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Join the Subscrip0on Economy The Nine Keys To Subscrip0on Success
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Timo Zuidgeest: Founder : PossibilIT BV Founder/Owner : Subscrip0on Factory BV Abonnementen: Gas/Water/Licht, Linda, Tina, Spo0fy, Guitar Tab, Hockey, Voetbal, Fuze Mee0ng, MailChimp, GSM Vodafone, NRC Next, HostNet, KPN, Skype
Join the Subscrip0on Economy The Nine Keys To Subscrip0on Success
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The Subscrip0on Economy is geRng bigger
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Increase recurring revenue based on the exis0ng customer base
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Business model change from transac0onal revenue towards subscrip0on revenue. Increase customer life 0me value plus offering customers more saas services
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The repea0ng good food consump0on/experience
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The repea0ng food delivery for pets
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Usage versus Ownership Model
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SoWware as as service Subscrip0on Based Service Models
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Facility Model
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So, more and more companies are star0ng up subscrip0on businesses or are in the process of transforming
exis0ng models
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But what are the challenges
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“What’s the best way to price & package services?”
“Should I offer monthly or annual billing periods”
“How do I reduce churn?”
“How should I compensa0e my sales people”
“How do I reduce the number of Failed payment transac0ons”
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A picture starts to emerge about ques0ons that need to
answered
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You are trying to Price Acquire Bill Collect Nurture Account Measure Iterate Scale
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Simple per-unit pricing
Infinite pricing options
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Pricing Models
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We live in a B2Any world
B2C B2B
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It sounds easy
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Billing
Gateways
fulfillment
provisioning
Immediate or delayed payment
Connect to CRM
Notify
Connect to accounting
Self service vs assisted flows
But it’s Harder Than It Seems
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Confidential and Proprietary Information. Do not distribute beyond intended audience.
Confused customers
Weeks to generate bills
Billing Errors
Lost Revenue
1
2
3
4
Every bill is an interaction with your customer
“But I signed up for the $100/month plan”
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Electronic payments Non-electronic payments
Credit Cards Debit Cards Wire transfers
Catch exceptions
Multiple card types Country specific
banking rules
Retries Card updaters
Manual Lockbox
Receive payment
Notify delinquents
Write off payment Reconcile Suspend service
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Valuable Relationships
The Secret: Give Customers Control of the
Relationship
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The 2nd Key Aquire is just the beginning. Nurturing customers is about:
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There’s no accounting for subscriptions Booking
Subscription
Billing
Cash
Revenue
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You used to track these metrics
Revenue $100 COGS (30) Gross Profit 70 Opera0ng Expenses S&M (20) G&A (10) R&D (20) Total Op Ex (50)
Net Income $20
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Now you track these metrics
ARR $100 Churn (10) Net ARR 90 COGS (20) G&A (10) R&D (20) Recurring Profit 40 Growth 40 Net New ARR 40 Ending ARR $130
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Metrics • TCV (Total Contract Value) • ACV (Average Contract Value) • MRR (Monthly Recurring Revenue) • ARR (Anual Recurring Revenue) • CHURN
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Pricing iteration is crucial to support growth
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We are wrapping everything around these 9 Keys
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