Subscribed NYC 2017: Opening Keynote
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Transcript of Subscribed NYC 2017: Opening Keynote
WELCOME TO
SUBSCRIBED NEW YORK#subscribed17
THANK YOU TO OUR SPONSORS
GoldDiamond
ANOTHER GREAT YEAR FOR
THE SUBSCRIBED
COMMUNITY
THIS COMMUNITY
IS GROWING & THRIVING
ALREADY ROCKS!
22,000
Discussion Forums
92,000
New Ideas
YEAR 1
YOU MANAGE
OVER 70 MILLION SUBSCRIBERS
and growing…
PRODUCT INNOVATION
100 PRODUCT RELEASES
100+ ZUORA CONNECT APPS
2.5 BILLION API CALLS PER MONTH
28,000 ACCOUNTING
PERIODS CLOSED
5.5 BILLION
DATA POINTS INGESTED
THE POWER OF ZUORA + LEEYOOur recent acquisition
850 Employees 1000+ CustomersOperating in 18+
countries
ZUORA + REVPRO =
OVER $300 BILLION A YEAR
WORLDWIDE EXPANSION
+35% of Customers Outside the US
AGENDA
8:40 AM – 11:15 AM OPENING KEYNOTE + PRODUCT KEYNOTE
11:15 AM – 12:15 AM LUNCH
12:30 PM – 4:30 PM BREAKOUT SESSIONS
4:30 PM - 7:00 PM CLOSING REMARKS + RECEPTION
Open all day!SUBSCRIBED SHOWCASE & LEARNER’S
LOUNGE
LETS GET STARTED!
WHAT IS THE
SUBSCRIPTION ECONOMY?
OUR LIVES USED TO BE
DIFFERENT…
REMEMBER…
Owning tons of physical DVDs,
CDs & VHS tapes?
REMEMBER…
Manually updating your software every
year?
REMEMBER….Being stuck in a 4 year lease?
REMEMBER…Trying not to miss your favorite TV
show?
REMEMBER…Any time when it
was one-size fits all?
WE DON’T LIVE IN THAT
WORLD ANYMORE
WE LIVE IN A WORLD OF…
FREEDOM
FREEDOM
From the shackles of
product ownership
FREEDOMFrom
obsolescence
FREEDOM
To try, buy, upgrade,
downgrade, pause, cancel,
rejoin
FREEDOMFrom barriers of time and location
FREEDOMFrom one size
fits all
FREEDOMTHIS IS WHAT THE SUBSCRIPTION
ECONOMY IS ABOUT
SUBSCRIBER
FREEDOM
YOU ARE ALL DELIVERING
SUBSCRIBER FREEDOM
ROYAL CANIN
CATERPILLAR
FENDER
\
FAIRFAX
WALL STREET JOURNAL
SINGAPORE PRESS HOLDINGS
THE STREET
SNCF
GOPRO
FEDEX
COMPANIES DELIVERING SUBSCRIBER
FREEDOM ARE THRIVING
IN FACT: SUBSCRIPTION COMPANIES ARE
GROWING 9X FASTER THAN S&P 500
GROWTH IN THE FUTURE WILL ONLY
COME FROM SUBSCRIPTIONS
YOU ARE CREATING A
BETTER WORLD
THE POWER OF
SUBSCRIBER FREEDOM
Netflix: 100M subscribers
Spotify: 50M subscribers
Salesforce: $10B revenue
Stitchfix: $1B revenue
Blue Apron: $800M revenue
PRODUCTS > SERVICES > INSIGHTS
>
EXPERIENCES > OUTCOMES
YOU HAVE TO THINK DIFFERENTLY
customer
product
channels
quote order
channels
recognize
collectinvoice
experience
service
subscriber
New Business
Model
Old Business Model
PRICING Unit Sales Value pricing
MARKETING Branding Experience
SALES Features Relationships
FINANCE Unit marginsCustomer lifetime
value
CULTURE Hit products Continuous value
THIS CHANGES EVERYTHING
FOR YOUR COMPANY
BUT TO DELIVER
SUBSCRIBER
FREEDOM…
BUSINESSES NEED
FREEDOM, TOO
BUSINESS FREEDOM
To offer services with pricing
tailored to your subscribers
BUSINESS FREEDOM
To understand your subscribers and see how they
change in real-time
BUSINESS FREEDOM
To design a seamless subscriber experience
BUSINESS FREEDOM
To flex & scale your operations as
you grow
BUSINESS FREEDOM
To iterate at the drop of a hat
THE TRUTH IS,
BUSINESSES TODAY AREN’T FREE…
72 percent of Fortune 500 companies
feel the single greatest challenge limiting
their growth is their technology
- 2016 Fortune Survey
WHY?The need for subscriber freedom is breaking
everything behind the scenes
CRM ERPquote order fulfill invoice collect recognize
THIS IS YOUR IT ARCHITECTURE TODAY
CRM, ERP + siloed & linear quote-to-cash
ERP
AND YOU HAVE LOTS OF THESE SYSTEMSThe silos just multiply
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
Real World IT Architecture #1
Siebel On
Demand
Oracle 11.5.10
Pricing
Engine
REP
Oracle
CompBuySafe
SFDC
BMI
Product
Consoles
EBS OM / BI
Leeyo
Sabrix
Hyperion
REP
Partner Portal
Streamserve
Streamserve
Mlabs
Oracle 11.5.9
JD Edwards
eFlex
eFlex
eFlex
SFDC Oracle
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
Oracle EBS 11.5
SOFTRASH
Oracle
WFM BASIC
GRP BASIC
GRP BASIC
CMS BASIC
SFDC #2 BASIC
CSIP
BASIC
BASIC
ISL BASIC
ISL BASIC
Various BASIC
Oracle EBS 11.5
SOFTRASH
WFM BASIC
GRP BASIC
GRP BASIC
CMS BASIC
SFDC #2 BASIC
CSIP
BASIC
BASIC
ISL BASIC
ISL BASIC
Various BASIC
Oracle EBS 11.5
SOFTRASH
Product #1
Product #2
Product #3
Product #4
Product #5
RPM CORE
Various
Various
CSIP
IQ Various
DJ Various
Various
Oracle EBS 11.5
SOFTRASH
Oracle R12SFDC
Real World IT Architecture #2
Direct Contact
CSIP
ISL
CQ360
ERP
IN THE OLD, STATIC, PRODUCT-WORLDTHIS WORKED FINE
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collect recognizeorder
But the world of
subscriber freedom
is a dynamic one
quote order
provisionrecognize
collectinvoice
resume
suspen
d
renew
downgrad
e
subscribe
upgrade
subscriber
What happens with linear order-to-
cash in this new world of subscriber
freedom?
PROBLEM 1: PRICING & PACKAGINGCan’t make changes without re-coding every system
ERP
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
quote fulfill invoice collect recognizeorder
CRM
quote fulfill invoice collectrecogniz
eorder
WHEN YOU WANT TO CHANGE YOUR PRICING, YOU ARE STUCK
Hacks and customizations at every step in the process
CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 2: YOUR SUBSCRIBER EXPERIENCE
Orders are different than they used to be
CRM ERPquote fulfill invoice collect recognizeorder
CUSTOMERS IN THE PRODUCT WORLD
500
widget
s
pleas
e
300
widget
s
please
120
widgets
please
Fix animation
BUT TODAY, SUBSCRIBERS WILL DO WHAT THEY WANT, WHEN THEY WANT IT
CRM ERPquote fulfill invoice collect recognizeorder
I’d like
to renew I’m going
on
vacation
I just
landed
in
France
I’d like
to
switch
plans
I’d like to
cancel at
the end of
the month
I’m going
on
vacation
I’d like to
add my
kid to the
plan
Switch me
from 3x per
week to 2x
per week
`
WHEN YOU WANT TO CHANGE YOUR SUBSCRIBERS’ EXPERIENCE, YOU ARE
STUCK
Forcing you to recode each system to handle a never-ending wave of customer events
PROBLEM 3: SUBSCRIBER & FINANCIAL DATA
The words “subscriber” and “recurring” are like a foreign language
CRM ERPquote fulfill invoice collect recognizeorder
WHEN IT COMES TO REPORTING DATA & METRICS, YOU ARE STUCK
Trying to piece together data like puzzle pieces from different puzzles
So, what happens when linear
order-to-cash meets a dynamic
subscription world?
INEFFICIENT OPERATIONSTERRIBLE CUSTOMER EXPERIENCEUNNECESSARY OVERHEADINCREASED COMPLIANCE RISKSTALLED INNOVATIONSTUNTED GROWTHVULNERABLE TO DISRUPTIONYOUR BUSINESS IS STUCK
72 percent of Fortune 500 companies
feel the single greatest challenge limiting
their growth is their technology
- 2016 Fortune Survey
TO DELIVER SUBSCRIBER
FREEDOM
YOU NEED BUSINESS FREEDOM
BUSINESS FREEDOM Is the #1 need of all subscription companies
BUSINESS FREEDOM IS WHAT
ZUORA DELIVERS
platform | products | ecosystem
JUST IMAGINE…A CENTRAL PLACE TO CHANGE
& MANAGE PRICING
A SINGLE SOURCE OF TRUTH TO
VIEW SUBSCRIBER & BUSINESS
DATA
IN REAL-TIME
A CENTRAL PLACE THAT CAN
RESPOND TO ANY
SUBSCRIBER EVENT
A CENTRAL PLACE TO HELP YOU
FLEX & SCALE
A CENTRAL PLACE WHERE YOU CAN
ITERATE AT THE DROP OF A HAT
ZUORA CENTRAL A platform for business freedom
The center of a new dynamic IT architecture
ERPCRM
The world’s first platform built for orchestrating
dynamic order-to-cash
A LEADING PORTFOLIO OF SUBSCRIPTION MANAGEMENT APPLICATIONS
Specifically designed for dynamic subscription businesses
Recognized as the best recurring billing solution
Proration & Calculations | Hierarchical Billing | Real-Time Tax
High-Volume Invoicing | Flexible & Branded Invoice Templates
The only CPQ solution purpose-built for subscriptions
Subscription Lifecycle Quoting | Guided Selling
Product & Pricing Rules Engine | Ramp Deals & Flexible Configuration
Advanced collections for a recurring revenue business
Intelligent Payment Retry | Collections Workflow
Disputes Workflow | Collections Window
#1 Revenue Management Solution for ASC 606 & IFRS 15
Revenue & Deferred Revenue Management | Revenue Contract Grouping
Standalone Selling Price Calculator | Variable Consideration Analyzer
The best way to turn subscription data into board-level KPIs
Subscription KPI Dashboard | Subscription Metrics Analyzer
Dynamic Customer Segments | Predictive Scores
A LEADING PORTFOLIO OF SUBSCRIPTION MANAGEMENT APPLICATIONS
All built on the Zuora Central platform
ZUORA CONNECT APP MARKETPLACEA thriving partner ecosystem and 100+ apps that extend
Zuora to meet your unique industry needs
•
•
•
•
Configurable Lockbox | Promo Codes | Price Books | Tax
Connectors
GL Interface | Developer Tools | Apple & Amazon App Store Sync
THIS IS HOW WE DELIVER
BUSINESS FREEDOM
Zuora
Central
Platform
A Portfolio of
Saas Products
Zuora Connect
App Marketplace
BUSINESS FREEDOMplatform | products | ecosystem
TODAY’S TAKEAWAYS
WE LIVE IN A NEW WORLD OF
SUBSCRIBER FREEDOM
GROWTH IN THE FUTURE WILL ONLY
COME FROM SUBSCRIPTIONS
THIS CHANGES EVERYTING
TO DELIVERSUBSCRIBER
FREEDOM
BUSINESSESNEED
FREEDOM TOO
CRM ERPquote order fulfill invoice collect recognize
THE OLD SYSTEMS WON’T WORK IN THE NEW WORLD
Zuora
Central
Platform
A Portfolio of
Saas Products
Zuora Connect
App Marketplace
WE DELIVER A COMPLETE SOLUTION
THIS IS OUR COMITTMENT TO YOU#businessfreedom
ENJOY THE CONFERENCE!#subscribed17