subscribed melbourne 2017: product keynote

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2017 Product Keynote

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Page 1: Subscribed Melbourne 2017: Product Keynote

2017 Product Keynote

Page 2: Subscribed Melbourne 2017: Product Keynote

We are architecting the future of

enterprise software in the post-ERP

world

Page 3: Subscribed Melbourne 2017: Product Keynote

ERP CANNOT KEEP UP

WITH:Dynamic business

modelsDynamic Subscriber

relationshipsDynamic markets

Page 4: Subscribed Melbourne 2017: Product Keynote

For the past 10 years, our focus was to build the best billing solution

Page 5: Subscribed Melbourne 2017: Product Keynote

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

Page 6: Subscribed Melbourne 2017: Product Keynote

Maintaining a cohesive order-to-

cash architecture in this world has

been

driving all of us crazy

Page 7: Subscribed Melbourne 2017: Product Keynote

We realized, there was a

bigger problem to solve

Page 8: Subscribed Melbourne 2017: Product Keynote

A CENTRAL HUB

TO ORCHESTRATE

ORDER-TO-CASH

Page 9: Subscribed Melbourne 2017: Product Keynote

But first, we needed two

breakthroughs

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Establishing a microservices architecture

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RATING

SERVICE

POST /usage

GET /usage/{id}

GET /usage/query

GET /ratedusages/account/{accountNumber}

GET/ratedusages/subscription/{subscriptionNu

mber}

GET /ratedusages/charge/{chargeNumber}

Page 12: Subscribed Melbourne 2017: Product Keynote

SUBSCRIPTION ORDERS ENGINE

Page 13: Subscribed Melbourne 2017: Product Keynote

ZUORA CENTRAL

A platform for business freedom.

The new hub for Subscription Order-to-Cash

Page 14: Subscribed Melbourne 2017: Product Keynote

• Enterprise platform infrastructure

• Designed around the Subscriber

• 6 Mission-critical engines for

subscription businesses

Page 15: Subscribed Melbourne 2017: Product Keynote

6 Engines Wrapped Around the Subscriber

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What does this mean for you?

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Here’s what we’ll show

you today

Page 23: Subscribed Melbourne 2017: Product Keynote

SUBSCRIPTION ORDERS ENGINE

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Orders today are different

Page 25: Subscribed Melbourne 2017: Product Keynote

Product Order

Date: Jan 1, 2017

Buy Product #1

Buy Product #2

Buy Product #3

TOTAL $

Page 26: Subscribed Melbourne 2017: Product Keynote

Subscription Order

Date

Subscribe … Jan 1–Dec

31

Upgrade … May 1–Dec

31

Suspend … Aug 15–Oct

1

Monthly Recurring Revenue

Total Contract Billing

Page 27: Subscribed Melbourne 2017: Product Keynote

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

Page 28: Subscribed Melbourne 2017: Product Keynote

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

Page 29: Subscribed Melbourne 2017: Product Keynote

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

Page 30: Subscribed Melbourne 2017: Product Keynote

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

Page 31: Subscribed Melbourne 2017: Product Keynote

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

Page 32: Subscribed Melbourne 2017: Product Keynote

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

Page 33: Subscribed Melbourne 2017: Product Keynote

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

Page 34: Subscribed Melbourne 2017: Product Keynote

Multi-Channel

Subscription Order Management

WebsiteSales

RepsMobile Partner

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CPQ

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The only CPQ solution

purpose-built for subscriptions

PRICING

MODELS

QUOTE

TYPES

SUBSCRIPTIO

N

METRICS

Page 37: Subscribed Melbourne 2017: Product Keynote

Freedom to quote for any deal

without breaking the back

office

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CPQ

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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

Page 40: Subscribed Melbourne 2017: Product Keynote

COLLECT

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COLLECTIONS

PAINFUL

SUBSCRIPTIONS

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14xmore invoices

HOURLY

DAILY

WEEKLY

BI-WEEKLY

MONTHLY

QUARTERLY

ANNUALLY

SEMI-ANNUALLY

EVERY 5 WEEKS

1ST OF MONTH

15th OF MONTH

Page 43: Subscribed Melbourne 2017: Product Keynote

22+payment

methods

CREDIT CARD

DEBIT CARD

PAYPAL

SEPA

WIRE TRANSFER

CHECK

APPLE PAY

GOOGLE PAY

GIFT CARDS

DIRECT DEBIT

BITCOIN

Page 44: Subscribed Melbourne 2017: Product Keynote

ACCOUNT CLOSE

ADDRESS MATCH

AMOUNT ERROR

APPROVAL

CANCELLATION

NUMBER ERROR

NOT SUPPORTED

CVV2 MISMATCH

DISPUTE

DATE ERROR

DECLINE

100+reasons for

failure

Page 45: Subscribed Melbourne 2017: Product Keynote

SUSPEND ACCT

CANCEL ACCT

LIMIT SERVICE

SEND SMS

SEND EMAIL

CALL CUSTOMER

DEPROVISION

RETRY CARD

SWITCH METHOD

COLLECTIONS

RETRY GATEWAY

1K+ways to

respond

Page 46: Subscribed Melbourne 2017: Product Keynote

We need a new way to do

collections in this era

Page 47: Subscribed Melbourne 2017: Product Keynote

INTRODUCING

COLLECT

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Freedom to unlock your time

and resources from inefficient

collections

Page 49: Subscribed Melbourne 2017: Product Keynote

BUT WAIT, THERE’S MORE

DISPUTES WEB PORTAL LOCKBOX

Page 50: Subscribed Melbourne 2017: Product Keynote

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

Page 51: Subscribed Melbourne 2017: Product Keynote

COLLECT

Page 52: Subscribed Melbourne 2017: Product Keynote

INSIGHTS

Page 53: Subscribed Melbourne 2017: Product Keynote
Page 54: Subscribed Melbourne 2017: Product Keynote

PRODUCT

METRICS

SUBSCRIPTION

METRICS

Accounts

Receivables

Cash

Revenue

Deferred Revenue

Monthly Recurring

Revenue

Churn Rate

Net Retention

Average Revenue Per

User

Lifetime Value

Page 55: Subscribed Melbourne 2017: Product Keynote

Freedom to make strategic business decisions with

confidence

Page 56: Subscribed Melbourne 2017: Product Keynote

INSIGHTS

Page 57: Subscribed Melbourne 2017: Product Keynote

+ PREDICTIVE SCORES

INSIGHTS

Page 58: Subscribed Melbourne 2017: Product Keynote

ENGAGEMENT & CHURN SCORES

Analyzes account actions and usage data to

predict renewals, upsells, down-sells and churn

Page 59: Subscribed Melbourne 2017: Product Keynote

REVPRO

Page 60: Subscribed Melbourne 2017: Product Keynote

“Public companies—including Amazon.com

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

most historic accounting

changes …in decades.”

-Bloomberg BNA

Page 61: Subscribed Melbourne 2017: Product Keynote

“Hopefully, fear is what you’re feeling

now.”

-Josh Paul, Director of Accounting, Alphabet

Inc.

Page 62: Subscribed Melbourne 2017: Product Keynote

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.

Page 63: Subscribed Melbourne 2017: Product Keynote

INTRODUCING

REVPRO

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Free to pursue any business

strategy without the burden

of compliance

Page 65: Subscribed Melbourne 2017: Product Keynote

REVPRO

Page 66: Subscribed Melbourne 2017: Product Keynote

3-Year Ramp Deal

Built-In Discounts

One-Time Fee

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How do you handle different

monetization models?

Page 73: Subscribed Melbourne 2017: Product Keynote
Page 74: Subscribed Melbourne 2017: Product Keynote
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Pricing model

Billing model

Discount model

RevPro lets

you

monetize

any

Page 77: Subscribed Melbourne 2017: Product Keynote

How do you handle different

customer events?

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Page 81: Subscribed Melbourne 2017: Product Keynote

Completed

trainingPaused my

subscriptionStarted the monthly

plan

Configure

RevPro for any

event

Page 82: Subscribed Melbourne 2017: Product Keynote

How do you handle

mid-term changes?

Page 83: Subscribed Melbourne 2017: Product Keynote
Page 84: Subscribed Melbourne 2017: Product Keynote

Define RevPro

rules for any

change

UpgradeDowngrad

eRenew

Cancel

Page 85: Subscribed Melbourne 2017: Product Keynote

How do you handle

sales commissions?

Page 86: Subscribed Melbourne 2017: Product Keynote

Free to pursue

any sales strategy

Commissions over time

Align commissions to

contractTreat commissions

standalone

Define commissions accruals

Page 87: Subscribed Melbourne 2017: Product Keynote

How do you integrate to

General Ledgers ?

Page 88: Subscribed Melbourne 2017: Product Keynote

RevPro

integrates to

popular

General Ledgers

Page 89: Subscribed Melbourne 2017: Product Keynote

Any

Monetizatio

n Model

Any

Customer

Event

Any

Contract

Change

Any

Sales

Strategy

Any

General

Ledger

REVPRO

Page 90: Subscribed Melbourne 2017: Product Keynote

BUSINESS FREEDOM

Page 91: Subscribed Melbourne 2017: Product Keynote

ZUORA CENTRAL

A platform for business freedom.

The new hub for Subscription Order-to-Cash

Page 92: Subscribed Melbourne 2017: Product Keynote

2017 Product Keynote