economy Launched with Launched with On-Demand Billing & Integrated Payment Solution Sync and Quoting Tools Subscription Management for Subscriptions 100%Native force.com Product Catalog for Pricing Secure Transaction Generate sales quotes and and Packaging Processing create orders in Z-Billing Customers, Subscriptions & Integrates to your Bank Synchronization of invoices, Amendments Account payments, & subscriptions Automated Billing & Invoicing Supports credit cards, debit 360 degree visibility to sales cards, ACH, and PayPal reps and customer service Reports and Metrics Exceptions, Dunning & Collections International Payment Methods 11 Slide 11 − Zuora Confidential, not for distribution beyond intended recipient
    12. 12. One Year Later: A World of Subscription Services Everything-as-service Electric car-as-a- Socks-as-a Luxury bags-as- Service service Water-as-a-Service a-Service Google-as-a-Service Produce-as-a-Service Textbooks-as-a- Vitamins-as-a-Service Service Slide 12 − Zuora Confidential, not for distribution beyond intended recipient
    13. 13. One Year Later: Traditional businesses are embracing Subscriptions United announces Elite membership February 2006 “Starbucks Gold. Customers asked for it, Starbucks delivered.” November 2008 GM offers OnStar to other automakers February 2009 Slide 13 − Zuora Confidential, not for distribution beyond intended recipient
    14. 14. One Year Later: Cloud Computing Moving IT industry to Subscriptions “IBM's Open Cloud “Sun Microsystems turns Manifesto” to Cloud Computing” InfoWorld, April 2009 Bizjournals.com, March 2009 “HP's Cloud Assure Looks “EMC Unveils Cloud- to Compete Against Computing Division” Google, Amazon, Sun” The Street, November 2008 eWeek, March 2009 Larry Ellison says cloud is “Adobe Erects Photoshop a fad…but then announces on the Cloud” Cloud Computing Strategy Websphere Journal, June WSJ, March 2009 2008 “Symantec Launches “Microsoft Unveils Cloud Cloud Storage for Strategy Called Azure” Consumers” NY Times, October 2008 ComputerWorld, March 2009 Slide 14 − Zuora Confidential, not for distribution beyond intended recipient
    15. 15. One Year Later: 100 Customers Our Customers Slide 15 − Zuora Confidential, not for distribution beyond intended recipient
    16. 16. Sun’s cloud computing initiative chooses Zuora Business Challenge Sun needed a robust cloud commerce platform to support the launch of their cloud computing initiatives Chief among Sun’s requirements was speed to market Solution that enabled usage-based charge models to monetize their cloud offerings Integration to an international sales tax management solution was imperative Solution Zuora provided a feature-rich cloud commerce solution to meet their enterprise requirements within an aggressive launch schedule Thanks to Z-Billing's usage-based billing option, Sun will charge users of their cloud computing service on consumption Integrating Salesforce CRM to enable sales quoting and is taking advantage of Z-Billing 2.0’s new tax module, integrating with Sabrix for tax management. Slide 16 − Zuora Confidential, not for distribution beyond intended recipient
    17. 17. What can Zuora Do For You? Operational Efficiency Revenue Growth “Help you lower costs, reducebilling errors&manual “Help you launch new processes – without adding products and pricing, headcount.” grow top line revenue & respond to competition.” Metrics “Help you get to the right metrics like MRR, renewals, DSO and churn to make the right business decisions.” Slide 17 − Zuora Confidential, not for distribution beyond intended recipient
    18. 18. Empower Revenue Growth Optimize Pricing Launch Products to & Packaging Market Faster Automate Direct & Web Up Sell, Cross Sell and Orders Manage Renewals Slide 18 − Zuora Confidential, not for distribution beyond intended recipient
    19. 19. Lower Costs and Drive Operational Efficiency Eliminate Manual Automate Sales Quoting Automate Invoice & Processes to Create Orders Payment Operations Initiate Manage Web Orders Self Service Grow Your Business Without Adding Incremental Headcount! Slide 19 − Zuora Confidential, not for distribution beyond intended recipient
    20. 20. Key Metrics to Make the Right Business Decisions • Bookings • MRR • Renewals by $ • Billings • ACV • Renewals by # • Payments • TCV • Churn • Revenue • Seats Slide 20 − Zuora Confidential, not for distribution beyond intended recipient
    21. 21. A Single Platform for Managing Your Operational Infrastructure Direct Sales Web Orders Orders Accounts Subscription Subscription & Products Amendments Self Service Invoices/Payments PRODUCT CATALOG Provisioning Charges Your SUBSCRIPTIONS & AMENDMENTS Service Metering / BILLING & PAYMENT OPERATIONS Payments Usage Data OPERATIONAL & FINANCIAL METRICS A/R Post Monthly Invoices Payments/ CC Transactions Credits AR GL Slide 21 − Zuora Confidential, not for distribution beyond intended recipient
    22. 22. Implementation: Configure, Deploy and Run Billing Operations In Weeks Product Orders & Billing & Payments Catalog Subscriptions Invoicing & Credits Go Live No Coding 100% Configuration Implementation in 2 - 4 Weeks * Excluding data migration & external integration Week 1 Week 2 Week 3 Week 4 Slide 22 − Zuora Confidential, not for distribution beyond intended recipient
    23. 23. Immediate ROI Delivered with Z-Billing ROI 8 ROI CONSIDERATIONS LAUNCH NEW PRODUCT GAIN MARKET SHARE W/ NEW PRICING INITIATE WEB ORDERS IMPROVE CROSS-SELL & UP-SELL REDUCE CUSTOMER CHURN ELIMINATE MANUAL PROCESSES REDUCE BILLING & PAYMENT ERRORS REDUCE HEADCOUNT 60 Days 90 Days 30 Days TIME Breakeven to Positive ROI within 30-60 days Slide 23 − Zuora Confidential, not for distribution beyond intended recipient
    24. 24. Build vs. Buy? Build = Over Investment Subscribe = Lower Risk & Cost Slide 24 − Zuora Confidential, not for distribution beyond intended recipient
    25. 25. About TalentSpring Mike Hayes, VP Sales • Unique Candidate Sourcing Solution • Talent Spring is a start-up, utilizing semantic search technology built uniquely for the recruiting industry • We help all your recruiters become Top Notch Candidate Sourcers • Use information gleamed from Searching multiple sources • Per seat license/SaaS solution Slide 25 − Zuora Confidential, not for distribution beyond intended recipient 25
    26. 26. Zuora minimized resources required to deploy SaaS solution Business Challenge With limited resources, company wants to focus all efforts on product development around candidate sourcing not company infrastructure Needed the ability to build all business processes quickly and seamlessly through Salesforce Needed a product that could provide both offline (first) and then on-line quoting and billing system and that would integrate with Quick books Solution Z-Billing is used to provide all rate-plans associated with product options Z-Billing is used to produce all customer quotes, Salesforce is used to manage approvals once a quote is accepted by client Z-Payment is used to process credit card information / Quickbooks integration assures deals are connected into TalentSpring’s accounting system Result TalentSpring has been able to build, test, quote, close, collect cash and invoice through Zoura’s integration with Salesforce.com. First few deals processed in May. Clients have the opinion that TalentSpring has more substance and capability than a company of our size and resources would imply No additional resources were required, all implementation and all testing was completed by VP Sales  Slide 26 − Zuora Confidential, not for distribution beyond intended recipient 26
    27. 27. Thank You! Slide 27 − Zuora Confidential, not for distribution beyond intended recipient

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