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SAN FRANCISCO 2017
Tom Krackeler
SVP of Product
Mike Aaron
VP of Product
Subscribed 2017: The Next Wave Of Zuora Product Keynote
HACKATHON
ZUORA HACKATHON
WINNING CATEGORIES
MOST
REUSABLE
SOLUTION
MOST WORK
IN 2 DAYS
BEST
OVERALL
BEST USER
INTERFACE
DRUM ROLL PLEASE…
BEST USER
INTERFACE
Complex pricing
made simple
Jonathan Mayhak
Delta Defense LLC
MOST
REUSABLE
SOLUTION
Pricing optimization
at its finest
Tristan Ratchford
Eric Yu
Price Intelligently
MOST WORK
IN 2 DAYS
Send localized emails
based on your
subscription
Owen Carpenter
Ford
BEST
OVERALL
subscribe( ) however
you want
Drew Parker
Box
CONNECT
100+
Application
s
250+
Customers
50+
Partners
We are architecting the future of
enterprise software in the post-ERP
world
ERP CANNOT KEEP UP
WITH:
Dynamic business
modelsDynamic Subscriber
relationshipsDynamic markets
For the past 10 years, our focus was
to build the best billing solution
Today, delivering customer
freedom requires more
BILLING
MONETIZATION
USAGE
CONSUMPTION
SALES
WEBSITE
MOBILE
RESELLERS
SALES TEAM
PROVISIONING
ADD SERVICE
SUSPEND
PAYMENTS
CREDIT CARD
ACH
APPLE PAY
SEPA
PRICING
ORDERS
Maintaining a cohesive order-to-
cash architecture in this world has
been
driving all of us crazy
We realized, there was a
bigger problem to solve
A CENTRAL HUB
TO ORCHESTRATE
ORDER-TO-CASH
But first, we needed two
breakthroughs
Establishing a microservices architecture
RATING
SERVICE
POST /usage
GET /usage/{id}
GET /usage/query
GET /ratedusages/account/{accountNumber}
GET/ratedusages/subscription/{subscriptionNu
mber}
GET /ratedusages/charge/{chargeNumber}
SUBSCRIPTION ORDERS ENGINE
ZUORA CENTRAL
A platform for business freedom.
The new hub for Subscription Order-to-Cash
• Enterprise platform infrastructure
• Designed around the Subscriber
• 6 Mission-critical engines for
subscription businesses
6 Engines Wrapped Around the Subscriber
Subscribed 2017: The Next Wave Of Zuora Product Keynote
Subscribed 2017: The Next Wave Of Zuora Product Keynote
Subscribed 2017: The Next Wave Of Zuora Product Keynote
What does this mean for you?
Subscribed 2017: The Next Wave Of Zuora Product Keynote
Subscribed 2017: The Next Wave Of Zuora Product Keynote
Available Q3 2017
transforming to a
modern order-to-cash
architecture
Sheila Jordan
CIO, Symantec
How did this
transformation begin?
How did this impact your
order-to-cash architecture?
Key wins?
How did we do?
Thank you!
Here’s what we’ll
show
you today
SUBSCRIPTION ORDERS ENGINE
Matt Darrow
VP of Product
Orders today are different
Product Order
Date: Jan 1, 2017
Buy Product #1
Buy Product #2
Buy Product #3
TOTAL $
Subscription Order
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Subscription Order
Different Actions
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Subscription Order
Different Time Periods
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Subscription Order
Different Metrics
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Do product order
management applications
handle this?
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Sure, if you want to spend
1000+ hours
hacking your current solution
custom
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Sure, if you want to spend
1000+ hours
hacking your current solution
custom
custom
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Sure, if you want to spend
1000+ hours
hacking your current solution
custom
custom
custom
SUBSCRIPTION ORDERS ENGINE
AVAILABLE Q3
Multi-Channel
Subscription Order Management
Website
Sales
Reps
Mobile Partner
CPQ
The only CPQ solution
purpose-built for subscriptions
PRICING
MODELS
QUOTE
TYPES
SUBSCRIPTIO
N
METRICS
Freedom to quote for any deal
without breaking the back
office
CPQ
PRODUCTS CUSTOMERS RESOURCES CONTACTPRICING
A leading provider of connected car
services
I’M AN INDIVIDUAL I’M A BUSINESS
Roadside
assistance
Keyless entry
Automatic crash
response
Fleet Manager
Vehicle Tracking
Live Data Stream
Fleet Diagnostics
Carspot
CPQ
AVAILABLE NOW
COLLECT
Mike Aaron
VP of Product
COLLECTIONS
PAINFUL
SUBSCRIPTIONS
14x
more invoices
HOURLY
DAILY
WEEKLY
BI-WEEKLY
MONTHLY
QUARTERLY
ANNUALLY
SEMI-ANNUALLY
EVERY 5 WEEKS
1ST OF MONTH
22+
payment
methods
CREDIT CARD
DEBIT CARD
PAYPAL
SEPA
WIRE TRANSFER
CHECK
APPLE PAY
GOOGLE PAY
GIFT CARDS
DIRECT DEBIT
ACCOUNT CLOSE
ADDRESS MATCH
AMOUNT ERROR
APPROVAL
CANCELLATION
NUMBER ERROR
NOT SUPPORTED
CVV2 MISMATCH
DISPUTE
DATE ERROR
100+
reasons for
failure
SUSPEND ACCT
CANCEL ACCT
LIMIT SERVICE
SEND SMS
SEND EMAIL
CALL CUSTOMER
DEPROVISION
RETRY CARD
SWITCH METHOD
COLLECTIONS
1K+
ways to
respond
We need a new way to do
collections in this era
INTRODUCING
COLLECT
Freedom to unlock your time
and resources from inefficient
collections
BUT WAIT, THERE’S MORE
DISPUTES WEB PORTAL LOCKBOX
The only
collections
service
purpose-built for
subscriptions
Aligned with subscription
billing and payments
Automated dunning for any
payment type
Customizable workflow for
subscriptions
Insights for continuous
process improvements
COLLECT
COLLECT
AVAILABLE Q3
INSIGHTS
Matt Darrow
VP of Product
Subscribed 2017: The Next Wave Of Zuora Product Keynote
PRODUCT
METRICS
SUBSCRIPTION
METRICS
Accounts
Receivables
Cash
Revenue
Deferred Revenue
Monthly Recurring
Revenue
Churn Rate
Net Retention
Average Revenue Per
User
Freedom to make strategic
business decisions with
confidence
INSIGHTS
+ PREDICTIVE SCORES
INSIGHTS
ENGAGEMENT & CHURN SCORES
Analyzes account actions and usage data to
predict renewals, upsells, down-sells and churn
AVAILABLE NOW
+ PREDICTIVE SCORES
INSIGHTS
REVPRO
Monika Saha
VP of Product
Jagan Reddy
SVP of Product
“Public companies—including Amazon.com
Inc. and Microsoft Corp.—are gearing up for the
most historic accounting
changes to hit U.S. capital markets in
decades.”
-Bloomberg BNA
COUNTDOWN
:
“With the complexity of ASC 606 and
the deadline looming, companies should
consider transitioning to an automated
solution.”
-Financial Executives
International
“Hopefully, fear is what you’re feeling
now.”
-Josh Paul, Director of Accounting, Alphabet
Inc.
“Hopefully, fear is what you’re feeling
now.”
-Josh Paul, Director of Accounting, Alphabet
Inc.
Flat fee pricing. Per unit pricing. Volume pricing. Tiered pricing. Usage pooling.
Surge pricing.
Ramp Deals. Discounting. Tiered pricing. Limited-time free trial.
Multi-year subscription. Discounts. Multi-year subscriptions. Ramp
pricing. Editions. Tiered pricing. Volume pricing. Hardware. Usage
pricing.Overage. Rollover. One-time add-ons. Sales
Commissions.Micro-transactions. Percentage discounts. Fixed
INTRODUCING
REVPRO
Free to pursue any business
strategy without the burden
of compliance
REVPRO
3-Year Ramp Deal
Built-In Discounts
One-Time Fee
How do you handle different
monetization models?
Pricing model
Billing model
Discount model
RevPro lets
you
monetize
any
How do you handle different
customer events?
Completed
trainingPaused my
subscriptionStarted the monthly
plan
Configure
RevPro for any
event
How do you handle
mid-term changes?
Define RevPro
rules for any
change
Upgrade
Downgrad
e
Renew
Cancel
How do you handle
sales commissions?
Free to pursue
any sales strategy
Commissions over time
Align commissions to
contract
Treat commissions
standalone
Define commissions accruals
How do you integrate to
General Ledgers ?
RevPro
integrates to
popular
General Ledgers
Any
Monetizatio
n Model
Any
Customer
Event
Any
Contract
Change
Any
Sales
Strategy
Any
General
Ledger
REVPRO
COUNTDOWN
:
Available Now
BUSINESS FREEDOM
Zuora Central
Subscription Orders Engine
Zuora CPQ
Zuora Collect
Zuora Insights
Zuora RevPro
Q3 2017
Q3 2017
NOW
Q3 2017
NOW
NOW
ZUORA CENTRAL
A platform for business freedom.
The new hub for Subscription Order-to-Cash
SAN FRANCISCO 2017

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