Zuora developed the 9 Keys to be used as a blueprint for building a subscription-based business. Join this session to learn about the foundational framework upon which a successful subscription business can scale. After this session, you’ll be equipped not only to get the most of your Zuora implementation, but also to optimize and continue to grow your business post go-live.

2. welcome
message
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Gene Finley
Senior Engagement Manager
Julie Hodge
Engagement Manager

3. Mind Shift
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where we want
to be
where we are
coming from
how we are going
to get there

4. 9 Keys Overview

5. Deep Dive on Three Keys
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Price Nurture Scale

6. Price
Questions to ask
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o What is your pricing strategy?
o Do you sell bundles and packages ?
o Do you offer promos and discounts?
o Do you provide trials?
o Do you sell via self-service, assisted sales or both?
o How often do you change pricing?
Gathering
inputs

7. Things to Consider
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Pricing Iteration
Experimenting with pricing can be
challenging but with Zuora its
extremely easy to experiment globally!
How long does it take you launch a
product today?
Promos & Discounts
Are we able to measure the success of
promotions and discounts?
Successful subscription businesses
know if their pricing strategy drives
the right customer behaviors.
Products
Do you have too many products?
A large number of SKUs can be an
indicator that the business doesn’t
know what to sell.

8. Nurture
Questions to ask
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o What is your typical subscription lifecycle
o How do you manage proration?
o What is your subscription change process?
o How do you manage renewals?
o Do you offer refunds?
o When do you notify customers?
Gathering
inputs

9. Things to Consider
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Self-Service
Is the customer at the center of your
business?
Does the customer have the ability
to upgrade, downgrade, cancel,
pause?
Mid Term Changes
Are your mid term change policies
limited by technology constraints?
How can you balance the needs of
Sales and Finance while putting the
customer first?
Leveraging Data
Do you know which set of customers is
most likely to upgrade?
How can you use the data in Zuora
to be smarter about Nurturing your
subscriber base?

10. Scale
Questions to ask
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o Are you moving away from legacy systems?
o If this is a launch, What is your plan for growth?
o What change management needs do we have?
o Has all the key integration work been completed?
o Are we moving into new geographies?
o When do you notify customers?
Gathering
inputs

11. Things to Consider
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Growth
Do you have business goals tied to
growth?
Subscription businesses regularly
look for opportunities to increase
ARR, MRR and improve retention.
Action
Is the organization on board with what
needs to be done?
How can you create an actionable
plan to scale your subscription
business?
Strategy
What is the subscription strategy for
your business?
Subscription businesses invest in a
malleable GTM strategy to acquire
and price their products.

12. Takeaways
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BIG PICTURE
Plan beyond your launch
MIND SHIFT
Drive business transformation
ALL HANDS ON DECK
Cross functional teams are successful

13. Questions

14. thank you.