This document discusses Demandforce's goals of acquiring new customers, providing a good customer experience, and retaining existing customers. It outlines how Salesforce and Zuora can be used together for quote to cash and customer retention processes. For quote to cash, it allows quick quoting and closing of deals without a deal desk by automating discount approvals and subscription creation. For retention, it automates the management of cancellation requests and creates opportunities for the retention team to save accounts. Key retention reports are also discussed.

1. Are you in Demand?
Quote to Cash & Retention
André Pimentel
Head of Operations
Matt Baker
Manager of Business
Applications
&

2. The Nine Keys to Subscription Success
$
PRICE
ACQUIRE
BILL
COLLECT
NURTURE
ACCOUNT
MEASURE
ITERATE
SCALE

3. Agenda
• Demandforce Product
• Demandforce Goals
• Quote to Cash in Salesforce with Zuora
• Customer Retention Process
• Questions & Answers

4. Product
Demandforce

5. One-Stop
Dashboard

6. Demandforce automatically sends your
data and reviews to top sites which
helps you look more appealing to new
clients searching online.
Get Noticed
Online

7. Goals Demandforce
1. Acquire new customers.
2. Provide an awesome
customer experience.
3. Retain existing customers.
1. Acquire new customers.
2. Provide an awesome
customer experience.
3. Retain existing customers.

8. Quote to Cash
Zuora & Salesforce

9. Q2C Zuora & Salesforce
Requirements:
• Quote and close customers within 3 minutes.
• Close deals without a Deal Desk.
• Discounting with approval tiers.

10. Q2C Zuora & Salesforce
Quote and close customers within 3 minutes.
Quote Select Contacts Select Rate Plan
Send/Sign
Contract
Account/
Subscription
Created in Zuora

11. Q2C Zuora & Salesforce
Requirements:
ü Quote and close customers within 3 minutes.
• Close deals without a Deal Desk.
• Discounting with approval tiers.

12. Q2C Zuora & Salesforce
Close deals without a Deal Desk.
• Offer standard discounts for Account Executives.
• Restrict price changes.
• Automate Subscription creation.
DEMO

13. Q2C Zuora & Salesforce
Requirements:
ü Quote and close customers within 3 minutes.
ü Close deals without a Deal Desk.
• Discounting with approval tiers.

14. Q2C Zuora & Salesforce
Discounting with approval tiers:
• Regional Manager approvals and National Manager
approvals.
• Approval types based on Zuora products.

15. Retention
Zuora & Salesforce

16. Retention Zuora & Salesforce
Requirements:
• Automated management of cancelation requests.
• Retention Team works to assist and retain customer post
request.
• Accurate & granular retention reporting for FP&A.

17. Retention Zuora & Salesforce
Automated management of cancelations.
Cancel
Request
Enter
Requested
Date
Amendment
created
in
Zuora
Opportunity
to
Save
created

18. Retention Zuora & Salesforce
Requirements:
ü Automated management of cancelation requests.
ü Retention Team works to assist and retain customer post
request.
• Accurate & granular retention reporting for FP&A.

19. Retention Zuora & Salesforce
Top 5 FP&A Reports:
5. Reporting on all Active Subscriptions & measuring new
bookings and Subscription additions over time.
4. Reporting on periodic cancellation activities over time.
3. Trending POS discounts given to new subscriptions over
time.
2. Trending cumulative billable retention over time and
retention by cohort.
1. Reporting on saved accounts and save bookings.

20. Retention Zuora & Salesforce
Requirements:
ü Automated management of cancelation requests.
ü Retention Team works to assist and retain customer post
request.
ü Accurate & granular retention reporting for FP&A.

21. Questions / Comments
Zuora & Salesforce