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Building a Better Business (Drillboard)
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Building a Better Business “How I turned my passion for football into a successful SaaS business” Tim Gentles CEO
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Transcript of Building a Better Business (Drillboard)
Building a Better Business “How I turned my passion for football into a successful SaaS business”
Tim Gentles CEO
DrillBoard Agenda
1. DrillBoard Introduction
2. Why DrillBoard Uses Zuora
3. Our Top 4 Subscription Essentials
4. Wrap Up & QA
DrillBoard Mission E M P O W E R C O A C H E S T O F U L F I L L T H E I R P O T E N T I A L
4
I c o n B a s e d D r a g a n d D r o p E a s y t o
U s e
Simple First Step
Powerful Technology
IN GLOBAL TECHNOLOGY RECOGNIZING the best
of the best
A tremendous example of innovation DR MICHAEL NEWBERRY, MICROSOFT
Scalable by: • Sport • Geography • Service
Team
Tim Gentles:
Hank Steinbrecher
Raymond Verheijen
Proof of Concept – FA Wales
ELITE
National Squads
Football Development Officers
PRO
UEFA B to Pro
Coach Education Courses
GRASSROOTS
Level 1 and 2
Coach Education Courses
• Consistent Communication – Internationals to Grassroots • Extended to all coaches doing FA Wales Courses UEFA Pro – Level 1
Soccer Side of the Pond
Seattle FC v Portland Timbers 67,000 Attendance
Dallas Cup $30M for local economy
LA Galaxy David Beckham $120M
US Men 13th in FIFA Rankings
Anson Dorrance 90% Win Record Over 33 Seasons
NBC - EPL 2013-2014
Giant Sub Culture 25M Players 100M Fans World Cup 2010 Sam’s Army > England Fans
Brandi Chastain, 1999 Women’s World Cup Final
Momentous Movement for Women’s Sport
Why DrillBoard Uses Zuora
Background
P L A T F O R M O V E R V I E W
Business Model
The Challenge
• Cloud based solution • Aim: global visual language for soccer • Roll out additional modules and sports
• B2B + B2C • Channels: Clubs and Associations • Direct: Self-service and boots on the ground
• Modifying pricing • Tracking and forecasting financials and key metrics • Add new products and services • Scale rapidly and globally (tax and currency issues)
Subscription Ecosystem V A L L E Y E X P E R T I S E E S S E N T I A L
When I think of online sales I think of Amazon, huge infrastructure, big warehouses, lots of stock to
manage, people intensive – how are you going to cope with that?
“ ”
The Nine Keys to Subscription Success
$
PRICE ACQUIRE BILL COLLECT
NURTURE ACCOUNT MEASURE ITERATE SCALE
Pricing and Packaging
Flexibility
F L E X I B I L I T Y C R E A T E S D Y N A M I S M
Client focus
Visibility
Lean start up methodology -‐ perform faster tes6ng
Get an earlier steer on Customer Acquisi6on Costs
Price according to what our customers demand
Nurture I T I S A L L A B O U T R E L A T I O N S H I P S
• So#ware as a Service • Infrastructure to manage rela3onships • Time to focus on so#er skills • Develop deep rela3onships and nurture
Previous accoun6ng tools weren’t geared up to account for a subscrip6on business
Performance vs key metrics
Being set up to forecast and report quickly and accurately is essen6al for investors
Account
Visibility
Investment
Account G R E A T D A T A P O W E R S S U C C E S S
Soccer Side of the Pond
Boots on the Ground
Boots on the Ground
Boots on the Ground
Boots on the Ground
Boots on the Ground
Boots on the Ground
Sales Tax Varying by State
Remote
Sales Team
Lesson Learnt
Surround yourself with experts Best Prac3ce: Ask ques3ons
Build for Scale Best Prac3ce: Implement early infrastructure to drive growth
Experiment, measure, iterate Best Prac3ce: Be data driven
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