Tien Tzuo (Zuora CEO), Marc Diouane (President) and Guillaume Vives (SVP-Product) kick off Subscribed 2015 in Paris with a powerful keynote on the vision and strategy of the new subscription economy with a demonstration of agile subscription management: from creation of offers to accounting processing and analytical management of subscriber data.

2. WELCOME TO THE
ERA OF SUBSCRIPTIONS

3. A WORLD WHERE CUSTOMERS
ARE IN CONTROL

4. OUTCOMES
Not Ownership
CUSTOMISATION
Not Generalisation
CONSTANT IMPROVEMENT
Not Planned Obsolescence
THEIR
EXPECTATIONS
HAVE CHANGED

5. CUSTOMERS ARE NOW SUBSCRIBERS

6. THEY WANT THE
SUBSCRIPTION EXPERIENCE

7. Beats Tidal iTunesPandora
45B Likes
Spotify
60M Users $3B value Jay Z Down 20%
A NEW MUSIC EXPERIENCE

8. “We've moved from selling boxes, cloud, mobility, or
any other solution to partner with customers on their
outcomes.”
John Chambers, CEO, Cisco
May 2015
A NEW TECHNOLOGY EXPERIENCE

9. "There's a secular movement that's happening ... more to an
annuity relationship as well as a subscription relationship.
These are the long-term relationships we want to have with all
customers. There will be an increasing emphasis on the
lifetime value that we can deliver to customers.”
Satya Nadella, CEO, Microsoft
May, 2015
A NEW TECHNOLOGY EXPERIENCE

10. A NEW MEDIA EXPERIENCE
The Guardian
digital
news
premium
services
multi-
channel
free
trial

11. A NEW RETAIL EXPERIENCE
fun-extras conveniencehealth personalization

12. $1599All you can fly. No hidden fees.
233%Annual Subscriber Growth
A NEW TRAVEL EXPERIENCE
Surf Air
unlimited exclusiveeffortlessfast

13. A NEW HOME EXPERIENCE
Vivint
security intelligence simplificationcontrol

14. 2BOnline Learners
A NEW EDUCATION EXPERIENCE
Lynda.com
video
learning
unlimited
access
multi-
channel
trust

15. DEVICES
HIGH TECH CLOUD SERVICESEDUCATION
CONSUMER
GOODS
MEDIAHEALTHCARE COMMUNICATION
EVERY INDUSTRY IS SHIFTING

16. Disruptors Have Gone IPO

17. Enterprises Are Embracing Subscriptions

18. THIS IS A GLOBAL PHENOMENON
80%
Of customers are
demanding new
consumption models
– The Economist 2014
50%
Of people in France are
moving away from
traditional ownership
- Institut Français D’opinion
Publique (IFOP)
80%
Of German companies
have dealt with the issue
of subscription business
models.
- IDG Research Services
$420B
Dollars spent on
subscriptions in the US
in 2015; up from $215B
in 2000.
- Credit Suisse

19. THE NEW IMPERITAVE: TURN
CUSTOMERS INTO SUBSCRIBERS

20. THIS CHANGES EVERYTHING

21. Name
Email
Twitter
TRADITIONAL RECORD
SUBSCRIBER IDENTITY RECORD
Phone
Company
Facebook
Purchases
Products
Local Pricing
Promotions
Adjustments
Usage metrics
Add-Ons
Customer Moments
Payment history
Refund history
Lifetime Value
Renewal Value
Aging balance
START WITH THE
SUBSCRIBER
IDENTITY

22. DELIVER A SUBSCRIPTION EXPERIENCE
A product is not enough

23. INNOVATE AND ITERATE
PRICING & BUSINESS MODELS

24. MODERNIZE FINANCE
Now it’s about recurring revenue

25. SCALE EFFORTLESSLY
New offerings. New geographies. New Segments.

26. RELATIONSHIPS, NOT SALES
Know Your Subscribers

27. DELIVER A CONSISTENT EXPERIENCE
Anytime, anywhere, any channel.

28. BUILD A SUBSCRIPTION CULTURE
Goodbye to one-hit products

29. Marketing Product Sales Finance IT Ops
A product
? ?
THIS IS HOW YOU OPERATE TODAY

30. PUT SUBSCRIBERS
AT THE CENTER
Marketing
FinanceSales
IT
Product Ops

31. Everything you need to power a
subscription business, from z to a.
OUR VISION

32. Pricing &
packaging
Quoting E-Commerce Billing
Payments
& collections
Revenue
Relationship Business Management
A platform for innovation
OUR TECHNOLOGY

33. Guillaume Vives
Product
Agile, Oracle
Jennifer Pileggi
General Counsel
Con-way, Menlo Logistics
Marc Aronson
Engineering
Portal, Telenav
Tien Tzuo
Founder & CEO
Salesforce.com
Marc Diouane
Field Operations
PTC
Tyler Sloat
CFO
Netapp, Siebel
Robert Hildenbrand
Global Services
HP, Oracle
Todd Pearson
Customer Success
Paypal, Visa
Steve Umphreys
People
Salesforce, HP
Brent Cromley
Technology
Zappos
BOARD OF DIRECTORS
Peter Fenton Benchmark Capital
Jason Pressman Shasta Ventures
Tim Haley Redpoint Ventures
Mike Volpi Index Ventures
Abhishek Agarwal Vulcan Ventures
Craig Hanson Next World Capital
Tien Tzuo Zuora
OUR PEOPLE

34. COMMUNICATIONS CONSUMER
IOT MEDIA
OUR
CUSTOMERS
The above-referenced trademarks are owned by their respective companies. Nothing in this presentation should be construed to the contrary, or as an approval, endorsement or sponsorship of Zuora or any aspect of this presentation by any of those companies.
TECHNOLOGY

35. Sydney Auckland
San
Francisco
London Paris
OUR COMMUNITY

36. THE ACADEMY
www.zuora.com/academy
OUR BEST PRACTICES

37. HELP YOU TURN CUSTOMERS
INTO SUBSCRIBERS

38. GO OUT AND CONTINUE TO
CHANGE OUR WORLD

39. THE WORLD. SUBSCRIBED.

40. Digital Disruption Across Industries
RBM Powers the Subscription Economy
Marc Diouane
Guillaume Vives
Salesforce, Contexte, SidetradeCustomer Panel

41. MARC DIOUANE
President

42. OUR WORLD IS CHANGING…

43. Why are Amazon, Google and Apple the
fastest growing brands ?

48. DIGITAL ACCELERATES
BUSINESS MODEL
TRANSFORMATION
• Product companies give away
product for service revenues
• Service based businesses sell
experiences at varying price points
and service levels
• Experience based businesses are
selling business models
• Business model companies sell
peace of mind

49. TODAY’S WINNERS ARE DISRUPTING
THEIR INDUSTRIES

50. Products
1970s
Product + Services
1990s
Customer Centric
2000s
Relationship Centric
Today
A SHIFT FROM PRODUCTS
TO RELATIONSHIPS
What the winners have in common?

51. Confidential and Proprietary to Zuora, provided under NDA
Telecom
Legacy billing platforms cannot support new over-the-top revenue streams
TELECOM
• Traditional telecom
• Cloud communications

52. The Challenge
Rogers Communications Inc. is a diversified Canadian
communications and media company engaged in the telecom and
media businesses. Rogers needed the ability to easily promote
and price products. They needed all products on one tenant and a
360 view of customers in order to price/package/promote
accordingly.
The Solution
Rogers is able to leverage the flexibility in Zuora to create
multiple promotions and pricing options, and eventually create
additional products to support new lines of business.
With a single tenant in place and a stable/proven solution, Rogers
has the ability to continue adding on other LOBs with very little
work.
Rogers Communications
Telco Case Study

53. Confidential and Proprietary to Zuora, provided under NDA
Manufacturing and IoT
Connected cars, homes, devices create
massive opportunity in the manufacturing sector
IOT
• Connected Home
• Connected Cars
• Connected Devices

54. A New Connected Car Experience

55. GM’s Opel Announces Plans to
Introduce OnStar In Europe Starting In 2015

56. Learning from the best…
Learn from the best

57. Subscription emerging as dominant monetization
model for media & publishing
MAGAZINE
VIDEO
MUSIC
NEWSPAPER

58. The Challenge
News International is the UK newspaper arm of News Corp. The
publish The Times, The Sunday Times, The Sun, and News Of the
World. News needed to consolidate silo-ed legacy systems -
simple pricing and packaging changes needed to touch 20+
systems and would take months. The pace of the digital business
was not sustainable by their old systems and processes.
The Solution
Z-Business allowed News to adopt a more flexible business model
to accommodate their complex, multi-channel bundled solutions
by providing a centralized solution with unlimited pricing
flexibility. Subscription revenue and retention metrics (MRR,
TCV, Churn) was readily available in Z-Business.
News Corp
Media Case Study

59. Confidential and Proprietary to Zuora, provided under NDA
Technology
Shift to cloud stack paralleled by shift to subscription business models
TECHNOLOGY
• Software
• SaaS
• High tech
• Cloud infrastructure

60. Use ERP?
Build your own system?
Stitch together niche solutions?
YOUR OPTIONS

61. A NEW PROSPECT-TO-CASH
SYSTEM IS NEEDED
Relationship Business Management
Pricing &
packaging
Quoting E-Commerce
Billing,
Payments,
Collctions
Revenue Analytics

62. Everything you need to power a
subscription business, from z to a.

63. GUILLAUME VIVES
SVP, Product

64. Existing enterprise systems no longer work
product
distributed to customers via different channels
customer
visits different channels to manage products
upgrade, downgrade,
renew uses the product

65. CPQ
E-COMMERCE
BILLING
REVENUE
A SINGLE UNIFIED SOLUTION
INSIGHTS

66. PRICING & PACKAGING
• One time, recurring and
usage pricing
• Mix and match charge
models
• Promotions and discounts
• Packaging and
entitlements
• Multi-currency pricing
ONE-TIME CHARGES
In-app purchases
Micro-transactions
One time add-ons
RECURRING CHARGES
Flat fee
Per unit
Volume
Tiered
Annually, Monthly, etc.
USAGE CHARGES
Overage
Rollover
Usage rating
Thresholds
Surcharge
Rated/mediated
Promotions
Discounts
Multi-currency
Taxes
Bundles
Upsells
Downsells

67. CPQ
• Guided selling
• Branded quoting
• Product bundling
• Product and pricing rules
• Lifecycle order management
• One click quote-to-invoice

68. E-COMMERCE
• PCI compliant payment
pages
• Dynamic localization
• Built-in credit card validation
• Account self-service
• REST and SOAP APIs for
multi-channel engagement

69. BILLING & PAYMENTS
• High volume billing
automation
• 200+ currencies,
21+ gateways, 8+ global
payment methods
• Invoice personalization +
localization
• Integrated tax
• Intelligent error handling

70. REVENUE
• Revenue rules engine
• Revenue schedule
automation
• Revenue recognition reports
• Revenue journal entries
• Revenue allocation tracking
and audit log

71. ANALYTICS
• Bookings, billing, cash,
revenue reports
• Subscriber usage and
behavioral analytics
• Smart subscriber
segmentation
• Insights-driven engagement
triggers
• Intuitive, interactive report
builder interface
(New!)

72. RBM Unifies Your
Entire Business Around
Your Subscribers
Pricing &
packaging
Quoting
E-Commerce
Billing
Payments &
collections
Revenue

73. Fully Integrated with CRM and ERP

74. LET’S TAKE A LOOK

75. Turn by turn
navigation
Roadside
assistance
Sirius XM
Emergency
connect
Traffic
pulse
Wifi
connectivity
CARSPOT

76. PRODUCT DEMO