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.
11. Confidential and Proprietary Information. Do not distribute beyond intended audience.
HIGH TECH
SAAS
CLOUD
MEDIA
DEVICES
TELECOM EDUCATION
HEALTH CARE
FINANCIAL
SERVICES
CONSUMER
23. 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,
46. 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
47. TheAbility to
Price in support of your business goals
is the first Key for
Success in the Subscription Economy
57. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Confused
customers
Weeks
to
generate
bills
Billing
Errors
Lost
Revenue
1
2
3
4
Everybillisaninteractionwithyourcustomer
“But
I
signed
up
for
the
$100/month
plan”
58. The Ability to
Create Accurate, Clear Invoices at Scale
is the third Key for
Success in the Subscription Economy
59.
60. 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
70. Sign
up
Validate
CC
Validated
Create
Bill
Process
Payment
Create
Account
Link
Account
Confirm
Sign
Up
Welcome
Email
Create
Subscrip2on
Provision
Service
WEBSITE
BILLING
CRM
PLATFORM
71.
72. The Ability to
Nuture And Develop Deeper Customer
Relationships
is the fifth Key for
Success in the Subscription Economy
103. Confidential and Proprietary Information. Do not distribute beyond intended audience.
Introducing
the
9
Keys
to
Success
in
the
Subscrip2on
Economy
104. We are wrapping everything we do at
Zuora around these 9 Keys
113. 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
114.
115. If You Believe in a Better Way to Build a
Business
Join the Revolution
Sign the Manifesto