Date post: | 20-Aug-2015 |
Category: |
Economy & Finance |
Upload: | zuora-inc |
View: | 404 times |
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Confidential and Proprietary Information. Do not distribute beyond intended audience.
HIGH TECH
SAAS
CLOUD
MEDIA
DEVICES
TELECOM EDUCATION
HEALTH CARE
FINANCIAL SERVICES
CONSUMER
Can we show a globe with dots represen2ng the ci2es (or countries
colored in) where we have customers? Or even include past customers. Or even
include pipeline.
Also keep the quote
No reason to list # customers, I’ll speak to it
Zuora Receives £36m For European Expansion
It’s Spreading Around the Globe
100
90 93 91 95 98
94 96 97 97
0
25
50
75
100
Jun-11 Sep-11 Dec-11 Mar-12 Jun-12 Sep-12 Dec-12 Mar-13 Jun-13 Sep-13
“Matt replied in moments and I am happy with how he handled my issue”
Kristi,
“I love Zuora support. You guys really do a great job”
Harsh,
“Cesar was awesome. Very thoughtful and helpful”
Alan,
Price 11%
Acquire 12%
Bill 14%
Collect 12%
Nurture 11%
Account 11%
Measure 9%
Iterate 11%
Scale 9%
Support Cases Categorized By 9 Things
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Introducing the 9 Keys to Success in the Subscrip2on Economy
Increase Cash Flow
Drive Down Cost of Sales
Outflank the competition
Grab Market Share
Increase Loyalty and Retention
Pivot into a new segment
Expand Internationally
The Ability to Price in support of your business goals
is the first Key for Success in the Subscription Economy
Billing
Gateways
fulfillment
provisioning
Immediate or delayed payment
Connect to CRM
Notify
Connect to accounting
Self service vs assisted flows
But it’s Harder Than It Seems
The Ability to Quickly Acquire Customers in a B2Any World
is the second Key for Success in the Subscription Economy
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Confused customers
Weeks to generate bills
Billing Errors
Lost Revenue
1
2
3
4
Every bill is an interaction with your customer
“But I signed up for the $100/month plan”
The Ability to Create Accurate, Clear Invoices at Scale
is the third Key for Success in the Subscription Economy
Electronic payments Non-electronic payments
Credit Cards Debit Cards Wire transfers
Catch exceptions
Multiple card types Country specific
banking rules
Retries Card updaters
Manual Lockbox
Receive payment
Notify delinquents
Write off payment Reconcile Suspend service
The Ability to Tame the Complexity of Payments
is the fourth Key for Success in the Subscription Economy
Sign up
Validate CC Validated
Create Bill Process Payment
Create Account
Link Account
Confirm Sign Up
Welcome Email
Create Subscrip2on
Provision Service
WEB
SITE
BILLING
CRM
PLAT
FORM
The Ability to Nuture And Develop Deeper Customer
Relationships is the fifth Key for
Success in the Subscription Economy
The Ability to Easily and Quickly Account for
Bookings, Billings, Cash and Revenue is the sixth Key for
Success in the Subscription Economy
You used to track these metrics
Revenue $100 COGS (30) Gross Profit 70 Opera2ng Expenses S&M (20) G&A (10) R&D (20) Total Op Ex (50)
Net Income $20
Now you track these metrics
ARR $100 Churn (10) Net ARR 90 COGS (20) G&A (10) R&D (20) Recurring Profit 40 Growth (40) Net New ARR 40 Ending ARR $130
The Ability to Instantly Access
Subscription Economy Metrics is the seventh key for
Success in the Subscription Economy
The ability to Rapidly Iterate On Your Pricing and
Acquisition Strategies is the eighth key for
Success in the Subscription Economy
Why build all this into your service?
Pricing
Payments
Taxation
Billing
Rev Rec
Secure
Mission Critical
Scalable
Rating
Integrate with an ecosystem that supports your service
Customer support
Inventory
Fulfillment
EnDtlements
Website
Provisioning
Commerce
Billing
Finance
Payments
GL
quoDng
orders
invoices
checks
events
account status
account balance
metrics
The ability to Run on a Scalable, Reliable, Mission
Critical Infrastructure is the ninth key for
Success in the Subscription Economy
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Introducing the 9 Keys to Success in the Subscrip2on Economy
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Introducing the 9 Keys to Success in the Subscrip2on Economy
Stable Recurring Revenue Built on Loyal Customers
Massive investment of capital with unpredictable outcomes
not
Today, businesses must focus on • Deeper customer relationships versus one-time
transactions
• Fair, value-based pricing versus fixed, cost-plus pricing
• Efficient, consumption-based services versus shipping unit after unit
• Sustainable, forward-looking revenue versus backwards-looking financial reporting