subscribed nyc 2017: opening keynote

WELCOME TO

SUBSCRIBED NEW YORK#subscribed17

THANK YOU TO OUR SPONSORS

GoldDiamond

ANOTHER GREAT YEAR FOR

THE SUBSCRIBED

COMMUNITY

THIS COMMUNITY

IS GROWING & THRIVING

ALREADY ROCKS!

22,000

Discussion Forums

92,000

New Ideas

YEAR 1

YOU MANAGE

OVER 70 MILLION SUBSCRIBERS

and growing…

PRODUCT INNOVATION

100 PRODUCT RELEASES

100+ ZUORA CONNECT APPS

2.5 BILLION API CALLS PER MONTH

28,000 ACCOUNTING

PERIODS CLOSED

5.5 BILLION

DATA POINTS INGESTED

THE POWER OF ZUORA + LEEYOOur recent acquisition

850 Employees 1000+ CustomersOperating in 18+

countries

ZUORA + REVPRO =

OVER $300 BILLION A YEAR

WORLDWIDE EXPANSION

+35% of Customers Outside the US

AGENDA

8:40 AM – 11:15 AM OPENING KEYNOTE + PRODUCT KEYNOTE

11:15 AM – 12:15 AM LUNCH

12:30 PM – 4:30 PM BREAKOUT SESSIONS

4:30 PM - 7:00 PM CLOSING REMARKS + RECEPTION

Open all day!SUBSCRIBED SHOWCASE & LEARNER’S

LOUNGE

LETS GET STARTED!

WHAT IS THE

SUBSCRIPTION ECONOMY?

OUR LIVES USED TO BE

DIFFERENT…

REMEMBER…

Owning tons of physical DVDs,

CDs & VHS tapes?

REMEMBER…

Manually updating your software every

REMEMBER….Being stuck in a 4 year lease?

REMEMBER…Trying not to miss your favorite TV

REMEMBER…Any time when it

was one-size fits all?

WE DON’T LIVE IN THAT

WORLD ANYMORE

WE LIVE IN A WORLD OF…

FREEDOM

From the shackles of

product ownership

FREEDOMFrom

obsolescence

FREEDOM

To try, buy, upgrade,

downgrade, pause, cancel,

rejoin

FREEDOMFrom barriers of time and location

FREEDOMFrom one size

fits all

FREEDOMTHIS IS WHAT THE SUBSCRIPTION

ECONOMY IS ABOUT

SUBSCRIBER

FREEDOM

YOU ARE ALL DELIVERING

SUBSCRIBER FREEDOM

ROYAL CANIN

CATERPILLAR

FENDER

FAIRFAX

WALL STREET JOURNAL

SINGAPORE PRESS HOLDINGS

THE STREET

COMPANIES DELIVERING SUBSCRIBER

FREEDOM ARE THRIVING

IN FACT: SUBSCRIPTION COMPANIES ARE

GROWING 9X FASTER THAN S&P 500

GROWTH IN THE FUTURE WILL ONLY

COME FROM SUBSCRIPTIONS

YOU ARE CREATING A

BETTER WORLD

THE POWER OF

SUBSCRIBER FREEDOM

Netflix: 100M subscribers

Spotify: 50M subscribers

Salesforce: $10B revenue

Stitchfix: $1B revenue

Blue Apron: $800M revenue

PRODUCTS > SERVICES > INSIGHTS

EXPERIENCES > OUTCOMES

YOU HAVE TO THINK DIFFERENTLY

customer

product

channels

quote order

channels

recognize

collectinvoice

experience

service

subscriber

New Business

Old Business Model

PRICING Unit Sales Value pricing

MARKETING Branding Experience

SALES Features Relationships

FINANCE Unit marginsCustomer lifetime

CULTURE Hit products Continuous value

THIS CHANGES EVERYTHING

FOR YOUR COMPANY

BUT TO DELIVER

SUBSCRIBER

FREEDOM…

BUSINESSES NEED

FREEDOM, TOO

BUSINESS FREEDOM

To offer services with pricing

tailored to your subscribers

BUSINESS FREEDOM

To understand your subscribers and see how they

change in real-time

BUSINESS FREEDOM

To design a seamless subscriber experience

BUSINESS FREEDOM

To flex & scale your operations as

you grow

BUSINESS FREEDOM

To iterate at the drop of a hat

THE TRUTH IS,

BUSINESSES TODAY AREN’T FREE…

72 percent of Fortune 500 companies

feel the single greatest challenge limiting

their growth is their technology

- 2016 Fortune Survey

WHY?The need for subscriber freedom is breaking

everything behind the scenes

CRM ERPquote order fulfill invoice collect recognize

THIS IS YOUR IT ARCHITECTURE TODAY

CRM, ERP + siloed & linear quote-to-cash

AND YOU HAVE LOTS OF THESE SYSTEMSThe silos just multiply

quote fulfill invoice collect recognizeorder

Real World IT Architecture #1

Siebel On

Demand

Oracle 11.5.10

Pricing

Engine

Oracle

CompBuySafe

Product

Consoles

EBS OM / BI

Sabrix

Hyperion

Partner Portal

Streamserve

Oracle 11.5.9

JD Edwards

SFDC Oracle

Oracle EBS 11.5

SOFTRASH

Oracle

WFM BASIC

GRP BASIC

CMS BASIC

SFDC #2 BASIC

ISL BASIC

Various BASIC

Oracle EBS 11.5

SOFTRASH

WFM BASIC

GRP BASIC

CMS BASIC

SFDC #2 BASIC

ISL BASIC

Various BASIC

Oracle EBS 11.5

SOFTRASH

Product #1

Product #2

Product #3

Product #4

Product #5

RPM CORE

Various

IQ Various

DJ Various

Various

Oracle EBS 11.5

SOFTRASH

Oracle R12SFDC

Real World IT Architecture #2

Direct Contact

IN THE OLD, STATIC, PRODUCT-WORLDTHIS WORKED FINE

But the world of

subscriber freedom

is a dynamic one

quote order

provisionrecognize

collectinvoice

resume

suspen

downgrad

subscribe

upgrade

subscriber

What happens with linear order-to-

cash in this new world of subscriber

freedom?

PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system

quote fulfill invoice collectrecogniz

eorder

WHEN YOU WANT TO CHANGE YOUR PRICING, YOU ARE STUCK

Hacks and customizations at every step in the process

CRM ERPquote fulfill invoice collect recognizeorder

PROBLEM 2: YOUR SUBSCRIBER EXPERIENCE

Orders are different than they used to be

CUSTOMERS IN THE PRODUCT WORLD

widget

please

widgets

please

Fix animation

BUT TODAY, SUBSCRIBERS WILL DO WHAT THEY WANT, WHEN THEY WANT IT

I’d like

to renew I’m going

vacation

I just

landed

France

I’d like

switch

I’d like to

cancel at

the end of

the month

I’m going

vacation

I’d like to

add my

kid to the

Switch me

from 3x per

week to 2x

per week

WHEN YOU WANT TO CHANGE YOUR SUBSCRIBERS’ EXPERIENCE, YOU ARE

Forcing you to recode each system to handle a never-ending wave of customer events

PROBLEM 3: SUBSCRIBER & FINANCIAL DATA

The words “subscriber” and “recurring” are like a foreign language

WHEN IT COMES TO REPORTING DATA & METRICS, YOU ARE STUCK

Trying to piece together data like puzzle pieces from different puzzles

So, what happens when linear

order-to-cash meets a dynamic

subscription world?

INEFFICIENT OPERATIONSTERRIBLE CUSTOMER EXPERIENCEUNNECESSARY OVERHEADINCREASED COMPLIANCE RISKSTALLED INNOVATIONSTUNTED GROWTHVULNERABLE TO DISRUPTIONYOUR BUSINESS IS STUCK

72 percent of Fortune 500 companies

feel the single greatest challenge limiting

their growth is their technology

- 2016 Fortune Survey

TO DELIVER SUBSCRIBER

FREEDOM

YOU NEED BUSINESS FREEDOM

BUSINESS FREEDOM Is the #1 need of all subscription companies

BUSINESS FREEDOM IS WHAT

ZUORA DELIVERS

platform | products | ecosystem

JUST IMAGINE…A CENTRAL PLACE TO CHANGE

& MANAGE PRICING

A SINGLE SOURCE OF TRUTH TO

VIEW SUBSCRIBER & BUSINESS

IN REAL-TIME

A CENTRAL PLACE THAT CAN

RESPOND TO ANY

SUBSCRIBER EVENT

A CENTRAL PLACE TO HELP YOU

FLEX & SCALE

A CENTRAL PLACE WHERE YOU CAN

ITERATE AT THE DROP OF A HAT

ZUORA CENTRAL A platform for business freedom

The center of a new dynamic IT architecture

ERPCRM

The world’s first platform built for orchestrating

dynamic order-to-cash

A LEADING PORTFOLIO OF SUBSCRIPTION MANAGEMENT APPLICATIONS

Specifically designed for dynamic subscription businesses

Recognized as the best recurring billing solution

Proration & Calculations | Hierarchical Billing | Real-Time Tax

High-Volume Invoicing | Flexible & Branded Invoice Templates

The only CPQ solution purpose-built for subscriptions

Subscription Lifecycle Quoting | Guided Selling

Product & Pricing Rules Engine | Ramp Deals & Flexible Configuration

Advanced collections for a recurring revenue business

Intelligent Payment Retry | Collections Workflow

Disputes Workflow | Collections Window

#1 Revenue Management Solution for ASC 606 & IFRS 15

Revenue & Deferred Revenue Management | Revenue Contract Grouping

Standalone Selling Price Calculator | Variable Consideration Analyzer

The best way to turn subscription data into board-level KPIs

Subscription KPI Dashboard | Subscription Metrics Analyzer

Dynamic Customer Segments | Predictive Scores

A LEADING PORTFOLIO OF SUBSCRIPTION MANAGEMENT APPLICATIONS

All built on the Zuora Central platform

ZUORA CONNECT APP MARKETPLACEA thriving partner ecosystem and 100+ apps that extend

Zuora to meet your unique industry needs

Configurable Lockbox | Promo Codes | Price Books | Tax

Connectors

GL Interface | Developer Tools | Apple & Amazon App Store Sync

THIS IS HOW WE DELIVER

BUSINESS FREEDOM

Central

Platform

A Portfolio of

Saas Products

Zuora Connect

App Marketplace

BUSINESS FREEDOMplatform | products | ecosystem

TODAY’S TAKEAWAYS

WE LIVE IN A NEW WORLD OF

SUBSCRIBER FREEDOM

GROWTH IN THE FUTURE WILL ONLY

COME FROM SUBSCRIPTIONS

THIS CHANGES EVERYTING

TO DELIVERSUBSCRIBER

FREEDOM

BUSINESSESNEED

FREEDOM TOO

CRM ERPquote order fulfill invoice collect recognize

THE OLD SYSTEMS WON’T WORK IN THE NEW WORLD

Central

Platform

A Portfolio of

Saas Products

Zuora Connect

App Marketplace

WE DELIVER A COMPLETE SOLUTION

THIS IS OUR COMITTMENT TO YOU#businessfreedom

ENJOY THE CONFERENCE!#subscribed17

subscribed nyc 2017: opening keynote

Technology

subscribed world tour keynote: london, 2015

subscribed 2017: opening keynote

subscribed 2013 sydney keynote

subscribed world tour: paris keynote 2015

progressive f# tutorials nyc don syme on keynote f# in the...

subscribed 2015: ceo's keynote

subscribed nyc 2017: aligning pricing and revenue – two...

sydney subscribed 2016: keynote

userconf nyc welcome & keynote - the (coming) golden era of...

subscribed 2016: monetizing subscription services

keynote speech (2) - barry yeoman - nyc stutters...

subscribed sydney 2017: product keynote

subscribed 2016: 100 years young

subscribed 2015: architecture, security, scalability

subscribed sydney: ceo's keynote

subscribed uk: ceo's keynote

subscribed 2013 san francisco: ceo's keynote

zornes keynote #1 mastering the fundamentals 'master data...

subscribed nyc 2017: monetizing subscription services

omega -...