1. Zuora confidential, shared under non-disclosure and subject to disclaimer notice1

2. Zuora confidential, shared under non-disclosure and subject to disclaimer notice2 Zuora confidential, shared under non-disclosure and subject to disclaimer notice2
Our
World
Is
Shi.ing
The Subscription Economy takes the changes wrought by the SaaS
model and applies them to companies in every industry.
We
call
this
the
subscrip7on
Economy
Mone7ze
Rela7onships
Ship
Products

3. Zuora confidential, shared under non-disclosure and subject to disclaimer notice3 Zuora confidential, shared under non-disclosure and subject to disclaimer notice3 Zuora confidential, shared under non-disclosure and subject to disclaimer notice3
Every
company
will
be
a
Subscrip4on
Economy
Company
OUR VISION:
“
”

4. Zuora confidential, shared under non-disclosure and subject to disclaimer notice4
JOINS
The
Subscrip4on
ECONOMY

5. Zuora confidential, shared under non-disclosure and subject to disclaimer notice5
The
Subscrip4on
ECONOMY
JOINS

6. Zuora confidential, shared under non-disclosure and subject to disclaimer notice6
The
Subscrip4on
ECONOMY
JOINS

7. Zuora confidential, shared under non-disclosure and subject to disclaimer notice7
JOINS
The
Subscrip4on
ECONOMY

8. Zuora confidential, shared under non-disclosure and subject to disclaimer notice8
JOINS
The
Subscrip4on
ECONOMY

9. Zuora confidential, shared under non-disclosure and subject to disclaimer notice9
JOINS
The
Subscrip4on
ECONOMY

10. Zuora confidential, shared under non-disclosure and subject to disclaimer notice10 Zuora confidential, shared under non-disclosure and subject to disclaimer notice10

11. Zuora confidential, shared under non-disclosure and subject to disclaimer notice11 Zuora confidential, shared under non-disclosure and subject to disclaimer notice11
500+
Customers
15.5
BillionContracted
Invoice
Volume
with

12. Zuora confidential, shared under non-disclosure and subject to disclaimer notice12 Zuora confidential, shared under non-disclosure and subject to disclaimer notice12
8X
increase
in
processed
invoices
in
2
years
1.8MILLION
239K
APR
2011
APR
2013

13. Zuora confidential, shared under non-disclosure and subject to disclaimer notice13 Zuora confidential, shared under non-disclosure and subject to disclaimer notice13
Training
The
Subscrip7on
Economy
12,000+
Hours
Training
Delivered

14. Zuora confidential, shared under non-disclosure and subject to disclaimer notice14 Zuora confidential, shared under non-disclosure and subject to disclaimer notice14
Every
Quarter
Close
To
50
Go-­‐Lives

15. Zuora confidential, shared under non-disclosure and subject to disclaimer notice15 Zuora confidential, shared under non-disclosure and subject to disclaimer notice15

16. Zuora confidential, shared under non-disclosure and subject to disclaimer notice16 Zuora confidential, shared under non-disclosure and subject to disclaimer notice16
20X
more
capacity
in
new
datacenter

17. Zuora confidential, shared under non-disclosure and subject to disclaimer notice17 Zuora confidential, shared under non-disclosure and subject to disclaimer notice17
Commitment
To
Rapid
Innova7on

18. Zuora confidential, shared under non-disclosure and subject to disclaimer notice18 Zuora confidential, shared under non-disclosure and subject to disclaimer notice18
220
104
Product
Requests
Customers
In
180
Days
From
New
InvoiceItemAdjustment
datasource
Override
accoun7ng
code
on
payment
More
fields
on
dataSources
Autopay
flag
UK
direct
debit
Refund
Reason
Codes
BeWer
user
ac7vity
log
More
invoice
merge
fields
More
quote
merge
fields
Payment
method
expira7on
Query
usage
by
Invoice
Id
Sort
by
name
in
PDF
Credit
balance
refund
-­‐
MES
New
UOM
API
Improved
subscribe()
Improved
amend()
Bill
run
rollbacks
API
currency
ac7va7on
Refunds
In
SFDC
Payments
in
SFDC
REST
APIs

19. Zuora confidential, shared under non-disclosure and subject to disclaimer notice19 Zuora confidential, shared under non-disclosure and subject to disclaimer notice19
HP CloudTripAdvisor Xplornet Hosting.comMyEmma
30%-­‐95%
reduc8on
in
bill
run
7mes
The latest performance improvements attest to the fact that as our business
grows, Zuora continues to scale to accommodate that growth.“ ”

20. Zuora confidential, shared under non-disclosure and subject to disclaimer notice20 Zuora confidential, shared under non-disclosure and subject to disclaimer notice20

21. Zuora confidential, shared under non-disclosure and subject to disclaimer notice21 Zuora confidential, shared under non-disclosure and subject to disclaimer notice21
The
World
Will
Move
to
the
is moving
Subscrip8on
ECONOMY

22. Zuora confidential, shared under non-disclosure and subject to disclaimer notice22 Zuora confidential, shared under non-disclosure and subject to disclaimer notice22
…Moving
into
uncharted
terrain

23. Zuora confidential, shared under non-disclosure and subject to disclaimer notice23 Zuora confidential, shared under non-disclosure and subject to disclaimer notice23

24. Zuora confidential, shared under non-disclosure and subject to disclaimer notice24 Zuora confidential, shared under non-disclosure and subject to disclaimer notice24
There
are
9
things
that
you
need
to
be
successful
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1
2
3
4
5
6
7
8
9

25. Zuora confidential, shared under non-disclosure and subject to disclaimer notice25 Zuora confidential, shared under non-disclosure and subject to disclaimer notice25
Roadmap
for
Success

26. Zuora confidential, shared under non-disclosure and subject to disclaimer notice26 Zuora confidential, shared under non-disclosure and subject to disclaimer notice26
But
it
takes
6
months
and
10
engineers
to
implement
a
$0.05
price
change
PRICING IN
PROGRESS
Price
and
package
to
support
your
business
strategy
1

27. Zuora confidential, shared under non-disclosure and subject to disclaimer notice27 Zuora confidential, shared under non-disclosure and subject to disclaimer notice27
Donna
Wells
CEO
Increased revenue
per customer
launched a new pricing
model overnight
no engineering
work required
1
Mindflash

28. Zuora confidential, shared under non-disclosure and subject to disclaimer notice28 Zuora confidential, shared under non-disclosure and subject to disclaimer notice28
Monetization plans
155
Deployed
by
our
average
customer
1

29. Zuora confidential, shared under non-disclosure and subject to disclaimer notice29 Zuora confidential, shared under non-disclosure and subject to disclaimer notice29
Enable
new
customers
to
subscribe
2

30. Zuora confidential, shared under non-disclosure and subject to disclaimer notice30 Zuora confidential, shared under non-disclosure and subject to disclaimer notice30
Enable
new
customers
to
subscribe
2

31. Zuora confidential, shared under non-disclosure and subject to disclaimer notice31 Zuora confidential, shared under non-disclosure and subject to disclaimer notice31
NCR
Silver
automated commerce,
billing and finance
launched new service
in just 2 months
Bill
Plummer
2

32. Zuora confidential, shared under non-disclosure and subject to disclaimer notice32 Zuora confidential, shared under non-disclosure and subject to disclaimer notice32
This
month’s
fee
+
last
month’s
overage
+
last
month’s
pro-­‐rata
fee
-­‐
account
credit
+
next
month’s
fee
+
sign
up
fee
+
8.7%
tax
=
$192.48
Produce
accurate,
easy
to
understand
bills
for
new
and
exis7ng
customers
Confused
customers
Weeks
to
generate
bills
Billing
Errors
Lost
Revenue
1
2
3
4
“But
I
signed
up
for
the
$100/month
plan”
3

33. Zuora confidential, shared under non-disclosure and subject to disclaimer notice33 Zuora confidential, shared under non-disclosure and subject to disclaimer notice33
with complex
usage billing models
hands-off invoicing
for thousands of clients
in multiple countries
Firehost
Katrena
Drake
3

34. Zuora confidential, shared under non-disclosure and subject to disclaimer notice34 Zuora confidential, shared under non-disclosure and subject to disclaimer notice34
Collect
cash
fast
4
Automate
small
payments
Automate
big
payments
Billing
disputes
&
credits
Late
payments
Suspension
warnings
Suspensions
Credit
card
updaters
Payment
excep7ons
But
the
complexity
of
recurring
payments
is
weighing
you
down

35. Zuora confidential, shared under non-disclosure and subject to disclaimer notice35 Zuora confidential, shared under non-disclosure and subject to disclaimer notice35
Xplornet processes hundreds
of thousands of payments in
hours
Across multiple payment
methods
And manages payment
exceptions and retries
automatically
Xplornet
4

36. Zuora confidential, shared under non-disclosure and subject to disclaimer notice36 Zuora confidential, shared under non-disclosure and subject to disclaimer notice36
90%
of
transac7ons
are
changes
We will complete your request to
change your subscription
15 business days
Click to continue
Give
your
customers
control
of
their
subscrip7ons
You
struggle
with
the
ripple
effects
of
these
changes
Result: Terrible
customer
service
BUT
5

37. Zuora confidential, shared under non-disclosure and subject to disclaimer notice37 Zuora confidential, shared under non-disclosure and subject to disclaimer notice37
Implemented “Holiday Stops”
allowing hundreds of
thousands of subscribers
to suspend service
in a matter of weeks
online or via call center
News
Interna7onal
5

38. Zuora confidential, shared under non-disclosure and subject to disclaimer notice38 Zuora confidential, shared under non-disclosure and subject to disclaimer notice38
“We
need
more
7me”
- Finance Team
But
it
takes
weeks
to
close
the
books
Close
your
books
faster
while
remaining
compliant
6

39. Zuora confidential, shared under non-disclosure and subject to disclaimer notice39 Zuora confidential, shared under non-disclosure and subject to disclaimer notice39
and 3 days better
business operations
Our monthly close is
3 days shorter
I get 3 days
better intelligence
every single month
Dyn
Gray
Chynoweth
6

40. Zuora confidential, shared under non-disclosure and subject to disclaimer notice40 Zuora confidential, shared under non-disclosure and subject to disclaimer notice40
But
the
metrics
you
need
to
run
your
business
are
buried
in
spreadsheets
MRR
ARR
CLTV
CHURN
Gain
visibility
into
key
subscrip7on
metrics
7

41. Zuora confidential, shared under non-disclosure and subject to disclaimer notice41 Zuora confidential, shared under non-disclosure and subject to disclaimer notice41
And visibility
into future revenues
When the board calls
we‘re able to give them
actuals from prior months
SendGrid
Jim
Franklin
7

42. Zuora confidential, shared under non-disclosure and subject to disclaimer notice42 Zuora confidential, shared under non-disclosure and subject to disclaimer notice42
Changing
pricing
requires
filing
a
?cket
with
engineering…
“The
next
available
engineer
will
see
you
in
6
months”
Roll
out
price
changes
and
experiment
8

43. Zuora confidential, shared under non-disclosure and subject to disclaimer notice43 Zuora confidential, shared under non-disclosure and subject to disclaimer notice43
and signed on
200 new customers
We created
a new promotion
in just a few minutes
without ever
talking to engineering
Timetrade
Mike
Puglia
8

44. Zuora confidential, shared under non-disclosure and subject to disclaimer notice44 Zuora confidential, shared under non-disclosure and subject to disclaimer notice44
Feel
confident
that
your
system
is
enterprise
grade
9
Peace
Of
Mind
With…
Scalability
Security
Compliance

45. Zuora confidential, shared under non-disclosure and subject to disclaimer notice45 Zuora confidential, shared under non-disclosure and subject to disclaimer notice45
1
Price and package to support
your business objectives
2
Enable new customers to
subscribe
3
Send accurate, easy to
understand bills
4
Collect cash fast
5
Give customers control of
their subscriptions
Gain visibility into key
subscription metrics
7
6 Close books faster while
remaining compliant
8
Roll out price changes
and experiment9
Feel confident that your system
is enterprise grade
9
“things”
on
your
roadmap
for
success

46. Zuora confidential, shared under non-disclosure and subject to disclaimer notice46 Zuora confidential, shared under non-disclosure and subject to disclaimer notice46
You
gave
these
9
things
equally
high
importance
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1
2
3
4
5
6
7
8
9

47. Zuora confidential, shared under non-disclosure and subject to disclaimer notice47 Zuora confidential, shared under non-disclosure and subject to disclaimer notice47
And
you
see
an
opportunity
to
improve
your
performance
against
all
9
things
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1
2
3
4
5
6
7
8
9
Importance
Current
State

48. Zuora confidential, shared under non-disclosure and subject to disclaimer notice48 Zuora confidential, shared under non-disclosure and subject to disclaimer notice48
1
Price and package to support
your business objectives
2
Enable new customers to
subscribe
3
Send accurate, easy to
understand bills
4
Collect cash fast
5
Give customers control of
their subscriptions
Gain visibility into key
subscription metrics
7
6 Close books faster while
remaining compliant
8
Roll out price changes
and experiment9
Feel confident that your system
is enterprise grade
9
“things”
on
your
roadmap
for
success

49. Zuora confidential, shared under non-disclosure and subject to disclaimer notice49 Zuora confidential, shared under non-disclosure and subject to disclaimer notice49
CEO
CFO
CIO
COO
CMO
These
9
things
impact
your
en7re
organiza7on

50. Zuora confidential, shared under non-disclosure and subject to disclaimer notice50 Zuora confidential, shared under non-disclosure and subject to disclaimer notice50 Zuora confidential, shared under non-disclosure and subject to disclaimer notice50
CMO
How
do
I
balance
growth
&
revenue?
How
to
I
think
about
choice
vs.
simplicity?
Do
I
price
for
new
accounts
or
exis7ng?
How
do
I
price
vis-­‐à-­‐vis
compe77on?
How
do
I
improve
TTM
&
opera7onalize?
It
impacts
marke8ng

51. Zuora confidential, shared under non-disclosure and subject to disclaimer notice51 Zuora confidential, shared under non-disclosure and subject to disclaimer notice51 Zuora confidential, shared under non-disclosure and subject to disclaimer notice51
COO
It
impacts
opera8ons
How
do
I
drive
efficient
bookings
&
cash
growth
across
the
complete
customer
lifecycle?
Sales
Opera7ons
Billing
&
Revenue
Opera7ons
Subscription

52. Zuora confidential, shared under non-disclosure and subject to disclaimer notice52 Zuora confidential, shared under non-disclosure and subject to disclaimer notice52 Zuora confidential, shared under non-disclosure and subject to disclaimer notice52
It
impacts
finance
APR $100
Chum (10)
Net ARR 90
COGS (20)
G&A (10)
R&D (20)
Recurring Profit 40
Growth (40)
Net New ARR 40
Ending ARR $130
Growth
Efficiency Rate
Recurring
Profit Margin
Retention
Rate
CFO
How
do
I
run
the
business
on
a
model
4ed
to
a
completely
new
set
of
metrics?

53. Zuora confidential, shared under non-disclosure and subject to disclaimer notice53 Zuora confidential, shared under non-disclosure and subject to disclaimer notice53 Zuora confidential, shared under non-disclosure and subject to disclaimer notice53
It
impacts
technology
CIO
How
do
we
architect
our
systems
to
interplay
with
commerce,
billing
and
finance
Billing
Ra7ng
Pricing
Revenue
Recogni7on
Accoun7ng
Integra7on
Gateway
Integra7on
Taxa7on
PCI
compliance
Build
Service
Provision
Service
Manage
En7tlements
I
don’t
want
to
own
I
own
?

54. Zuora confidential, shared under non-disclosure and subject to disclaimer notice54 Zuora confidential, shared under non-disclosure and subject to disclaimer notice54 Zuora confidential, shared under non-disclosure and subject to disclaimer notice54
It
impacts
the
boardroom
ARR
Growth
Reten8on
Rates
Unbilled
Deferred
Revenue
CEO
How
do
I
convey
the
health
of
my
business
to
the
board
and
Wall
Street?

55. Zuora confidential, shared under non-disclosure and subject to disclaimer notice55 Zuora confidential, shared under non-disclosure and subject to disclaimer notice55
Today:
A
day
focused
on
your
roadmap
for
success
Networking
Recep7on
5:30-­‐7:30
PM
The
CEO
Perspec7ve
Driving
Growth
in
the
Subscrip7on
Economy
Presenta7on
+
Panel
Roundtable
Presenta7on
+
Panel
Roundtable
Presenta7on
+
Panel
Roundtable
Innova7ve
Pricing
&
Packaging
CMO COO CFO
CEO
Scaling
Sales
&
Billing
Opera7ons
Finance
Opera7ng
Plan
For
The
Subscrip7on
Economy

56. Zuora confidential, shared under non-disclosure and subject to disclaimer notice56

57. Zuora confidential, shared under non-disclosure and subject to disclaimer notice57
Bay
Area
User
Group
July
17th
6pm
–
8pm
1051
East
Hillsdale
Blvd
Foster
City
#StoS13

58. Zuora confidential, shared under non-disclosure and subject to disclaimer notice58

59. Zuora confidential, shared under non-disclosure and subject to disclaimer notice59
The
CEO
Perspec8ve
Meet
The
Panelists
@jimfranklin
SendGrid
Jim
Franklin,
CEO
RightScale
Michael
Crandell,
CEO
Mindflash
Donna
Wells,
CEO
Informa7ca
Cloud
Ron
Papas,
GM
&
SVP
Zuora
Brian
Bell,
CMO
@michaelcrandell @ronpapas @donnawells
@brianbell123

60. Zuora confidential, shared under non-disclosure and subject to disclaimer notice60
Partner
Showcase

61. Zuora confidential, shared under non-disclosure and subject to disclaimer notice61
MaU
Shanahan
SVP,
Strategy
Predic8ve
Analy8cs
For
Maximizing
Customer
Lifecycle

62. Zuora confidential, shared under non-disclosure and subject to disclaimer notice62
Cloud
Profits
Derived
from
Long-­‐Term
Customer
Rela4onships
TIME
Year
1
Year
2
Year
3
PROFIT
acquisition customer retention and growth
Customer
Sign-­‐up
Customer
Acquisi4on
Cost
Breakeven

63. Zuora confidential, shared under non-disclosure and subject to disclaimer notice63
What’s
missing?
Predic4ve
Analy4cs
—
No
Analy4cs
Available
—
Trials
Adop4on
Renewal
Up
Sell
Cross
Sell
acquisition customer retention and growth
Customer
Sign-­‐up
Customer
Acquisi4on
Cost
Breakeven
● Lead
Scoring
● Funnel
Tracking
● Forecas4ng
● Pipeline
Management
● Conversion
● SEO
Op4miza4on
● Keyword
● Lead
Nurturing
Which
are
most
likely
to
convert?
Did
the
customer
get
good
value
from
the
service?
Is
user
ac4vity
mee4ng
expecta4ons?
Is
the
service
underpriced
compared
to
usage?
Which
addi4onal
services
should
be
promoted
to
fans?
PROFIT

64. Zuora confidential, shared under non-disclosure and subject to disclaimer notice64
Scout
Analy4cs
Leading
Provider
of
Predic4ve
Analy4cs
to
Maximize
Customer
Life4me
Value
for
Recurring
Revenue
Businesses
We
Boost
Total
Revenue
10-­‐15%
by
PuSng
Usage
Data
to
Work
● Increase
Renewal
Yields
● Minimize
Churn
● Maximize
Trial
Conversion
● Op4mize
Rate
Plans

65. Zuora confidential, shared under non-disclosure and subject to disclaimer notice65
Scout
Analy4cs
Predic4ve
Analy4cs
Suite
YIELD
OPTIMIZER
Renewal
Performance
Management
for
Sales
and
Marke4ng
RATE
PLAN
OPTIMIZER
Pricing
Performance
Management
for
Product
Management
CUSTOMER
SUCCESS
OPTIMIZER
Customer
Lifecycle
Management
for
Service
and
Support
Scout®
Usage
Data
Hub

66. Zuora confidential, shared under non-disclosure and subject to disclaimer notice66
Scout
Analy4cs
Enhances
Your
Zuora
• Predict
Renewal
Prices
Based
on
Revenue
Opportunity
• Predict
and
Prevent
Churn
before
Renewal
• Predict
Which
Trial
or
Freemium
Customers
Will
Convert
to
Paying
Customers
• Match
Rate
Plan
Structure
to
Consump4on
Behavior
• Meter
Usage
for
Usage
Charging

67. Zuora confidential, shared under non-disclosure and subject to disclaimer notice67
Free
Trial
Offer
• Calculate
the
Revenue
Yield
of
Every
Historical
Renewal
• Analyze
Sources
of
Revenue
Growth
and
Churn
• Monitor
Renewal
Performance
in
Real-­‐
4me
http://www.scoutanalytics.com/

68. Zuora confidential, shared under non-disclosure and subject to disclaimer notice68
Partner
Showcase

69. Zuora confidential, shared under non-disclosure and subject to disclaimer notice69
Darlene
Ducharme
Senior
Director,
Partner
Development
What
can
Litle
&
Co.
do
for
You?
Copyright © 2013 Litle & Co., A Vantiv Company │ All Rights Reserved

70. Zuora confidential, shared under non-disclosure and subject to disclaimer notice70
To
help
you
use
payments
to
drive
business
growth.
MISSION
Delivering
payments
intelligence
through
value-­‐
added
solu?ons
built
on
solid
core
processing,
to
help
you
acquire,
convert,
and
retain
profitable
consumer
rela?onships
in
card-­‐not-­‐present
commerce.
DIFFERENTIATION

71. Zuora confidential, shared under non-disclosure and subject to disclaimer notice71
ACQUISITION
Iden?fy
high-­‐value
cardholders
&
measure
channel
efficiency.
CONVERSION
Be
flexible
with
alterna?ve
payments
&
mul?ple
currencies.
RETENTION
Stay
current
with
automa?c
account
upda?ng
&
authoriza?on
recycling.
ATTRITION
Manage
the
impact
of
aOri?on
and
prevent
loss
with
chargeback
preven?on
&
representment
strategies.
With
the
right
processor
you
can
INCREASE CUSTOMER LIFETIME VALUE

72. Zuora confidential, shared under non-disclosure and subject to disclaimer notice72
Highly
scalable
payment
processing
plaRorm
built
specifically
for
card-­‐not-­‐present
commerce.
Robust
core
payments
acceptance
and
processing
solu?on,
with
value-­‐adding
fraud,
security,
and
revenue
solu?ons.
Backed
by
the
best
repor?ng
and
analy?cs
in
the
business
and
award-­‐winning
customer
service
OUR
SOLUTIONS

73. Zuora confidential, shared under non-disclosure and subject to disclaimer notice73
Darlene
Ducharme
(978)
275-­‐6603
dducharme@litle.com
www.litle.com
LEARN MORE

74. Zuora confidential, shared under non-disclosure and subject to disclaimer notice74
Agenda
The
CEO
Perspec4ve:
Driving
Growth
in
the
Subscrip7on
Economy
Presenta7on
+
Panel
Roundtable
Presenta7on
+
Panel
Roundtable
Presenta7on
+
Panel
Roundtable
CMO
Perspec7ve:
Innova7ve
Pricing
&
Packaging
3:45
–
5:30pm
CMO
COO
Perspec7ve:
Scaling
Sales
&
Billing
Opera7ons
3:45
–
5:30pm
COO
CFO
Perspec7ve:
The
Three
Metrics
That
MaWer
3:45
–
5:30pm
CFO
CEO
Floor
1
Mezzanine
Floor
2
All
Perspec4ves:
Cocktails
&
Apps
Floor
1
#StoS13