subscribed melbourne 2017: product keynote
TRANSCRIPT
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2017 Product Keynote
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We are architecting the future of
enterprise software in the post-ERP
world
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ERP CANNOT KEEP UP
WITH:Dynamic business
modelsDynamic Subscriber
relationshipsDynamic markets
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For the past 10 years, our focus was to build the best billing solution
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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
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Maintaining a cohesive order-to-
cash architecture in this world has
been
driving all of us crazy
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We realized, there was a
bigger problem to solve
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A CENTRAL HUB
TO ORCHESTRATE
ORDER-TO-CASH
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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}
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SUBSCRIPTION ORDERS ENGINE
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ZUORA CENTRAL
A platform for business freedom.
The new hub for Subscription Order-to-Cash
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• Enterprise platform infrastructure
• Designed around the Subscriber
• 6 Mission-critical engines for
subscription businesses
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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
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SUBSCRIPTION ORDERS ENGINE
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Orders today are different
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Product Order
Date: Jan 1, 2017
Buy Product #1
Buy Product #2
Buy Product #3
TOTAL $
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Subscription Order
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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22+payment
methods
CREDIT CARD
DEBIT CARD
PAYPAL
SEPA
WIRE TRANSFER
CHECK
APPLE PAY
GOOGLE PAY
GIFT CARDS
DIRECT DEBIT
BITCOIN
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ACCOUNT CLOSE
ADDRESS MATCH
AMOUNT ERROR
APPROVAL
CANCELLATION
NUMBER ERROR
NOT SUPPORTED
CVV2 MISMATCH
DISPUTE
DATE ERROR
DECLINE
100+reasons for
failure
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SUSPEND ACCT
CANCEL ACCT
LIMIT SERVICE
SEND SMS
SEND EMAIL
CALL CUSTOMER
DEPROVISION
RETRY CARD
SWITCH METHOD
COLLECTIONS
RETRY GATEWAY
1K+ways to
respond
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We need a new way to do
collections in this era
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INTRODUCING
COLLECT
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Freedom to unlock your time
and resources from inefficient
collections
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BUT WAIT, THERE’S MORE
DISPUTES WEB PORTAL LOCKBOX
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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
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COLLECT
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INSIGHTS
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PRODUCT
METRICS
SUBSCRIPTION
METRICS
Accounts
Receivables
Cash
Revenue
Deferred Revenue
Monthly Recurring
Revenue
Churn Rate
Net Retention
Average Revenue Per
User
Lifetime Value
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Freedom to make strategic business decisions with
confidence
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INSIGHTS
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+ PREDICTIVE SCORES
INSIGHTS
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ENGAGEMENT & CHURN SCORES
Analyzes account actions and usage data to
predict renewals, upsells, down-sells and churn
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REVPRO
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“Public companies—including Amazon.com
Inc. and Microsoft Corp.—are gearing up for the
most historic accounting
changes …in decades.”
-Bloomberg BNA
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“Hopefully, fear is what you’re feeling
now.”
-Josh Paul, Director of Accounting, Alphabet
Inc.
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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.
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INTRODUCING
REVPRO
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Free to pursue any business
strategy without the burden
of compliance
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REVPRO
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3-Year Ramp Deal
Built-In Discounts
One-Time Fee
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How do you handle different
monetization models?
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Pricing model
Billing model
Discount model
RevPro lets
you
monetize
any
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How do you handle different
customer events?
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Completed
trainingPaused my
subscriptionStarted the monthly
plan
Configure
RevPro for any
event
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How do you handle
mid-term changes?
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Define RevPro
rules for any
change
UpgradeDowngrad
eRenew
Cancel
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How do you handle
sales commissions?
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Free to pursue
any sales strategy
Commissions over time
Align commissions to
contractTreat commissions
standalone
Define commissions accruals
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How do you integrate to
General Ledgers ?
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RevPro
integrates to
popular
General Ledgers
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Any
Monetizatio
n Model
Any
Customer
Event
Any
Contract
Change
Any
Sales
Strategy
Any
General
Ledger
REVPRO
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BUSINESS FREEDOM
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ZUORA CENTRAL
A platform for business freedom.
The new hub for Subscription Order-to-Cash
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2017 Product Keynote