Quote-to-Subscription: Evolving Beyond Traditional CPQ (Subscribed13)
Transcript of Quote-to-Subscription: Evolving Beyond Traditional CPQ (Subscribed13)
Are you in Demand? Quote to Cash & Retention
André Pimentel Head of Operations
Matt Baker Manager of Business
Applications
&
The Nine Keys to Subscription Success
$
PRICE ACQUIRE BILL COLLECT
NURTURE ACCOUNT MEASURE ITERATE SCALE
Agenda
• Demandforce Product
• Demandforce Goals
• Quote to Cash in Salesforce with Zuora
• Customer Retention Process
• Questions & Answers
Demandforce automatically sends your data and reviews to top sites which helps you look more appealing to new clients searching online.
Get Noticed Online
Goals Demandforce
1. Acquire new customers.
2. Provide an awesome customer experience.
3. Retain existing customers.
1. Acquire new customers.
2. Provide an awesome customer experience.
3. Retain existing customers.
Q2C Zuora & Salesforce Requirements: • Quote and close customers within 3 minutes.
• Close deals without a Deal Desk.
• Discounting with approval tiers.
Q2C Zuora & Salesforce Quote and close customers within 3 minutes.
Quote Select Contacts Select Rate Plan Send/Sign Contract
Account/Subscription Created in Zuora
Q2C Zuora & Salesforce Requirements: ü Quote and close customers within 3 minutes.
• Close deals without a Deal Desk.
• Discounting with approval tiers.
Q2C Zuora & Salesforce Close deals without a Deal Desk.
• Offer standard discounts for Account Executives.
• Restrict price changes.
• Automate Subscription creation.
DEMO
Q2C Zuora & Salesforce Requirements: ü Quote and close customers within 3 minutes.
ü Close deals without a Deal Desk.
• Discounting with approval tiers.
Q2C Zuora & Salesforce Discounting with approval tiers:
• Regional Manager approvals and National Manager approvals.
• Approval types based on Zuora products.
Retention Zuora & Salesforce Requirements: • Automated management of cancelation requests.
• Retention Team works to assist and retain customer post request.
• Accurate & granular retention reporting for FP&A.
Retention Zuora & Salesforce Automated management of cancelations.
Cancel Request Enter Requested Date Amendment created in Zuora
Opportunity to Save created
Retention Zuora & Salesforce Requirements: ü Automated management of cancelation requests.
ü Retention Team works to assist and retain customer post request.
• Accurate & granular retention reporting for FP&A.
Retention Zuora & Salesforce Top 5 FP&A Reports: 5. Reporting on all Active Subscriptions & measuring new
bookings and Subscription additions over time. 4. Reporting on periodic cancellation activities over time. 3. Trending POS discounts given to new subscriptions over
time. 2. Trending cumulative billable retention over time and
retention by cohort. 1. Reporting on saved accounts and save bookings.
Retention Zuora & Salesforce Requirements: ü Automated management of cancelation requests.
ü Retention Team works to assist and retain customer post request.
ü Accurate & granular retention reporting for FP&A.