This is the must-attend keynote of the year with Founder and CEO, Tien Tzuo. Learn from leaders and innovators who are liberating their businesses from the shackles of an old operational paradigm and driving the next wave of growth in the Global Subscription Economy.
23. Recognition
Alvina Antar
2016 CIO of the Year
SV Business Journal
2017 Tech Diversity
Top 50 CIOs
Jennifer Pileggi
2017
Legal Momentum
Women of
Distinction
Marlene Summers
SF Business Journal,
2017 Women of Influence
Jagan Reddy
2017 E&Y
Entrepreneur
of the Year, Finalist
Tien Tzuo
2016 E&Y
Entrepreneur
of the Year
2017 SV Power Exec
Pritesh Parekh
SC Magazine
2016 Best Security Team
24. New Board Members
Ken Goldman
CFO Yahoo!, Seibel, Fortinet
Magdalena Yesil
1st Investor in Salesforce
Founder, Broadway Angels
62. GE for GE GE for Customers GE for World
Sharing the Digital Industrial Blueprint
Productivity Service Transformation Platform
BP
650+ connected wells
2-4% higher efficiency
Ras Gas
$2.5M outage savings
Port of LA
Digitize maritime shipping
$25M parts supplier savings
$200M outage productivity
$700M+ productivity savings
Schindler
200M data points collected / day
Lixil
66% decrease in scheduling time
Gerdau
600 connected assets; 11 plants
#IndustrialInternet
63. 1M
Connected elevators
and escalators by
2020
Real Results, Real Outcomes
$200M
reduced unplanned
downtime
FieldVision
Reduce scheduling time by
66%
11 plants,
600 connected assets
connected
wells
650+
maritime
shipping
digitizing
$2.5M
in outage savings
1,800+
engine fleet monitored
with GE solutions
$387B
in electricity generation productivity
#IndustrialInternet
70. Mobility
On-Demand
Mobility solutions on a
moments notice.
Me / We
Time
Time to relax, enjoy, and
connect with the things and
people I enjoy.
Hassle Free
Journey
Hassle-free fundamentals of
vehicle ownership
(& not owning).
HASSLE-FREE SUBSCRIPTIONS
115. CRM ERPquote order fulfill invoice collect recognize
THIS IS YOUR IT ARCHITECTURE TODAY
CRM, ERP + siloed & linear quote-to-cash
116. ERP
AND YOU HAVE LOTS OF THESE SYSTEMS
The 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
117. 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
118. 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 R12
SFDC
Real World IT Architecture #2
Direct Contact
CSIP
ISL
CQ360
119. ERP
IN THE OLD, STATIC PRODUCT WORLD
THIS 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
120. But the world of
subscriber freedom
is a dynamic one
quote order
provisionrecognize
collectinvoice
resume
suspen
d
renew
downgrad
e
subscribe
upgrade
subscriber
121. What happens when linear order-to-
cash systems meet a new dynamic
world?
127. PROBLEM 1: PRICING & PACKAGING
Can’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 collect
recogniz
e
order
128. PROBLEM 1: PRICING & PACKAGING
Can’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 collect
recogniz
e
order
129. WHEN YOU WANT TO CHANGE YOUR
PRICING, YOU ARE STUCK
Hacks and customizations at every step in the process
130. CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 2: YOUR SUBSCRIBER
EXPERIENCE
Orders are different than they used to be
131. CRM ERPquote fulfill invoice collect recognizeorder
CUSTOMERS IN THE PRODUCT WORLD
500
widget
s
pleas
e
300
widget
s
please
120
widgets
please
132. TODAY, SUBSCRIBERS WILL DO WHAT THEY
WANT, WHEN THEY WANT IT
I’d like
to
renew
Is there a
discount
for
businesses
?
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
133. 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
`
134. 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
135. CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 3: SUBSCRIBER & FINANCIAL
DATA
The words “subscriber” and “recurring” are like a foreign language
136. CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 3: SUBSCRIBER & FINANCIAL
DATA
The words “subscriber” and “recurring” are like a foreign language
137. PROBLEM 3: SUBSCRIBER & FINANCIAL
DATA
The words “subscriber” and “recurring” are like a foreign language
CRM ERPquote fulfill invoice collect recognizeorder
138. WHEN IT COMES TO REPORTING DATA &
METRICS, YOU ARE STUCK
Trying to piece together data like puzzle pieces from different
puzzles
139. So, what happens when linear
order-to-cash meets a dynamic
subscription world?
140. 72 percent of Fortune 500 companies
feel the single greatest challenge limiting
their growth is their technology
- 2016 Fortune Survey
145. YOU NEED FREEDOM TO GROWFREEDOM TO TRANSFORMFREEDOM TO EXPERIMENTFREEDOM TO FLEX & SCALE
YOU NEED ALL OF YOUR SYSTEMS
TO WORK TOGETHER
A UNIFIED WAY
TO MANAGE
DYNAMIC SUBSCRIPTIONS