Zuora Z-Tour in Seattle
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Transcript of Zuora Z-Tour in Seattle
Slide 1 − Zuora Confidential, not for distribution beyond intended recipient
Introducing Zuora The First Subscription Billing & Payment Solution For Cloud Computing
June 2009
Slide 2 − Zuora Confidential, not for distribution beyond intended recipient
One Year Ago: Business Model Disruptors Emerge
Slide 3 − Zuora Confidential, not for distribution beyond intended recipient
Subscription Businesses NeedRobust Pricing & Packaging
Example: Example:
Slide 4 − Zuora Confidential, not for distribution beyond intended recipient
The Order-to-Cash Process for Subscriptions is Complex
Order-to-Cash in a Subscription BusinessOrder-to-Cash in a Subscription Business
Customer
Purchases 100 UsersEnterprise EditionJanuary 15, 2008
Initial Order Change Order #1
Add 25 UsersEnterprise EditionMarch 25, 2008
Change Order #2
Add New ProductStorageMarch 25, 2008
Change Order #3
Add More StorageStorageMay 11, 2008
Slide 5 − Zuora Confidential, not for distribution beyond intended recipient
Complex Pricing & Packaging
Need Click to Subscribe to Collect Cash Faster
Need for Flexible Payment Options
Manual Billing & Invoicing
Managing Multiple Orders & Change Requests
Getting Visibility to Key Metrics
Billing is critical to Subscription Businesses
Slide 6 − Zuora Confidential, not for distribution beyond intended recipient
Disruptors had to build their own billing systems
Slide 7 − Zuora Confidential, not for distribution beyond intended recipient
A Different System is Needed
All Designed for a Manufacturing, Product-Centric World
Slide 8 − Zuora Confidential, not for distribution beyond intended recipient
The World is Moving to
Subscriptions!
The World is Moving to
Subscriptions!
Subscription Businesses Should not have to Build
Their Own Systems!
Subscription Businesses Should not have to Build
Their Own Systems!
Slide 9 − Zuora Confidential, not for distribution beyond intended recipient
Our Vision: Subscriptions Made Easy
WebOrders
Direct Orders
Channel Orders Credit Cards
Invoices
ACHPricing
Packaging
Promotions
Customers Partners Developers
Slide 10 − Zuora Confidential, not for distribution beyond intended recipient
Introducing Zuora: The Leader in Cloud Commerce
Fastest-growing On-Demand Subscription and Billing Payment Service; 100+ customers since May 2008
Led by veteran executives from Salesforce and WebEx and ADP
Funded by Benchmark Capital, Shasta Ventures, Tenaya Capital & Marc Benioff
Board Member Scott Thompson, President of PayPal; Advisors from eBay, Cisco, Accenture
Slide 11 − Zuora Confidential, not for distribution beyond intended recipient
11
Integrated Payment Solution for Subscriptions
Secure Transaction Processing
Integrates to your Bank Account
Supports credit cards, debit cards, ACH, and PayPal
Exceptions, Dunning & Collections
International Payment Methods
On-Demand Billing & Subscription Management
Product Catalog for Pricing and Packaging
Customers, Subscriptions & Amendments
Automated Billing & Invoicing
Reports and Metrics
Sync and Quoting Tools 100%Native force.com
Generate sales quotes and create orders in Z-Billing
Synchronization of invoices, payments, & subscriptions
360 degree visibility to sales reps and customer service
A Complete Suite for the Subscription Economy
Launched with Launched with
Slide 12 − Zuora Confidential, not for distribution beyond intended recipient
One Year Later: A World of Subscription Services
Water-as-a-Service Electric car-as-a-
Service Socks-as-a
service
Google-as-a-Service
Everything-as-service
Vitamins-as-a-Service Textbooks-as-a-Service
Produce-as-a-Service
Luxury bags-as-a-Service
Slide 13 − Zuora Confidential, not for distribution beyond intended recipient
“Starbucks Gold. Customers asked for it, Starbucks delivered.”November 2008
United announces Elite membershipFebruary 2006
GM offers OnStar to other automakers February 2009
One Year Later:Traditional businesses are embracing Subscriptions
Slide 14 − Zuora Confidential, not for distribution beyond intended recipient
One Year Later:Cloud Computing Moving IT industry to Subscriptions
“IBM's Open Cloud Manifesto”
InfoWorld, April 2009
“EMC Unveils Cloud-Computing Division”
The Street, November 2008
Larry Ellison says cloud is a fad…but then announces Cloud Computing Strategy
WSJ, March 2009
“Microsoft Unveils Cloud Strategy Called Azure”
NY Times, October 2008
“Adobe Erects Photoshop on the Cloud”
Websphere Journal, June 2008
“HP's Cloud Assure Looks to Compete Against
Google, Amazon, Sun”eWeek, March 2009
“Symantec Launches Cloud Storage for
Consumers”ComputerWorld, March
2009
“Sun Microsystems turns to Cloud Computing”
Bizjournals.com, March 2009
Slide 15 − Zuora Confidential, not for distribution beyond intended recipient
Our CustomersOur Customers
One Year Later: 100 Customers
Slide 16 − Zuora Confidential, not for distribution beyond intended recipient
Sun’s cloud computing initiative chooses Zuora
Business Challenge
Solution
Sun needed a robust cloud commerce platform to support the launch of their cloud computing initiatives
Chief among Sun’s requirements was speed to market
Solution that enabled usage-based charge models to monetize their cloud offerings
Integration to an international sales tax management solution was imperative
Zuora provided a feature-rich cloud commerce solution to meet their enterprise requirements within an aggressive launch schedule
Thanks to Z-Billing's usage-based billing option, Sun will charge users of their cloud computing service on consumption
Integrating Salesforce CRM to enable sales quoting and is taking advantage of Z-Billing 2.0’s new tax module, integrating with Sabrix for tax management.
Slide 17 − Zuora Confidential, not for distribution beyond intended recipient
What can Zuora Do For You?
“Help you get to the right metrics like MRR, renewals, DSO and churn to make the right business decisions.”
“Help you lower costs, reduce billing errors & manual
processes – without adding headcount.”
Revenue Growth
Operational Efficiency
Metrics
“Help you launch new products and pricing, grow top line revenue
& respond to competition.”
Slide 18 − Zuora Confidential, not for distribution beyond intended recipient
Empower Revenue Growth
Up Sell, Cross Sell and Manage Renewals
Launch Products to Market Faster
Optimize Pricing & Packaging
Automate Direct & Web Orders
Slide 19 − Zuora Confidential, not for distribution beyond intended recipient
Lower Costs and Drive Operational Efficiency
Eliminate Manual Processes
Initiate Web Orders
Automate Invoice & Payment Operations
Grow Your Business Without Adding Incremental Headcount!
ManageSelf Service
Automate Sales Quoting to Create Orders
Slide 20 − Zuora Confidential, not for distribution beyond intended recipient
Key Metrics to Make the Right Business Decisions
• Bookings
• Billings
• Payments
• Revenue
• MRR
• ACV
• TCV
• Seats
• Renewals by $
• Renewals by #
• Churn
Slide 21 − Zuora Confidential, not for distribution beyond intended recipient
A Single Platform for Managing Your Operational Infrastructure
AR
GL
Subscription &Amendments
A/R PostMonthly InvoicesCC Transactions
Payments/Credits
PRODUCT CATALOG
SUBSCRIPTIONS & AMENDMENTS
BILLING & PAYMENT OPERATIONS
OPERATIONAL & FINANCIAL METRICS
Direct Sales Orders
AccountsSubscriptionProductsInvoices/Payments
Metering /Usage Data
Provisioning
Your Service
Charges
Payments
Web Orders
Self Service
Slide 22 − Zuora Confidential, not for distribution beyond intended recipient
Implementation: Configure, Deploy and Run Billing Operations In Weeks
Orders &Subscriptions
Billing & Invoicing
Payments& Credits
No Coding 100% Configuration Implementation in 2 - 4 Weeks
GoLive
ProductCatalog
* Excluding data migration & external integration
Week 1 Week 2 Week 3 Week 4
Slide 23 − Zuora Confidential, not for distribution beyond intended recipient
Immediate ROI Delivered with Z-Billing
ROI
TIME
Value to C
ustomer
8 ROI CONSIDERATIONS
90 Days
Breakeven to Positive ROI within 30-60 days
60 Days
LAUNCH NEW PRODUCT
GAIN MARKET SHARE W/ NEW PRICING
INITIATE WEB ORDERS
IMPROVE CROSS-SELL & UP-SELL
REDUCE CUSTOMER CHURN
ELIMINATE MANUAL PROCESSES
REDUCE BILLING & PAYMENT ERRORS
REDUCE HEADCOUNT
30 Days
Slide 24 − Zuora Confidential, not for distribution beyond intended recipient
Build vs. Buy?
Subscribe = Lower Risk & CostBuild = Over Investment
Slide 25 − Zuora Confidential, not for distribution beyond intended recipient 2525
About TalentSpring
Mike Hayes, VP Sales
• Unique Candidate Sourcing Solution
• Talent Spring is a start-up, utilizing semantic search technology built uniquely for the recruiting industry
• We help all your recruiters become Top Notch Candidate Sourcers
• Use information gleamed from Searching multiple sources
• Per seat license/SaaS solution
Slide 26 − Zuora Confidential, not for distribution beyond intended recipient 2626
Business Challenge
Solution
Result
With limited resources, company wants to focus all efforts on product development around candidate sourcing not company infrastructure
Needed the ability to build all business processes quickly and seamlessly through Salesforce
Needed a product that could provide both offline (first) and then on-line quoting and billing system and that would integrate with Quick books
Z-Billing is used to provide all rate-plans associated with product options
Z-Billing is used to produce all customer quotes, Salesforce is used to manage approvals once a quote is accepted by client
Z-Payment is used to process credit card information / Quickbooks integration assures deals are connected into TalentSpring’s accounting system
TalentSpring has been able to build, test, quote, close, collect cash and invoice through Zoura’s integration with Salesforce.com. First few deals processed in May.
Clients have the opinion that TalentSpring has more substance and capability than a company of our size and resources would imply
No additional resources were required, all implementation and all testing was completed by VP Sales
Zuora minimized resources required to deploy SaaS solution
Slide 27 − Zuora Confidential, not for distribution beyond intended recipient
Thank You!