2016 0505 webinar_subscription_lifecycle
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The Subscription Lifecycle Made Easy
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2016 0505 webinar_subscription_lifecycle
- 1. Intacct Subscription Billing THE SUBSCRIPTION LIFECYCLE MADE EASY
- 2. 2 Preferred Provider Business Solutions Topics • How subscription models enable growth • What’s involved in managing a subscription model • How do you scale your subscription model • Demo of Intacct Subscription Billing
- 3. 3 Preferred Provider Business Solutions Fastest Growing Companies Use B2B Subscription Models Deloitte Fast 500—Top 10 8 out of 10 7 out of 8 6,500% B2B Market Focus Subscription Business Models Average Annual Growth Rate
- 4. 4 Preferred Provider Business Solutions Subscription Models are Key to Enable Growth Enable Growth Differentiation Customer Value
- 5. 5 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time Cumulative $
- 6. 6 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time ValueCumulative $
- 7. 7 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time ValueCumulative $
- 8. 8 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time ValueCumulative $ Fixed Cost
- 9. 9 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time ValueCumulative $ Fixed Cost Break Even
- 10. 10 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time ValueCumulative $ Fixed Cost Break Even Power By Hour
- 11. 11 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time Value Break Even Cumulative $ Power By Hour Fixed Cost Break Even
- 12. 12 Preferred Provider Business Solutions How GE Aviation Transitioned Its Business Model To Better Align Pricing to Value Time ValueCumulative $ Power By Hour Fixed Cost Break Even
- 13. 13 Preferred Provider Business Solutions How SolarCity Transitioned Its Business Model To Differentiate Against the Competition
- 14. 14 Preferred Provider Business Solutions How SolarCity Transitioned Its Business Model To Differentiate Against the Competition Problem • High Upfront Cost of Panels • Complex ROI (Tax benefits, etc.) • Low differentiation
- 15. 15 Preferred Provider Business Solutions How SolarCity Transitioned Its Business Model To Differentiate Against the Competition Problem • High Upfront Cost of Panels • Complex ROI (Tax benefits, etc.) • Low differentiation Solution • Subscription Model (SolarPPA) • Zero Upfront Cost + Simple Low Usage Charge
- 16. 16 Preferred Provider Business Solutions How SolarCity Transitioned Its Business Model To Differentiate Against the Competition Problem • High Upfront Cost of Panels • Complex ROI (Tax benefits, etc.) • Low differentiation Solution • Subscription Model (SolarPPA) • Zero Upfront Cost + Simple Low Usage Charge BENEFIT: Differentiation + Barriers of Entry
- 17. 17 Preferred Provider Business Solutions What’s Involved in Managing a Subscription Model
- 18. 18 Preferred Provider Business Solutions What’s Involved in Managing a Subscription Model CONTRACT FULFILLCONSOLIDATE REPORT QUOTE RECOGNIZE BILL
- 19. 19 Preferred Provider Business Solutions What’s Involved in Managing a Subscription Model CONTRACT FULFILLCONSOLIDATE REPORT QUOTE RECOGNIZE BILL HIGHER Volumes MORE Variability
- 20. 20 Preferred Provider Business Solutions Multiple Types of Revenue Diverse Subscription Models Work Team Silos Renewals and Add-Ons SaaS Metrics (5Cs) M&A and Global Expansion What’s Involved in Managing a Subscription Model CONTRACT FULFILLCONSOLIDATE REPORT QUOTE RECOGNIZE BILL HIGHER Volumes MORE Variability
- 21. 21 Preferred Provider Business Solutions How Do You Scale Your Subscription Model Flexible Solution Automated Processes Analyze the Business
- 22. 22 Preferred Provider Business Solutions Intacct Subscription Billing Your Foundation for Growth • Automation of complex, high-volume billing • Proven revenue recognition • Robust process controls Empower Finance with Depth • Built with Salesforce in mind • Management of subscription details from Salesforce • Make changes in Salesforce with billing and accounting handled by Intacct Empower Companies to Work with the Best Only solution built on Salesforce1 that’s connected to proven best-in-class revenue recognition required by B2B SaaS companies
- 23. 23 Preferred Provider Business Solutions Case Study: Solutionreach • Cloud software for patient relationship management • Based in Lehi, Utah • Growth drivers — Increasing adoption of technology by providers — Diversification of product line — Increasing focus on partnerships
- 24. 24 Preferred Provider Business Solutions Growth: Transaction Volume, Business Complexity Revenue growth 50% Sales rep count in last 3 years 7x Overall employee count 4x Volume of subscriptions created/renewed every month 10x Complexity driven by market demands Subscription • Different terms for different products • Billing: arrears and up-front • Amending terms: price, length, add-ons
- 25. 25 Preferred Provider Business Solutions Finance Challenge: Staying Agile with the Business Slow Close, Lack of Management Visibility Manual Revenue Recognition Manual Billing and Recording of Payments
- 26. 26 Preferred Provider Business Solutions Finance Challenge: Staying Agile with the Business • Best-in-class was a requirement – Needed ERP that could flex with growth, changing requirements – Needed UI tailored to finance processes – Needed built-in-connectivity
- 27. 27 Preferred Provider Business Solutions Growth: Transaction Volume, Business Complexity Savings of $100,000 in headcount expenses Shortened monthly close from 15 to 5 days Improved customer service through visibility for sales into payment and subscription status Eliminated 100s of hours of manual work for charging customers, recording payments Visibility: Shift focus of finance from transactional to strategic
- 28. 28 Preferred Provider Business Solutions What We Will Demo Today • Setting up subscription contracts • Subscription management (add-on, renewal) • Usage billing • Revenue recognition • Subscription metrics
- 29. 29 Preferred Provider Business Solutions Interested in Learning More? • Try Intacct with a free 30-day trial http://www.intacct.com/trial • Attend an upcoming webinar http://www.intacct.com/webinars • Follow us on Twitter @intacct • Connect with us on Facebook http://www.facebook.com/Intacct • Contact us directly info@intacct.com | 877-437-7765
- 30. info@intacct.com | www.intacct.com | 877-437-7765 Thank you!
- 31. 31 Preferred Provider Business Solutions Key Terms • nonprofit accounting software • cloud erp • finance software • cloud erp software • cloud financial software • saas accounting software • erp accounting • financial software • cloud erp solutions • online accounting • cloud financials • cloud erp systems • saas metrics • cloud-based erp solutions • simply accounting • saas financial software • asc 606 • online erp software • best financial software • best-in-class erp • online finance software • erp accounting software • business financial software • subscription billing • ifrs 15 software • erp software • financial management software • cloud accounting software