SlideShare a Scribd company logo
1 of 11
Download to read offline
Super charge your SaaS
Automate Customer Engagement to Maximize Results
Cassie Frazier
Senior Solution Analyst
The Nine Keys to Subscription Success
$
PRICE	
   ACQUIRE	
   BILL	
   COLLECT	
  
NURTURE	
   ACCOUNT	
   MEASURE	
   ITERATE	
   SCALE	
  
Agenda
1.  Reed Business Information Company Introduction
2.  How Reed Construction Data Uses Zuora
3.  Our Top 4 Subscription Keys
4.  Lessons Learned
5.  Wrap Up & QA
RE
World leading provider of professional information solutions
RBI
Leading provider of business information, data and marketing solutions in
multiple formats.
RCD
Background
Business Model
The Challenge
•  Subscription product offering in place for many years.
•  Target audience includes all participants in the lifecycle of
construction where timely and actionable data is important.
•  Legacy order-to-cash system retired between fourth
quarter 2010 and second quarter 2011 with focus on
maximizing existing IT investments.
B2B
Self-service and managed inside and strategic account sales
Improve customer management and retention with relentless focus
on tackling the cost base
•  Drive business efficiency and cost / process innovation
•  Improve margins
•  Deliver increased organizational efficiency
Viper	
  (Fulfillment)	
  
CFO	
  
Financial	
  Analysts	
  Customers	
  
LEADS
OPPTYS
BACK
OFFICE
MarkeEng	
  
Account	
  Managers	
  
Customer	
  Service	
   Billing	
  Ops	
  
Product	
  Managers	
  
Renewals	
  Team	
  
Financial	
  Analysts	
  
RCD
Our Top 4 Keys
Flexibility	
  in	
  pricing	
  allows	
  
RCD	
  	
  to	
  maintain	
  a	
  
compe77ve	
  edge	
  with	
  
rapid	
  launch	
  of	
  new	
  
products,	
  bundles	
  and	
  
promo7ons.	
  This	
  is	
  
especially	
  important	
  for	
  
new	
  customer	
  acquisi7on.	
  
RCD	
  has	
  automated	
  the	
  
quote	
  to	
  cash	
  process	
  and	
  
has	
  improved	
  the	
  
automa7on	
  of	
  	
  renewal	
  
and	
  reten7on	
  efforts	
  by	
  
leveraging	
  Zuora	
  and	
  
integra7on	
  with	
  Zuora.	
  
Acquire Nurture
A c q u i r e , N u r t u r e , M e a s u r e , S c a l e
Order-­‐to-­‐cash	
  system	
  
scalability	
  is	
  a	
  primary	
  
focus	
  for	
  RBI	
  and	
  RCD	
  
Corporate	
  Solu7ons.	
  
Leveraging	
  Zuora	
  
delivered	
  func7onality	
  
meets	
  many	
  business	
  
needs	
  due	
  to	
  extensive	
  
configura7on	
  op7ons	
  and	
  	
  
aggressive	
  release	
  
cadence.	
  
Scale
At	
  the	
  7me	
  of	
  customer	
  
acquisi7on	
  it	
  is	
  almost	
  
impossible	
  to	
  guess	
  the	
  
revenue	
  that	
  will	
  follow	
  
from	
  a	
  sale	
  since	
  the	
  
contract	
  is	
  subject	
  at	
  any	
  
7me	
  to	
  churn	
  or	
  expand.	
  
Leveraging	
  Zuora	
  and	
  
SFDC	
  func7onality,	
  RDC	
  is	
  
able	
  to	
  	
  more	
  accurately	
  
forecast	
  and	
  measure	
  
renewal	
  numbers	
  from	
  
month	
  to	
  month.	
  
Measure
Nurture and Scale
C u s t o m e r R e t e n t i o n
Legacy System
•  CRM segregated from quote to
cash system(s)
•  Highly customized
•  Poor renewal forecasting
•  Lack of customer intelligence
SFDC – Zuora
•  Integration leveraged for
customer 360
•  Fully automated renewal
process
•  Customer touch point program
gathers intelligence
•  Retention improved
•  Reporting/forecasting accuracy
improved
New WayOld Way
Lessons Learned
Point 1:
B E S T P R A C T I C E S
Point 2:
Point 3:
Think through customer lifecycle to minimize churn
Best Practice: Understand value proposition for all customers
with action plan to address their needs –Analyze the retention
component and then Automate Customer Engagement
Avoid heavy customization
Best Practice: Leverage delivered functionality and integrated
system configuration
Leverage the innovation offered by your cloud vendors
Best Practice: Focus on unique business situations and
processes; however don’t get lost in them. You may just miss
the next innovative release while you’re focused on an aging
enhancement request.
Q&A
Thank You!

More Related Content

What's hot

SAP S4HANA Billing and E-Invoicing for Customer Payments
SAP S4HANA Billing and E-Invoicing for Customer Payments SAP S4HANA Billing and E-Invoicing for Customer Payments
SAP S4HANA Billing and E-Invoicing for Customer Payments Joe Torres
 
Accounts Receivable Tool - An Enterprise Business Productivity Solution​
Accounts Receivable Tool - An Enterprise Business Productivity Solution​Accounts Receivable Tool - An Enterprise Business Productivity Solution​
Accounts Receivable Tool - An Enterprise Business Productivity Solution​Stridely Solutions
 
SAP Banking - Powering Digital Transformation with SAP S/4 HANA
SAP Banking - Powering Digital Transformation with SAP S/4 HANASAP Banking - Powering Digital Transformation with SAP S/4 HANA
SAP Banking - Powering Digital Transformation with SAP S/4 HANAJoe Torres
 
Ramesh procurement&scm
Ramesh procurement&scmRamesh procurement&scm
Ramesh procurement&scmRamesh G
 
Investment Accounting in the Cloud
Investment Accounting in the CloudInvestment Accounting in the Cloud
Investment Accounting in the CloudBearingPoint
 
CRMZilla - first call deck
CRMZilla - first call deckCRMZilla - first call deck
CRMZilla - first call deckVivek Pai
 
CFO Asia Forum - July 2011, Singapore
CFO Asia Forum - July 2011, SingaporeCFO Asia Forum - July 2011, Singapore
CFO Asia Forum - July 2011, SingaporeIsabella Barbato
 
Skyward Products
Skyward  ProductsSkyward  Products
Skyward Productskshukla5
 
Best practices-b2 b-collection-management
Best practices-b2 b-collection-managementBest practices-b2 b-collection-management
Best practices-b2 b-collection-managementJohn Metzger
 
FMSI Branch Service Webinar Power Point April 2013
FMSI Branch Service Webinar Power Point April 2013FMSI Branch Service Webinar Power Point April 2013
FMSI Branch Service Webinar Power Point April 2013Chad Davis
 
Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...
Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...
Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...Argyle Executive Forum
 
Nicholas Conte Final Resume 2016
Nicholas Conte Final Resume 2016Nicholas Conte Final Resume 2016
Nicholas Conte Final Resume 2016Nicholas Conte
 

What's hot (20)

SAP S4HANA Billing and E-Invoicing for Customer Payments
SAP S4HANA Billing and E-Invoicing for Customer Payments SAP S4HANA Billing and E-Invoicing for Customer Payments
SAP S4HANA Billing and E-Invoicing for Customer Payments
 
Accounts Receivable Tool - An Enterprise Business Productivity Solution​
Accounts Receivable Tool - An Enterprise Business Productivity Solution​Accounts Receivable Tool - An Enterprise Business Productivity Solution​
Accounts Receivable Tool - An Enterprise Business Productivity Solution​
 
SAP Banking - Powering Digital Transformation with SAP S/4 HANA
SAP Banking - Powering Digital Transformation with SAP S/4 HANASAP Banking - Powering Digital Transformation with SAP S/4 HANA
SAP Banking - Powering Digital Transformation with SAP S/4 HANA
 
Active Manager
Active ManagerActive Manager
Active Manager
 
Ramesh procurement&scm
Ramesh procurement&scmRamesh procurement&scm
Ramesh procurement&scm
 
Investment Accounting in the Cloud
Investment Accounting in the CloudInvestment Accounting in the Cloud
Investment Accounting in the Cloud
 
CRMZilla - first call deck
CRMZilla - first call deckCRMZilla - first call deck
CRMZilla - first call deck
 
Sage X3 brochure
Sage X3 brochureSage X3 brochure
Sage X3 brochure
 
My profile cv ( venkatachakradhary )
My profile cv ( venkatachakradhary )My profile cv ( venkatachakradhary )
My profile cv ( venkatachakradhary )
 
CFO Asia Forum - July 2011, Singapore
CFO Asia Forum - July 2011, SingaporeCFO Asia Forum - July 2011, Singapore
CFO Asia Forum - July 2011, Singapore
 
Abhishek Kumar
Abhishek KumarAbhishek Kumar
Abhishek Kumar
 
Bhoomi erp presentation
Bhoomi erp presentationBhoomi erp presentation
Bhoomi erp presentation
 
Skyward Products
Skyward  ProductsSkyward  Products
Skyward Products
 
Best practices-b2 b-collection-management
Best practices-b2 b-collection-managementBest practices-b2 b-collection-management
Best practices-b2 b-collection-management
 
FMSI Branch Service Webinar Power Point April 2013
FMSI Branch Service Webinar Power Point April 2013FMSI Branch Service Webinar Power Point April 2013
FMSI Branch Service Webinar Power Point April 2013
 
Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...
Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...
Enabling Finance Transformation with Cloud Technology: How to Increase Agilit...
 
Sreekanth Resume
Sreekanth ResumeSreekanth Resume
Sreekanth Resume
 
Sathya resume - summary
Sathya   resume - summarySathya   resume - summary
Sathya resume - summary
 
Resume
ResumeResume
Resume
 
Nicholas Conte Final Resume 2016
Nicholas Conte Final Resume 2016Nicholas Conte Final Resume 2016
Nicholas Conte Final Resume 2016
 

Similar to Supercharge Your Subscription Lifecycle by AutomatingOperations: Reed Business Information (Subscribed13)

Your Digital Finance Transformation Journey
Your Digital Finance Transformation JourneyYour Digital Finance Transformation Journey
Your Digital Finance Transformation JourneyWorkday, Inc.
 
ABM Charter Template and Explanation
ABM Charter Template and ExplanationABM Charter Template and Explanation
ABM Charter Template and ExplanationDemandbase
 
How to use Customer Success to Prep for and Drive Contract Renewals
How to use Customer Success to Prep for and Drive Contract RenewalsHow to use Customer Success to Prep for and Drive Contract Renewals
How to use Customer Success to Prep for and Drive Contract RenewalsGainsight
 
Adaptive insights forrester and boston scientific webinar_final
Adaptive insights forrester and boston scientific webinar_finalAdaptive insights forrester and boston scientific webinar_final
Adaptive insights forrester and boston scientific webinar_finalAdaptive Insights
 
Collaborating in Context - NexJ Systems
Collaborating in Context - NexJ SystemsCollaborating in Context - NexJ Systems
Collaborating in Context - NexJ SystemsSymphony.com
 
VanatagePoint Sample Case Studies
VanatagePoint Sample Case StudiesVanatagePoint Sample Case Studies
VanatagePoint Sample Case StudiesMark Baumbach
 
Strategies for Measuring and Securing ROI with Salesforce
Strategies for Measuring and Securing ROI with SalesforceStrategies for Measuring and Securing ROI with Salesforce
Strategies for Measuring and Securing ROI with Salesforcedreamforce2006
 
Creating a Customer-Centric Enterprise
Creating a Customer-Centric EnterpriseCreating a Customer-Centric Enterprise
Creating a Customer-Centric Enterprisedreamforce2006
 
Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...
Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...
Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...Proformative, Inc.
 
Customer Retention Cost Report
Customer Retention Cost ReportCustomer Retention Cost Report
Customer Retention Cost ReportTotango
 
B P G006 Kuklis 091807
B P G006  Kuklis 091807B P G006  Kuklis 091807
B P G006 Kuklis 091807Dreamforce07
 
Driving Cost Optimization in Your​ Business & IT Operations​
Driving Cost Optimization in Your​  Business & IT Operations​Driving Cost Optimization in Your​  Business & IT Operations​
Driving Cost Optimization in Your​ Business & IT Operations​Auxis Consulting & Outsourcing
 
Business Transformation - Finance Transformation using SAP Solutions
Business Transformation - Finance Transformation using SAP SolutionsBusiness Transformation - Finance Transformation using SAP Solutions
Business Transformation - Finance Transformation using SAP Solutionsvenunala
 
Your Renewals Businesses as an App Innovator (December 13, 2016)
Your Renewals Businesses as an App Innovator (December 13, 2016)Your Renewals Businesses as an App Innovator (December 13, 2016)
Your Renewals Businesses as an App Innovator (December 13, 2016)Salesforce Partners
 
The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...
The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...
The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...Workday, Inc.
 
Shopify overview july 2015
Shopify overview july 2015Shopify overview july 2015
Shopify overview july 2015shopifyInvestors
 
Service Cloud: The Perfect Pitch for Telesales
Service Cloud:  The Perfect Pitch for TelesalesService Cloud:  The Perfect Pitch for Telesales
Service Cloud: The Perfect Pitch for TelesalesDianne Conley
 
Sales ROI Benchmarking
Sales ROI BenchmarkingSales ROI Benchmarking
Sales ROI Benchmarkingdreamforce2006
 

Similar to Supercharge Your Subscription Lifecycle by AutomatingOperations: Reed Business Information (Subscribed13) (20)

Your Digital Finance Transformation Journey
Your Digital Finance Transformation JourneyYour Digital Finance Transformation Journey
Your Digital Finance Transformation Journey
 
ABM Charter Template and Explanation
ABM Charter Template and ExplanationABM Charter Template and Explanation
ABM Charter Template and Explanation
 
How to use Customer Success to Prep for and Drive Contract Renewals
How to use Customer Success to Prep for and Drive Contract RenewalsHow to use Customer Success to Prep for and Drive Contract Renewals
How to use Customer Success to Prep for and Drive Contract Renewals
 
Adaptive insights forrester and boston scientific webinar_final
Adaptive insights forrester and boston scientific webinar_finalAdaptive insights forrester and boston scientific webinar_final
Adaptive insights forrester and boston scientific webinar_final
 
Collaborating in Context - NexJ Systems
Collaborating in Context - NexJ SystemsCollaborating in Context - NexJ Systems
Collaborating in Context - NexJ Systems
 
VanatagePoint Sample Case Studies
VanatagePoint Sample Case StudiesVanatagePoint Sample Case Studies
VanatagePoint Sample Case Studies
 
Prithwiraj Mitra_CV (2)
Prithwiraj Mitra_CV (2)Prithwiraj Mitra_CV (2)
Prithwiraj Mitra_CV (2)
 
Strategies for Measuring and Securing ROI with Salesforce
Strategies for Measuring and Securing ROI with SalesforceStrategies for Measuring and Securing ROI with Salesforce
Strategies for Measuring and Securing ROI with Salesforce
 
Creating a Customer-Centric Enterprise
Creating a Customer-Centric EnterpriseCreating a Customer-Centric Enterprise
Creating a Customer-Centric Enterprise
 
Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...
Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...
Best in Class Working Capital Management - Best Practices for A/R, AP and Inv...
 
ICICI BANK SIP
ICICI BANK SIPICICI BANK SIP
ICICI BANK SIP
 
Customer Retention Cost Report
Customer Retention Cost ReportCustomer Retention Cost Report
Customer Retention Cost Report
 
B P G006 Kuklis 091807
B P G006  Kuklis 091807B P G006  Kuklis 091807
B P G006 Kuklis 091807
 
Driving Cost Optimization in Your​ Business & IT Operations​
Driving Cost Optimization in Your​  Business & IT Operations​Driving Cost Optimization in Your​  Business & IT Operations​
Driving Cost Optimization in Your​ Business & IT Operations​
 
Business Transformation - Finance Transformation using SAP Solutions
Business Transformation - Finance Transformation using SAP SolutionsBusiness Transformation - Finance Transformation using SAP Solutions
Business Transformation - Finance Transformation using SAP Solutions
 
Your Renewals Businesses as an App Innovator (December 13, 2016)
Your Renewals Businesses as an App Innovator (December 13, 2016)Your Renewals Businesses as an App Innovator (December 13, 2016)
Your Renewals Businesses as an App Innovator (December 13, 2016)
 
The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...
The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...
The Bottom Line on Agility: Bringing FP&A and Accounting Together to Drive Tr...
 
Shopify overview july 2015
Shopify overview july 2015Shopify overview july 2015
Shopify overview july 2015
 
Service Cloud: The Perfect Pitch for Telesales
Service Cloud:  The Perfect Pitch for TelesalesService Cloud:  The Perfect Pitch for Telesales
Service Cloud: The Perfect Pitch for Telesales
 
Sales ROI Benchmarking
Sales ROI BenchmarkingSales ROI Benchmarking
Sales ROI Benchmarking
 

More from Zuora, Inc.

SSP Your New Strategic Growth Weapon
SSP  Your New Strategic Growth Weapon SSP  Your New Strategic Growth Weapon
SSP Your New Strategic Growth Weapon Zuora, Inc.
 
Subscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQSubscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQZuora, Inc.
 
Subscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International PaymentsSubscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International PaymentsZuora, Inc.
 
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...Zuora, Inc.
 
Subscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at ScaleSubscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at ScaleZuora, Inc.
 
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...Zuora, Inc.
 
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...Zuora, Inc.
 
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...Zuora, Inc.
 
Subscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for SuccessSubscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for SuccessZuora, Inc.
 
Subscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back OfficeSubscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back OfficeZuora, Inc.
 
Subscribed 2019 - Customer First Approach to Pricing
Subscribed 2019  - Customer First Approach to Pricing Subscribed 2019  - Customer First Approach to Pricing
Subscribed 2019 - Customer First Approach to Pricing Zuora, Inc.
 
Subscribed 2019 - Empower Sales Operations
Subscribed 2019 -  Empower Sales Operations Subscribed 2019 -  Empower Sales Operations
Subscribed 2019 - Empower Sales Operations Zuora, Inc.
 
Subscribed 2019 - Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 -  Best Practices for Realizing Optimal Value from ZuoraSubscribed 2019 -  Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 - Best Practices for Realizing Optimal Value from ZuoraZuora, Inc.
 
Subscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and RetentionSubscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and RetentionZuora, Inc.
 
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...Zuora, Inc.
 
Subscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQSubscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQZuora, Inc.
 
Subscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing StrategySubscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing StrategyZuora, Inc.
 
Subscribed 2019 - Proration: Why Getting it Right Matters
Subscribed 2019 - 	Proration: Why Getting it Right MattersSubscribed 2019 - 	Proration: Why Getting it Right Matters
Subscribed 2019 - Proration: Why Getting it Right MattersZuora, Inc.
 
Subscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growthSubscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growthZuora, Inc.
 
Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders Zuora, Inc.
 

More from Zuora, Inc. (20)

SSP Your New Strategic Growth Weapon
SSP  Your New Strategic Growth Weapon SSP  Your New Strategic Growth Weapon
SSP Your New Strategic Growth Weapon
 
Subscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQSubscribed 2019 - CPQ X: The Future of CPQ
Subscribed 2019 - CPQ X: The Future of CPQ
 
Subscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International PaymentsSubscribed 2019 - Going Global: Demystifying International Payments
Subscribed 2019 - Going Global: Demystifying International Payments
 
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
Subscribed 2019 - Fraud Management Strategies: Reducing Collection Friction t...
 
Subscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at ScaleSubscribed 2019 - Optimizing Recurring Collections at Scale
Subscribed 2019 - Optimizing Recurring Collections at Scale
 
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
Subscribed 2019 - Regulations and What Lies Ahead with Zuora Payments and Col...
 
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
Subscribed 2019 - Collection Strategies: Recovering Critical Revenue to Drive...
 
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
Subscribed 2019 - Why Digital Transformation Should Drive Business Model Tran...
 
Subscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for SuccessSubscribed 2019 - Business Transformation: Architecting the Launch for Success
Subscribed 2019 - Business Transformation: Architecting the Launch for Success
 
Subscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back OfficeSubscribed 2019 - Deliver Growth Without Breaking Your Back Office
Subscribed 2019 - Deliver Growth Without Breaking Your Back Office
 
Subscribed 2019 - Customer First Approach to Pricing
Subscribed 2019  - Customer First Approach to Pricing Subscribed 2019  - Customer First Approach to Pricing
Subscribed 2019 - Customer First Approach to Pricing
 
Subscribed 2019 - Empower Sales Operations
Subscribed 2019 -  Empower Sales Operations Subscribed 2019 -  Empower Sales Operations
Subscribed 2019 - Empower Sales Operations
 
Subscribed 2019 - Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 -  Best Practices for Realizing Optimal Value from ZuoraSubscribed 2019 -  Best Practices for Realizing Optimal Value from Zuora
Subscribed 2019 - Best Practices for Realizing Optimal Value from Zuora
 
Subscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and RetentionSubscribed 2019 - Omni-Channel Customer Acquisition and Retention
Subscribed 2019 - Omni-Channel Customer Acquisition and Retention
 
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
Subscribed 2019 - Quote Smarter, Faster and Get Products to Market Quicker wi...
 
Subscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQSubscribed 2019 - Empower Sales Operations with Zuora CPQ
Subscribed 2019 - Empower Sales Operations with Zuora CPQ
 
Subscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing StrategySubscribed 2019 - Implementing a Consumption-Based Pricing Strategy
Subscribed 2019 - Implementing a Consumption-Based Pricing Strategy
 
Subscribed 2019 - Proration: Why Getting it Right Matters
Subscribed 2019 - 	Proration: Why Getting it Right MattersSubscribed 2019 - 	Proration: Why Getting it Right Matters
Subscribed 2019 - Proration: Why Getting it Right Matters
 
Subscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growthSubscribed 2019 - Beyond reporting analytics for growth
Subscribed 2019 - Beyond reporting analytics for growth
 
Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders Subscribed 2019 - The Future of Orders
Subscribed 2019 - The Future of Orders
 

Recently uploaded

Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursKaiNexus
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..dlewis191
 

Recently uploaded (20)

Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, Ours
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
 

Supercharge Your Subscription Lifecycle by AutomatingOperations: Reed Business Information (Subscribed13)

  • 1. Super charge your SaaS Automate Customer Engagement to Maximize Results Cassie Frazier Senior Solution Analyst
  • 2. The Nine Keys to Subscription Success $ PRICE   ACQUIRE   BILL   COLLECT   NURTURE   ACCOUNT   MEASURE   ITERATE   SCALE  
  • 3. Agenda 1.  Reed Business Information Company Introduction 2.  How Reed Construction Data Uses Zuora 3.  Our Top 4 Subscription Keys 4.  Lessons Learned 5.  Wrap Up & QA
  • 4. RE World leading provider of professional information solutions
  • 5. RBI Leading provider of business information, data and marketing solutions in multiple formats.
  • 6. RCD Background Business Model The Challenge •  Subscription product offering in place for many years. •  Target audience includes all participants in the lifecycle of construction where timely and actionable data is important. •  Legacy order-to-cash system retired between fourth quarter 2010 and second quarter 2011 with focus on maximizing existing IT investments. B2B Self-service and managed inside and strategic account sales Improve customer management and retention with relentless focus on tackling the cost base •  Drive business efficiency and cost / process innovation •  Improve margins •  Deliver increased organizational efficiency
  • 7. Viper  (Fulfillment)   CFO   Financial  Analysts  Customers   LEADS OPPTYS BACK OFFICE MarkeEng   Account  Managers   Customer  Service   Billing  Ops   Product  Managers   Renewals  Team   Financial  Analysts   RCD
  • 8. Our Top 4 Keys Flexibility  in  pricing  allows   RCD    to  maintain  a   compe77ve  edge  with   rapid  launch  of  new   products,  bundles  and   promo7ons.  This  is   especially  important  for   new  customer  acquisi7on.   RCD  has  automated  the   quote  to  cash  process  and   has  improved  the   automa7on  of    renewal   and  reten7on  efforts  by   leveraging  Zuora  and   integra7on  with  Zuora.   Acquire Nurture A c q u i r e , N u r t u r e , M e a s u r e , S c a l e Order-­‐to-­‐cash  system   scalability  is  a  primary   focus  for  RBI  and  RCD   Corporate  Solu7ons.   Leveraging  Zuora   delivered  func7onality   meets  many  business   needs  due  to  extensive   configura7on  op7ons  and     aggressive  release   cadence.   Scale At  the  7me  of  customer   acquisi7on  it  is  almost   impossible  to  guess  the   revenue  that  will  follow   from  a  sale  since  the   contract  is  subject  at  any   7me  to  churn  or  expand.   Leveraging  Zuora  and   SFDC  func7onality,  RDC  is   able  to    more  accurately   forecast  and  measure   renewal  numbers  from   month  to  month.   Measure
  • 9. Nurture and Scale C u s t o m e r R e t e n t i o n Legacy System •  CRM segregated from quote to cash system(s) •  Highly customized •  Poor renewal forecasting •  Lack of customer intelligence SFDC – Zuora •  Integration leveraged for customer 360 •  Fully automated renewal process •  Customer touch point program gathers intelligence •  Retention improved •  Reporting/forecasting accuracy improved New WayOld Way
  • 10. Lessons Learned Point 1: B E S T P R A C T I C E S Point 2: Point 3: Think through customer lifecycle to minimize churn Best Practice: Understand value proposition for all customers with action plan to address their needs –Analyze the retention component and then Automate Customer Engagement Avoid heavy customization Best Practice: Leverage delivered functionality and integrated system configuration Leverage the innovation offered by your cloud vendors Best Practice: Focus on unique business situations and processes; however don’t get lost in them. You may just miss the next innovative release while you’re focused on an aging enhancement request.