Subscribed 2016: Tackling the Growth Trifecta - Pricing Flexibility, New Market Segments, Massive...
Transcript of Subscribed 2016: Tackling the Growth Trifecta - Pricing Flexibility, New Market Segments, Massive...
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Tackling The Growth Trifecta
Customer First, Pricing Flexibility,
New Market Segments = Sales Growth
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welcomemeet today’s panel
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Teri McEvilyVP & GM
Vonage Business
Daragh MahonSr. Director Business
ServicesVonage Business
David ReilingVP Customer Success
Zuora
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Vonage Transforms the Way People Connect by Challenging the Status Quo and Finding a Better Way
• Vonage (NYSE: VG) is a leading provider of cloud communications services for businesses and consumers. The Company provides a robust suite of feature-rich business and residential communication solutions that offer flexibility, portability and ease-of-use across multiple devices designed to meet the needs of a wide range of customers.
• Vonage is transforming the way people work and businesses operate through a portfolio of business products covers the full spectrum of business communications needs, including business process integration with leading CRM and productivity applications, such as Salesforce and Google for Work.
• Vonage provides bring-your-own-broadband (BYOB) cloud products and those that offer carrier-grade reliability and Quality of Service (QoS) across BYOB options and the Company's private, national MPLS IP network. Vonage serves the full spectrum of the business market, from single-person companies to large enterprises with thousands of employees across multiple locations.
• In 2015, Vonage was named a Visionary in the Gartner Magic Quadrant for Unified Communications as-a-Service, Worldwide, and also earned the Frost & Sullivan Growth Excellence Leadership Award for Hosted IP and Unified Communications and Collaboration (UCC) Services.
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Vonage Consumer Products• Unlimited calling in the U.S. and to + 60
countries• 29% of Asian Indian households in the U.S.• 37% of Vonage customers make
international calls• $9.99/month for the first year• Unlimited calling across the U.S., Canada,
Mexico and Puerto Rico• Talk as much as you want to
anywhere, from anywhere
Vonage®
World
Vonage® North America
Vonage®
Extensions/Mobile
App
• 36% of international calls over Vonage network are from a mobile phone
• 53% of Extensions calls over Wi-Fi• New Extensions functionality• Home phone number is family identity in
the home and mobile environment
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Vonage Business Services Products
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Business goals and objectivesfor the project
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A. Increase Customer Satisfaction
C. Increase productivity and reduce costs
B. Provide the right platform for revenue growth
D. Streamline processes
E. Increase employee satisfaction
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Technical goals and objectivesfor the project
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A. Support the business needs
C. Use standard configuration when possible
B. Reduce operational cost and system complexity
D. Reduce business complexity
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projecttimeline
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21 3 4
evaluate/planfeb 2015
designapr 2015
buildjun 2015
testsep 2015
go live!nov 2015
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the guiding principleswhen designing our quote-to-cash flow
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Streamline operations
Deliver flexibility in pricing
Establish unified sales experience
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benefitsfor the sales team
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100% Autonomous
Deliver accurate, professional, quotes
Higher quote acceptance rate
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Benefits in pricing/packagingincreased pricing/bundling options for multiple business models
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Easy to create bundles
Better campaign management (e.g. price promotions)
White label and wholesale pricing
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Aligning multiple departmentsto serve the needs of the customer
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Create a better experience
Reiterate the need for faster, better processes to acquire customers
Enhanced invoicing/billing to
deliver smooth customer experience
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Navigating change management • Constant communication
• Detailed communication planning
• Project team immersed in Vonage community
• Clear expectation setting
• Change champions and executive support
• Avoid fall-back mentality
• Relentless and unwavering
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partneringwith Zuora
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joint planning
executive supporttimely execution
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benefitsrealized
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01
Enabling growth through a common quote-to-cash platform
03 Reduced time to fulfill subscriptions (3 days to 5 mins)
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Increased sales efficiency(reps live in one system)
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Futureconsiderations
Leveragingour current investments ?
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Check out Zuora Academy for more great info and actionable advice.
All the info you need to build and run an amazing subscription business.
https://www.zuora.com/academy/
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