3. Our Vision: A Subscription Economy Software-as-a-Service Cloud Computing Online Services Media & Digital Content The World is Moving to Subscriptions
7. (3) Today’s Customer Lifecycle is Different Customer 1 Product Monthly Recurring Usage Monthly Billing Term 12 Months Change Order #1 (Add Product) Add 2 nd Product Co-Term Change Order #2 (Upgrade) Upgrade to Annual Prepay for full year Proration Renewal Order (+ Upgrade) Renew 3 years Upgrade to New Plan 1 Month Free Trial Promotion: Free Trial Subscription Initial Subscription
8. (4) Pricing for Your Customers Must Be Rolled Out Across Multiple Channels & Partners Configure Once Deploy Everywhere Website CRM Partner Portal For all of your direct sales reps For online orders For all of your partners
9. (5) Customers Want to Buy Online Securely Click Here to Sign Up Online! vs.
10. (6) New Metrics Are Required for the Cloud “ CMRR” Committed Monthly Recurring Revenue “ Cash Flow” “ Churn” “ CAC” Customer Acquisition Cost “ CTLV” Customer Total Lifetime Value
11. Traditional ERP Systems Not Built for Subscriptions ERP SYSTEMS: Unit X Price SKU-based No concept of product catalog No rate plans, no charge models Single Order No recurring element No concept of change orders No concept of terms No Usage No concept of usage No concept of rating/billing No concept of bill cycles for usage
14. Vision: A Single On-Demand Platform to Build, Run, Manage and Monetize a Subscription Business Website Order Account Created Payment Processed Financials Subscriptions Quote Website Provisioning Usage Data Internal Systems Website Order Self Service