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

TRUPANION

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

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

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

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







CRM


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








CRM


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








CRM


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

ERP








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


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


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


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?

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

CLOSE OF SHOW

subscribed 2017: opening keynote

Technology