Download - Subscribed 2017: Opening Keynote
WELCOME TO SUBSCRIBED
2017!
THANK YOU TO OUR SPONSORS!
DIAMOND PLATINUM
GOLD
HOW MANY RETURNING?
ANOTHER GREAT YEAR FOR
THE SUBSCRIBED
COMMUNITY
THIS COMMUNITY
IS THRIVING
FIRST USER SUMMIT
500 Strong!
ALREADY ROCKS!
22,000
Discussion Forums
92,000
New Ideas
YEAR 1
Customer Award Winners!
Innovator CLEARDigital
TransformerDow
Jones
SupergrowerAppFolio TransformerFord
Thank you! Jacob Feisley
Zuora Super User
aka “Feisley”
YOU MANAGE
OVER 70 MILLION SUBSCRIBERS
and growing …
PRODUCT INNOVATION
100 PRODUCT RELEASES
100 CONNECT APPS
INVOICE VOLUME
OVER $5B A QUARTER
2 BILLION APIs
PER MONTH
28,000
ACCOUNTING PERIODS CLOSED
5.5 BILLION
DATA POINTS INGESTED
THE POWER OF ZUORA + LEEYOOur recent acquisition
800 Employees 1000+ CustomersOperating in 18+
countries
WORLDWIDE EXPANSION
+35% of Customers Outside the US
Welcome Veteran and New Analysts1st Industry Analyst Summit
Recognition
Company of the Year
15 Companies to watch in 2017
Best UK Customer ServiceTeam
Recognition
Alvina Antar
2016 CIO of the Year
SV Business Journal
2017 Tech Diversity
Top 50 CIOs
Jennifer Pileggi
2017
Legal Momentum
Women of
Distinction
Marlene Summers
SF Business Journal,
2017 Women of Influence
Jagan Reddy
2017 E&Y
Entrepreneur
of the Year, Finalist
Tien Tzuo
2016 E&Y
Entrepreneur
of the Year
2017 SV Power Exec
Pritesh Parekh
SC Magazine
2016 Best Security Team
New Board Members
Ken Goldman
CFO Yahoo!, Seibel, Fortinet
Magdalena Yesil
1st Investor in Salesforce
Founder, Broadway Angels
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
year?
Remember….Being stuck in a 4 year lease?
Remember…Trying not to miss your favorite TV
show?
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
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
FENDER
GITHUB
WSJ
SEATTLE TIMES
BOSTON GLOBE
THE STREET
SNCF
GOPRO
TRUPANION
FEDEX
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
3 STORIES OF DELIVERING
SUBSCRIBER FREEDOM
CATERPILLAR
GE
The Third Internet Generation
Consumer Internet Enterprise Internet
#IndustrialInternet
The Third Internet Generation
Consumer Internet Industrial InternetEnterprise Internet
#IndustrialInternet
Digital + Industrial
Industrial Internet no longer is a probability, but an inevitability…
#IndustrialInternet
GE for GE GE for Customers GE for World
Sharing the Digital Industrial Blueprint
Productivity Service Transformation Platform
BP
650+ connected wells
2-4% higher efficiency
Ras Gas
$2.5M outage savings
Port of LA
Digitize maritime shipping
$25M parts supplier savings
$200M outage productivity
$700M+ productivity savings
Schindler
200M data points collected / day
Lixil
66% decrease in scheduling time
Gerdau
600 connected assets; 11 plants
#IndustrialInternet
1MConnected elevators and escalators by 2020
Real Results, Real Outcomes
$200Mreduced unplanned
downtime
FieldVision
Reduce scheduling time by
66%
11 plants, 600 connected assets
connected wells
650+
maritime shipping
digitizing
$2.5Min outage savings
1,800+ engine fleet monitored
with GE solutions
$387B in electricity generation productivity
#IndustrialInternet
Showcase Compressor Demo
#IndustrialInternet
FORD
Director, Mobility and Consumer Experience
Jamie Allison
But…
Mobility
On-Demand
Mobility solutions on a
moments notice.
Me / We
Time
Time to relax, enjoy, and
connect with the things and
people I enjoy.
Hassle Free
Journey
Hassle-free fundamentals of
vehicle ownership
(& not owning).
HASSLE-FREE SUBSCRIPTIONS
YOU ARE CREATING A
BETTER WORLD
PRODUCTS > SERVICES > EXPERIENCES
>
INSIGHTS > OUTCOMES
THE POWER OF SUBSCRIBER FREEDOM
Netflix: 100M subsSpotify: 50M subs
Salesforce: $10B revenueStitchfix: $1B revenue
Blue Apron: $800M revenue
OUR VISION:
THE WORLD SUBSCRIBED
OUR MISSION:
ENABLE YOU TO DELIVER
SUBSCRIBER FREEDOM
WE BUILT THE WORLD’S LEADING
SUBSCRIPTION BILLING SOLUTION
BUT AUTOMATING BILLING
WAS NOT ENOUGH
AUTOMATING QUOTING
Enter: Zuora CPQ
AUTOMATING SUBSCRIPTION
METRICS & ANALYTICS
Enter: Zuora Insights
EXTENDING HOW YOU USE ZUORAApps, integrations & extensions
Enter: Connect App Marketplace
AUTOMATING BILLING, QUOTING,
ANALYTICS, EXTENSIONSStill not enough…
AUTOMATING COLLECTIONS
Announcing: Zuora Collect!
AUTOMATING
REVENUE RECOGNITION
ASC 606
IFRS 15
Dec 15, 2017
ready or not
Announcing: Zuora RevPro!
“The ASC 606 CFO Survival Kit”
Today we offer the leading portfolio of automated subscription management applications
BILLING CPQ INSIGHTS COLLECT REVPRO CONNECT
STILL. NOT. ENOUGH.
WHICH BRINGS US TO OUR THIRD
PRODUCT ANNOUNCEMENT
Zuora collect Zuora Revpro ???
A SECRET PROJECTTwo years in the making
THE NEXT EVOLUTION OF ZUORA
THE FUTURE OF ENTERPRISE
SOFTWARE
WE REALIZED…
SUBSCRIBERS
EXPECT FREEDOM
BUT BUSINESSES
NEED FREEDOM, TOO
BUSINESS FREEDOM
To offer services with pricing
tailored to your subscribers
BUSINESS FREEDOM
To know & understand your subscribers in
real-time
BUSINESS FREEDOM
To see a true & accurate record of subscriptions as they change
over time
BUSINESS FREEDOM
To design a seamlesssubscriber 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?
CRM ERPquote order fulfill invoice collect recognize
THIS IS YOUR IT ARCHITECTURE TODAY
CRM, ERP + siloed & linear quote-to-cash
ERP
AND YOU HAVE LOTS OF THESE SYSTEMSThe silos just multiply
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
Real World IT Architecture #1
Siebel On
Demand
Oracle 11.5.10
Pricing
Engine
REP
Oracle
CompBuySafe
SFDC
BMI
Product
Consoles
EBS OM / BI
Leeyo
Sabrix
Hyperion
REP
Partner Portal
Streamserve
Streamserve
Mlabs
Oracle 11.5.9
JD Edwards
eFlex
eFlex
eFlex
SFDC Oracle
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
Oracle EBS 11.5
SOFTRASH
Oracle
WFM BASIC
GRP BASIC
GRP BASIC
CMS BASIC
SFDC #2 BASIC
CSIP
BASIC
BASIC
ISL BASIC
ISL BASIC
Various BASIC
Oracle EBS 11.5
SOFTRASH
WFM BASIC
GRP BASIC
GRP BASIC
CMS BASIC
SFDC #2 BASIC
CSIP
BASIC
BASIC
ISL BASIC
ISL BASIC
Various BASIC
Oracle EBS 11.5
SOFTRASH
Product #1
Product #2
Product #3
Product #4
Product #5
RPM CORE
Various
Various
CSIP
IQ Various
DJ Various
Various
Oracle EBS 11.5
SOFTRASH
Oracle R12SFDC
Real World IT Architecture #2
Direct Contact
CSIP
ISL
CQ360
ERP
IN THE OLD, STATIC PRODUCT WORLDTHIS WORKED FINE
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
But the world of
subscriber freedom
is a dynamic one
quote order
provisionrecognize
collectinvoice
resume
suspen
d
renew
downgrad
e
subscribe
upgrade
subscriber
What happens when linear order-to-
cash systems meet a new dynamic
world?
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collectrecogniz
eorder
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
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
CRM ERPquote fulfill invoice collect recognizeorder
CUSTOMERS IN THE PRODUCT WORLD
500
widget
s
pleas
e
300
widget
s
please
120
widgets
please
Fix animation
TODAY, SUBSCRIBERS WILL DO WHAT THEY WANT, WHEN THEY WANT IT
I’d like
to
renew
Is there a
discount
for
businesses
?
I just
landed
in
France
I’d like to
switch
plans
I’d like to
cancel at
the end of
the month
I’m going
on
vacation
I’d like to
add my
kid to the
plan
Switch me
from 3x per
week to 2x
per week
BUT TODAY, SUBSCRIBERS WILL DO WHAT THEY WANT, WHEN THEY WANT IT
CRM ERPquote fulfill invoice collect recognizeorder
I’d like
to renew I’m going
on
vacation
I just
landed
in
France
I’d like
to
switch
plans
I’d like to
cancel at
the end of
the month
I’m going
on
vacation
I’d like to
add my
kid to the
plan
Switch me
from 3x per
week to 2x
per week
`
WHEN YOU WANT TO CHANGE YOUR SUBSCRIBERS’ EXPERIENCE, YOU ARE
STUCK
Forcing you to recode each system to handle a never-ending wave of customer events
CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 3: SUBSCRIBER & FINANCIAL DATA
The words “subscriber” and “recurring” are like a foreign language
CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 3: SUBSCRIBER & FINANCIAL DATA
The words “subscriber” and “recurring” are like a foreign language
PROBLEM 3: SUBSCRIBER & FINANCIAL DATA
The words “subscriber” and “recurring” are like a foreign language
CRM ERPquote fulfill invoice collect recognizeorder
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?
72 percent of Fortune 500 companies
feel the single greatest challenge limiting
their growth is their technology
- 2016 Fortune Survey
YOUR BUSINESS
ISN’T FREE
TO DELIVER SUBSCRIBER
FREEDOM
YOU NEED BUSINESS FREEDOM
BUSINESS FREEDOM Is the #1 need of all subscription companies
YOU NEED FREEDOM TO GROWFREEDOM TO TRANSFORMFREEDOM TO EXPERIMENTFREEDOM TO FLEX & SCALEYOU NEED ALL OF YOUR SYSTEMS
TO WORK TOGETHER
A UNIFIED WAY
TO MANAGE
DYNAMIC SUBSCRIPTIONS
JUST IMAGINE
IMAGINEA central place to
change and manage pricing
IMAGINE
A central, single source of truth for all your customer & business data
IMAGINE
A central place to see a true
record of subscriptions as they change over
time
IMAGINEA central place
that can respond to any
subscriber event
IMAGINEA central place to
help you flex & scale
IMAGINE
A central place where you can
iterate at the drop of a hat
IMAGINE A HUBThat delivers business freedom
THIS IS WHAT WE’VE BEEN
WORKING ON
THIS IS THE PROJECT TWO YEARS
IN THE MAKING
THE NEXT PHASE OF OUR
STRATEGY
ANNOUNCING:
ZUORA CENTRAL
The new hub for order-to-cash in a dynamic subscription
world.
A platform for business freedom.
WELCOME TO ZUORA CENTRAL
quote order
provisionrecognize
invoicecollect
When it comes pricing &
packaging, you are now free
quote order
provisionrecognize
invoicecollect
quote order
provisionrecognize
invoicecollect
When it comes to your subscriber experience, you
are now free
When it comes to reporting &
metrics, you are now free
quote order
provisionrecognize
invoicecollect
THIS IS THE NEW ZUORA
One CentralPlatform
Plus SixZuora
Products
Connect ZuoraCentral to the third party apps of your
choice
PROS
PROVISIONING
REINVENT YOUR ENTIRE ARCHITECTURE
THE CENTRAL PLATFORM
GIVES YOUR BUSINESS FREEDOM
THE FREEDOM TO GROWFlex, scale, experiment, transform
TODAY’S TAKEAWAYS:
SUBSCRIPTIONS GIVE
SUBSCRIBERS FREEDOM
FREEDOM LEADS TO GROWTH
TO DELIVERSUBSCRIBER
FREEDOM
BUSINESSESNEED
FREEDOM TOO
CRM ERPquote order fulfill invoice collect recognize
THE OLD SYSTEMS WON’T WORK IN THE NEW WORLD
BUSINESS FREEDOM REQUIRES
A NEW ARCHITECTURE
THIS IS THE ARCHITECTURE THAT DELIVERS
BUSINESS FREEDOM
THIS IS OUR COMITTMENT TO YOU
#businessfreedom
ENJOY SUBSCRIBED 2017!
THANK YOU
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