TO VIEW THE WEBINAR: http://info.zuora.com/MayPricingandPackaging_ArchiveLP.html Pricing and packaging is the key to success for many subscription businesses, affecting both new customer acquisition and customer retention. While simple subscriptions to a service like Pandora may thrive for that audience, consumers of SaaS, Cloud and Communications businesses require offers and plans that are more custom-fit to their needs. It could be tiered pricing, charging for usage, upgrade plans, or segmented pricing, but finding the right pricing combinations makes the difference. Zuora customer CollabNet has known this and experimented mercilessly to find the right price plans and packages for their customers. Join Guy Marion from CollabNet and Zuora's resident subscription business expert Kyle Christensen as we cover all of 2012's most innovative subscription pricing and packaging plans on this webinar.

1. Secrets to Innovative
Subscription Pricing
and Packaging

2. Building the Next Great
Enterprise Software Company
Zuora Signs Over $1 Billion In
Subscription Revenue In Q1
Built by Experts Used by Leaders

3. Meet the Panel
Kyle Christensen Guy Marion
Sr. Director Product Marketing VP & GM CollabNet Cloud Services
http://www.zuora.com http://codesion.com
@kylechristensen @guy_marion

4. Innovators in Software
Development in the Cloud
dPaaS
Dev Cloud
Agile
Open ALM Platform
Subversion
Founded
Hybrid Cloud
Development Collaborative Development
ALM
Communities Platform
ALM
1999 2000 2007 2008 2009 2011 2012
Trusted by Leaders

5. CollabNet Cloud Platform
Background
• Best of breed development tool
hosting, integration, and management
• Replaces Codesion Cloud Platform
(acquired in 2010) + 4,000 customers
• Integrates cloud and on-premise
• Business Grade platform
Business Model
• B2B SaaS/Cloud: Subscription Revenue
• Direct: Self-service + transactional
• Channels: Marketplace, product
integrations, and Platform Partners
• SaaS acquisition/BI engine
CloudForge – the development platform (dPaaS) for managing
hosted, integrated, and deployed applications

6. Commerce Has Evolved.
BUY NOW
2001 2011
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

7. The World is Shifting From Products to Services
Technology Transportation? Retail? Music?
A
Video? Voice? Legal? Healthcare?
We call this the Subscription Economy™

8. The Subscription Economy Imposes a Completely
Different Set of Operating Rules on Business Systems
Product Economy Subscription Economy
Sell Units Monetizing Customer Relationships
Price Per Unit Pay-as-you-Go Pricing Plans
One-Time Orders Multiple Orders Over a Lifetime
Forced to Pick a
Customer Segment Sell to Consumers & Businesses
Silos of Financial Time-Based, Interrelated Bookings,
Data Billings, & Revenue

9. The Subscription Economy Demands a New Platform
BUY NOW
http://www.readwriteweb.com/cloud/2010/06/zuora-announces-z-commerce-for.php

10. The World’s First Application Suite
Built for the Subscription Economy
Subscription Subscription Subscription
Commerce Billing Finance
We found Zuora and the light bulb went off: a
business operations platform designed especially
for subscription businesses like ours.

11. How Are Companies Pricing in
the Subscription Economy?

12. Strategy #1: Freemium Upsell Strategy
Start with free and upsell to paid.

13. Strategy #2: Multiple Edition Strategy
Multiple
editions for
different
audiences.

14. Strategy #3: Promotional Strategies
Start with a
free trial.
2-months
free with
annual
prepayment.

15. Strategy #4: Pay-as-you-Go Strategy
Pricing based
on consumption
units.

16. Strategy #5: Overage Strategy
Overage pricing
applied beyond
allocated usage.

17. Strategy #6: Bundling Strategy
Create
flexible
pricing &
packaging
bundles.

18. Strategy #7: Segmentation Strategy
A US Pricing B Asia Pricing
Have unique pricing for different markets
and/or different types of customers.

19. CollabNet’s Cloud Journey

20. CollabNet Cloud Journey
2004: CVSDude-
CVS & Subversion
Hosting
(“Freemium”)

21. CollabNet Cloud Journey
2004: CVSDude-
CVS & Subversion
Hosting
(“Freemium”)
2008: Enterprise-grade SCM
& Deployment Services
(“Multiple Edition”)

22. CollabNet Cloud Journey
2004: CVSDude-
CVS & Subversion
Hosting
(“Freemium”)
2008: Enterprise-grade SCM
& Deployment Services
(“Multiple Edition”)
2010: SaaS business
expansion & automation
(B2B SaaS – Velocity Sales)

23. CollabNet Cloud Journey
2004: CVSDude-
CVS & Subversion
Hosting
(“Freemium”)
2008: Enterprise-grade SCM
& Deployment Services
(“Multiple Edition”)
2010: SaaS business
expansion & automation
(B2B SaaS – Velocity Sales)
2012: CloudForge-
development Platform as a
Service (dPaaS)
(+ Product-Driven Conversion)

24. CollabNet Cloud Journey
2004: CVSDude-
CVS & Subversion
Hosting
(“Freemium”)
2008: Enterprise-grade SCM
& Deployment Services
(“Multiple Edition”)
2010: SaaS business
expansion & automation
(B2B SaaS – Velocity Sales)
2012: CloudForge-
development Platform as a
Service (dPaaS)
(+ Product-Driven Conversion)
Next: Hybrid Cloud Ecosystem
(Hybrid Subscription + Utility)

25. CollabNet Cloud Journey
2004: CVSDude-
CVS & Subversion
Hosting
(“Freemium”)
2008: Enterprise-grade SCM
& Deployment Services
(“Multiple Edition”)
2010: SaaS business
2000% Revenue
expansion & automation
(B2B SaaS – Velocity Sales)
Increase
2012: CloudForge-
development Platform as a
Service (dPaaS)
(+ Product-Driven Conversion)
Next: Hybrid Cloud Ecosystem
(Hybrid Subscription + Utility)

26. What Else Can We Tell You?

27. Sign Up for a Free Trial at http://codesion.com

28. Sign Up for a Free Trial at www.zuora.com

29. Thank You!

30. <end>