Zuora_for_ZenU_Preso_Final
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Transcript of Zuora_for_ZenU_Preso_Final
Slide 1 − Zuora Confidential, not for distribution beyond intended recipientSlide 1 − Zuora Confidential, not for distribution beyond intended recipient
THE ZUORA STORYTurning Customer Support Into
Customer Partnerships
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Hello, My Name Is…
@ZuoraGeek
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“By 2015, 35% of Global 2000 companies will generate revenue through subscription-based services and revenue models.”
1999 Today
What Is TheSubscription Economy?
BUY NOW SUBSCRIBE
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Businesses Can SubscribeTo Anything
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Consumers Can SubscribeTo Anything
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BUY NOW SUBSCRIBE
Product Relationships
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Businesses In The Subscription EconomyAre Focused On Relationships
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Focusing on Customer Relationships IsOur Team’s Business
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100%Customer
Satisfaction
Our Mission
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customer experience
communication
channelsintegrations
self service
customer portal
analytics
reporting
workflows
SLAmacros
social media
community
views
collaboration
data
search mobilesatisfaction
tickets
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Confidential and Proprietary Information. Do not distribute beyond intended audience.
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Open communication channels with customers
Cross-departmental collaboration
Customer-centric philosophy
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How Do We Get To 100%
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CUSTOMER PORTAL
MULTI-CHANNEL
FOLLOW THE SUN
REPORTING
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Step One: Laying The Foundation
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Zuora Tip: Surface FAQs In Product
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Zuora Tip: Surface FAQs Before A Ticket
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Opening 1:1Communication Channels
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Local language support in English, Spanish, Vietnamese, Mandarin, Korean, and Filipino
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Zuora Global Support
Zendesk Voice in the US, Canada, UK, and Netherlands
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Follow The Sun Structure24/7/365 Coverage
7am start in Colorado
7am start in California
8am start in California
9am start in California
7am start in Beijing
9am start in Beijing
1pm start in Beijing
2pm start in Beijing
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Capturing Meaningful Data
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vs4.5 30.1first response time (hrs) first response time (hrs)
vs1,128 636tickets per month tickets per month
vs8.4 1.52forum:ticket ratio forum:ticket ratio
vs98% 80%customer satisfaction customer satisfaction
Zuora Zendesk Benchmark
Customer
Self-Service
Scale
Efficiency
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Confidential and Proprietary Information. Do not distribute beyond intended audience.
Zuora Tip: Track trends over time
98.0%
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Zuora Tip: Use Tags to analyze performance
98.0%
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Product Services
Support Sales
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Step Two: Uniting The Zuora Teams
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Salesforce Data in Zendesk
Customer data right next to a
live ticket
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Zendesk Data in Salesforce
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Creating Hubs and Spokes
Zuora Global Support
Zuora University Tech Ops
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Zuora Tip: Hub/SpokeCUSTOMER HUB SPOKE
Urgent P0 Urgent
High P1 High
Medium P2 Medium
Low P3 Low
- P3 Low
Opened Priority
High
Auto Set Severity
P1
Adjust Severity
P2
Auto Set Priority Medium
Adjust Priority
High
HUBSPOKE
AUTOMATION MANUAL
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Step Three: Customer-Centricity
Customer support is a partnership. It’s not “here’s a question and here’s an answer”.
It’s about building a relationship and making customers successful.
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98%Customer Satisfaction
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Happy Customers
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Zuora Tip: Driving Success With C-Sat
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Good rating: agent, team, manager, and senior management notified
Bad rating: agent, senior staff, and manager notified
Macro: for customers to re-evaluate their satisfaction rating
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Be ready for your customers wherever they are
Customer success is a company-wide effort
Customer happiness is our business
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Summary: The Road To Customer Partnerships