This webinar will showcase the incredible shift from perpetual license to recurring revenue models among large public companies and hyper-growth companies alike.
With Gartner research as a launching point and Adobe, we will talk about the real-world data that is driving this shift and what it means for your business.
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The Seismic Shift to Recurring Revenue Models & What It Means For Your Company
1. A Real World Look at
Perpetual vs. Recurring
Why Zuora
Zuora Provides a BluePrint to Succeed in the Subscription
Economy!
By Trav i s H u c h Z U O R A
Slide 1 − Zuora Confidential, not for distribution beyond intended recipient
2. The Gartner Report on Adobe
• Adobe is betting the farm on the new model
• The “cloud” is mostly provisioning and rights
management
• Big customers who always upgrade will benefit
• Innovation will be faster
• The relationship with Adobe’s channel partners
will probably change
Slide 2 − Zuora Confidential, not for distribution beyond intended recipient
3. We Celebrated When We Heard This
Infinite
pricing options
Slide 3 − Zuora Confidential, not for distribution beyond intended recipient
4. Pundits Predicted Peril for ADBE
Infinite
pricing options
Slide 4 − Zuora Confidential, not for distribution beyond intended recipient
5. The 6 Month Chart for ADBE
Infinite
pricing options
Dec 12 – Earnings announcement
Slide 5 − Zuora Confidential, not for distribution beyond intended recipient
6. Highlights from the Quarter
Infinite
pricing options
Slide 6 − Zuora Confidential, not for distribution beyond intended recipient
7. This Guy is a Hero
“We are leading the software industry
in transitioning our business to the
cloud, which is enabling us to target
higher top-line growth and greater
recurring revenue”.
Infinite
- Mark Garrett, Execpricing options
VP and CFO
Slide 7 − Zuora Confidential, not for distribution beyond intended recipient
8. Adobe Solved Two Big Problems
• Setting the
subscription pricing
• Rights / license
Infinite
pricing
managementoptions
Slide 8 − Zuora Confidential, not for distribution beyond intended recipient
9. Slide 9 − Zuora Confidential, not for distribution beyond intended recipient
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10. How Did They Sell CC to users?
Infinite
pricing options
Slide 10 − Zuora Confidential, not for distribution beyond intended recipient
11. Perpetual to Recurring Pricing Analysis
Before: Creative Suite 6 = $2600
Creative Cloud = $50 per month with annual commit
= 4.3 years B/E (2.8 years discount retail)
$75 – Cancel at any time price per month
Infinite
pricing options
Photoshop = $999
Creative Cloud = $20/month with annual commit
= 4.16 years (2.7 years discount retail)
Slide 11 − Zuora Confidential, not for distribution beyond intended recipient
12. 95% Move to Annual Plans
Infinite
pricing options
Slide 12 − Zuora Confidential, not for distribution beyond intended recipient
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14. Why Does Wall Street Love Adobe Again?
Infinite
pricing options
Slide 14 − Zuora Confidential, not for distribution beyond intended recipient
15. GAAP vs Non GAAP Revenue
Infinite
pricing options
Slide 15 − Zuora Confidential, not for distribution beyond intended recipient
16. A Look at Price to Sales Ratios
Stock
Market Cap
Price to Sales TTM
Adobe
33.77B
8.42
Workday
17.26B
42.94
Salesforce.com
38.39B
10.25
Oracle
172B
4.57
Infinite
SAP
95.29B
CA
14.61B
3.19
Nuance
4.84B
2.6
Slide 16 − Zuora Confidential, not for distribution beyond intended recipient
4.36
pricing options
17. The Basic Issue with GAAP
Traditional Income Statements are Backward Looking
Income Statement
For Period Ending December 31, 2013
Traditional income statements measure revenue based
on how much money you made this past period.
Slide 17 − Zuora Confidential, not for distribution beyond intended recipient
18. Again, GAAP is good for Manufacturing
Traditional Income Statements are One-timed Focused
Income Statement
For Period Ending December 31, 2013
Traditional income statements do not differentiate
one-time from recurring revenue or expenses.
Slide 18 − Zuora Confidential, not for distribution beyond intended recipient
19. The Three Metrics That Matter in SAAS
Annual Recurring Revenue
$100
Churn
(10)
Net ARR
Retention
Rate
90
COGS
(20)
G&A
(10)
R&D
(20)
Recurring Profit
Recurring Profit Margin
Growth
Net New ARR
Ending ARR
Slide 19 − Zuora Confidential, not for distribution beyond intended recipient
40
Recurring
Profit
Margin
40%
(40)
40
$130
Growth
Efficiency
Index
20. Wall Street Uses GAAP, But The Picture is Incomplete
Revenue is the only relevant information in GAAP…but it is just a piece
of the picture.
Slide 20 − Zuora Confidential, not for distribution beyond intended recipient
21. Analysts are Getting Paid to Calc Churn
Wall Street tries to back into The 3 Metrics that Matter… but it is really just
an estimate.
Slide 21 − Zuora Confidential, not for distribution beyond intended recipient
22. The Formula for Looking at a SaaS Business
ARRn – Churn + ACV = ARRn+1
you start the
period @ some
recurring
revenue rate
you do a good
job & minimize
the amount of
ARR that goes
away
Slide 22 − Zuora Confidential, not for distribution beyond intended recipient
you invest in
growing ARR by
acquiring new
ACV
You then end up
at a new ARR
level, kicking off
the next period
23. The Subscription Economy Income Statement
First,
you begin w/
Annual Recurring Revenue
$100
Churn
(10)
ARR…
Net ARR
90
COGS
(10)
R&D
(20)
giving you an
expected
recurring
income
(20)
G&A
you then
anticipate
churn…
Recurring Profit
40
you spend to
service the
base
giving you
your
recurring
profit margin
Slide 23 − Zuora Confidential, not for distribution beyond intended recipient
24. Enough With The Wall Street Stuff
Slide 24 − Zuora Confidential, not for distribution beyond intended recipient
25. WEBSITE
CRM
BILLING
Validate CC
PLATFORM
Confirm Sign
Up
Sign up
Validated
Create
Account
Create
Subscription
Welcome
Email
Link Account
Slide 25 − Zuora Confidential, not for distribution beyond intended recipient
Create Bill
Provision
Service
Process
Payment
27. Z-Business is used by 500+ Subscription Economy
customers across multiple industries
High Tech
Devices
SaaS
Telecom
Slide 27 − Zuora Confidential, not for distribution beyond intended recipient
Cloud
Infrastructure
Media
Education
Healthcare
27
28. Summary
• Stories of Adobe’s Demise were premature
• Recurring revenue models do not require a SaaS
architecture
• The market craves predictability
Infinite
• Don’t overcomplicate making a move
•
pricinghelp you
options
If you make the decision to go, let us
with the analysis and implementation
Slide 28 − Zuora Confidential, not for distribution beyond intended recipient
30. Slide 30 − Zuora Confidential, not for distribution beyond intended recipient
30
Editor's Notes
Many of you may have read the report since we sort of set up the registration as a “twofer” It’s a pretty good report despite the fact that it’s been out there for a few months – there were five things I found interesting
We were really interested when Adobe made this move.
But everyone (Wired Businessweek)pig piled on Adobe and said the hardcore creatives are mad.
Thank you Yahoo Finance. Way better than Google finance.
This is easier to read than Salesforce’s earnings releases.
But really, marketing and engineering did a lot of the heavy lifting here. But they didn’t build some science fiction SaaS architecture
All of Adobe’s software is installed. They have a cloud that enables you to share stuff, collaborate on stuff and view stuff, but you still install photoshop on your local machine. People are always confusing SaaS with Subscription and recurring revenue.
Predictability!Collaboration 20GB Storage Cross device / Mobile Run any version of the software