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Subscribed 2013 Europe: CEO's Keynote
- 2. 2001! 2011 BUY NOW By 2015, 35% of Global 2000 companies will generate revenue through subscription-based services and revenue models. April 2011: Building a Strategy for the Subscription Economy TheWorldisMovingtoaSubscriptionEconomy
- 9. HIGH TECH SAAS CLOUD MEDIA DEVICES TELECOM EDUCATION HEALTH CARE FINANCIAL SERVICES CONSUMER
- 10. Zuora Receives £36m For European Expansion It’s Spreading Around the Globe
- 11. The Global 2000
- 12. The Zuora Community is Ground Zero
- 14. 1 New Product Created Every Hour On Average …
- 15. The Face of Innovation
- 18. 25X 10X60X Faster Syncs Faster bill runs More capacity
- 20. Customer Success Staff 2012 2013 Investing in Customer Success
- 21. 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 “Got my answer in 7 minutes!” Ruggero Ferreti , “Am very satisfied with the prompt responses to my query. Gelai is very helpful ” Nicoal Wylie, “Lightning Fast!” Jason Goodworth,
- 24. Why is All This Happening?
- 25. Technology Trends Smart Money Business Model Demand Mobile Social Businesses want to subscribe to services Consumers want to subscribe to services Wall St. and Sand Hill Value Subscrip=on-‐Based Companies Cloud
- 26. Today, there is a Better Way To Build a Business
- 27. Business Should Be Built on Win / Win Relationships
- 28. Business Should Be Built on Stable Recurring Revenue
- 29. Business Should Be Built on Efficient use of resources
- 30. Win/Win Relationships One-time transactions Better Businesses are Focused on Sustainable, forward-looking revenue Efficient, consumption- based services Fair, value-based pricing Backwards-looking financial reporting Shipping unit after unit Fixed, cost-plus pricing
- 31. The Subscription Economy IsABetter Way of Doing Business
- 33. We analyzed 6 years of data 1 million conversations with people building better businesses
- 34. “What is the best way to price?”
- 35. “How do I reduce churn?”
- 36. “How should I compensate my sales force?”
- 37. “How do I reduce the number of failed credit card transactions?”
- 38. “Should I charge a setup or implementation fee?”
- 39. “How do I account for multi-year contracts?”
- 40. “As I expand internationally, what payment or tax issues will I encounter?”
- 41. “Should I offer monthly or annual billing periods?”
- 42. We analyzed 6 years of data A picture starts to emerge
- 43. You are trying to PriceAcquireBillCollectNurtureAccountMeasureIterateScale
- 44. You are trying to Price Acquire Bill Collect Nurture Account Measure Iterate Scale
- 45. Price 11% Acquire 12% Bill 14% Collect 12% Nurture 11% Account 11% Measure 9% Iterate 11% Scale 9% Support Cases Categorized By 9 Things
- 46. Introducing the 9 Keys to Success in the Subscrip=on Economy
- 50. 2220000000 ? A new way to think about pricing
- 51. 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
- 52. TheAbility to Price in support of your business goals is the first Key for Success in the Subscription Economy
- 54. Itsoundseasy
- 55. Billing Gateways fulfillment provisioning Immediate or delayed payment Connect to CRM Notify Connect to accounting Self service vs assisted flows Butit’sHarderThanItSeems
- 56. We live in a B2Any world B2C B2B
- 57. The Ability to Quickly Acquire Customers in a B2Any World is the second Key for Success in the Subscription Economy
- 59. Billing used to be simple Ship Bill
- 61. Confused customers Weeks to generate bills Billing Errors Lost Revenue 1 2 3 4 Everybillisaninteractionwithyourcustomer “But I signed up for the $100/month plan”
- 62. The Ability to Create Accurate, Clear Invoices at Scale is the third Key for Success in the Subscription Economy
- 64. 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 ReconcileSuspend service
- 65. The need to automate ACH
- 67. The Ability to Tame the Complexity of Payments is the fourth Key for Success in the Subscription Economy
- 70. The Secret: Give Customers Control of the Relationship
- 72. That Was Just the Beginning Subscribe Renew Suspend Add-on Upgrade
- 73. Sign up Validate CC Validated Create Bill Process Payment Create Account Link Account Confirm Sign Up Welcome Email Create Subscrip=on Provision Service WEBSITE BILLING CRM PLATFORM
- 75. The Ability to Nuture And Develop Deeper Customer Relationships is the fifth Key for Success in the Subscription Economy
- 77. “I’ve got this massive spreadsheet I use to track Revenue”
- 78. “It’s Taking Longer and Longer to Close My Books”
- 79. “It’s becoming harder to harder to reconcile financial info across all my different systems”
- 80. “The IT department used to be known as Dr. No …. But now, it’s the finance department”
- 81. There’s no accounting for subscriptions Booking Subscription Billing Cash Revenue
- 83. The Ability to Easily and Quickly Account for Bookings, Billings, Cash and Revenue is the sixth Key for Success in the Subscription Economy
- 85. You used to track these metrics Revenue $100 COGS (30) Gross Profit 70 Opera=ng Expenses S&M (20) G&A (10) R&D (20) Total Op Ex (50) Net Income $20
- 86. 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
- 87. Your current applications don’t give you the metrics you need
- 88. The Ability to Instantly Access Subscription Economy Metrics is the seventh key for Success in the Subscription Economy
- 90. Pricing iteration is crucial to support growth
- 91. You can’t afford this … “The next available engineer will see you in 6 months”
- 92. The ability to Rapidly Iterate On Your Pricing and Acquisition Strategies is the eighth key for Success in the Subscription Economy
- 94. Why build all this into your service? Pricing Payments Taxation Billing Rev Rec Secure Mission Critical Scalable Rating
- 95. When you could do this?
- 96. Integratewithanecosystemthatsupportsyour service Customer support Inventory Fulfillment EnJtlements Website Provisioning Commerce Billing Finance Payments GL quoJng orders invoices checks events account status account balance metrics
- 97. The ability to Run on a Scalable, Reliable, Mission Critical Infrastructure is the ninth key for Success in the Subscription Economy
- 98. Introducing the 9 Keys to Success in the Subscrip=on Economy
- 99. These are the 9 Keys to Success in the Subscription Economy
- 100. These are the 9 Keys to Building a Better Business
- 102. Build a Business Live the 9 Keys Join the Revolution
- 105. Join the RevoluJon www.subscrip=onmanifesto.com via the Subscribed Mobile App via Manifesto signing sta=ons #subscripJonmanifesto
- 106. Thank you to our sponsors. #subscribed13
- 107. Mobile App Customer Lead Sessions Product Vision Keynote Do not miss. #subscribed13 Cocktail RecepJon Zuora Demo Booth
- 108. Get your mobile app. Search your app store for “Subscribed” Download Accept push notifications for conference updates #subscribed13