subscribed sydney 2017: product keynote

2017 Product Keynote

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

What does this mean for you?

Here’s what we’ll show

you today

SUBSCRIPTION ORDERS ENGINE

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 OrderDifferent Actions

Date

Subscribe … Jan 1–Dec

31

Upgrade … May 1–Dec

31

Suspend … Aug 15–Oct

1

Monthly Recurring Revenue

Total Contract Billing

Subscription OrderDifferent 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 OrderDifferent 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

customcustom

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

customcustom

custom

Multi-Channel

Subscription Order Management

WebsiteSales

RepsMobile 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

COLLECT

COLLECTIONS

PAINFUL

SUBSCRIPTIONS

14xmore invoices

HOURLY

DAILY

WEEKLY

BI-WEEKLY

MONTHLY

QUARTERLY

ANNUALLY

SEMI-ANNUALLY

EVERY 5 WEEKS

1ST OF MONTH

15th OF MONTH

22+payment

methods

CREDIT CARD

DEBIT CARD

PAYPAL

SEPA

WIRE TRANSFER

CHECK

APPLE PAY

GOOGLE PAY

GIFT CARDS

DIRECT DEBIT

BITCOIN

ACCOUNT CLOSE

ADDRESS MATCH

AMOUNT ERROR

APPROVAL

CANCELLATION

NUMBER ERROR

NOT SUPPORTED

CVV2 MISMATCH

DISPUTE

DATE ERROR

DECLINE

100+reasons for

failure

SUSPEND ACCT

CANCEL ACCT

LIMIT SERVICE

SEND SMS

SEND EMAIL

CALL CUSTOMER

DEPROVISION

RETRY CARD

SWITCH METHOD

COLLECTIONS

RETRY GATEWAY

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

INSIGHTS

PRODUCT

METRICS

SUBSCRIPTION

METRICS

Accounts

Receivables

Cash

Revenue

Deferred Revenue

Monthly Recurring

Revenue

Churn Rate

Net Retention

Average Revenue Per

User

Lifetime Value

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

REVPRO

“Public companies—including Amazon.com

Inc. and Microsoft Corp.—are gearing up for the

most historic accounting

changes …in decades.”

-Bloomberg BNA

“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

recurring discounts. Mid-term Contract Changes.

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

UpgradeDowngrad

eRenew

Cancel

How do you handle

sales commissions?

Free to pursue

any sales strategy

Commissions over time

Align commissions to

contractTreat 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

BUSINESS FREEDOM

ZUORA CENTRAL

A platform for business freedom.

The new hub for Subscription Order-to-Cash

2017 Product Keynote