Zuora CEO, Tien Tzuo, kicks off Subscribed 2015 with a powerful keynote addressing the global impact Subscriptions are making on businesses, consumers and technology. He sites leaders in the industry as Disruptors (Box), Mavericks (Xplornet), Change-Agents (Fairfax Media), and Reinventors (Adobe). And lastly, a focus on the Industry that is the poster-child for digital transformation, IoT.

2. WELCOME TO SUBSCRIBED 2015

3. WE HAVE BEEN ON AN
INCREDIBLE JOURNEY

4. Products
1970s
Product + Services
1990s
Customer Centric
2000s
Relationship Centric
Today
WE ARE LIVING IN A DIFFERENT ERA

5. WE ARE HERE TO CELEBRATE YOU

6. THE DISRUPTORS
2011

7. THE MAVERICKS
2012

8. THE CHANGE-AGENTS
2013

9. THE REINVENTORS
2014

10. IN 5 SHORT YEARS YOU’VE
TRANSFORMED THE MARKET

11. EVERY INDUSTRY HAS SHIFTED

12. CUSTOMERS NOW EXPECT
THE SUBSCRIPTION EXPERIENCE
Ongoing
Value
Memorable
Experiences
Anywhere,
Real-time
Personalized
Moments
Immediate
Fulfillment

13. YOU
Are Changing The World

14. THE SUBSCRIPTION ECONOMY
GOES MAINSTREAM
2015

15. “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
YOU CHANGED TECHNOLOGY

16. "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
YOU CHANGED TECHNOLOGY

17. YOU CHANGED RETAIL

18. YOU CHANGED THE
MUSIC INDUSTRY
Beats Tidal iTunesPandora
45B Likes
Spotify
60M Users $3B value Jay Z Down 20%

19. HBO Is Now Live On Zuora

20. Lynda.com Is Now Live On Zuora

21. General Motors Is Live On Zuora

22. Subscriptions Went IPO

23. Enterprises Embraced Subscriptions

24. 50%
Of people in France are moving away
from ownership. Traditional
consumption models don’t meet the
demands of consumers who now favor
flexibility and unlimited access.
Market study: Institut Français D’opinion Publique
(IFOP)
THE FRENCH HAVE GONE SUBSCRIPTION

25. THE GERMANS HAVE GONE SUBSCRIPTION
80%
Of German companies have dealt with
the issue of subscription business
models. Subscription models have
already arrived in the minds of board
members.
Market study: IDG Research Services

26. THE UK NEWSPAPER INDUSTRY IS
NOW LIVE ON ZUORA
Times of London Time UKThe GuardianThe Sun
The Financial Times The Telegraph

27. WE EXPANDED ACROSS THE GLOBE
Munich
Gothenburg
Tokyo
Vienna
Copenhagen
Berlin
Boston
Cologne
Amsterdam
Denver

28. WE HAVE A NEW BRAND
Welcome to the new world of happy business

29. Best Places
to Work
2014
2XEmployee Growth

30. 95%Customer Satisfaction
For 15 Quarters
2Stevie Tech
Support Awards
100%Growth In Our
CS Team

31. 1BAPI Calls Per Month
25MInvoices Per Month
50MSubscription Amendments
2XPayments Processed

32. $50BTotal Contracted Invoice Volume

33. $115MRaised In Pre-IPO Funding

34. We Will Continue To Invest In Product

35. In The Academy

36. In The Next Wave of Subscription
Experience Innovation

37. OUR WORLD IS CHANGING…

38. SAIDEEP RAJ
GLOBAL MANAGING DIRECTOR
ACCENTURE SAAS PRACTICE

39. Accenture Technology Vision 2015
Digital Business Era:
Stretch Your Boundaries
Saideep Raj
Global Managing Director
Accenture SaaS Practice

40. The Internet of
Me
Outcome
Economy
Platform
(R)evolution
Intelligent
Enterprise
Workforce
Reimagined
5 Trends
1 2 3 4 5

41. 1
The Internet of Me:
Our world, personalized.
Copyright © 2015 Accenture All rights reserved.

42. 2
Outcome Economy:
Hardware producing hard results.
Copyright © 2015 Accenture All rights reserved.

43. 3
Platform (R)evolution:
Defining ecosystems, redefining
industries.
Copyright © 2015 Accenture All rights reserved.

44. 4
Intelligent Enterprise:
Huge data, smarter systems—
better business.
Copyright © 2015 Accenture All rights reserved.

45. 5
Workforce Reimagined:
Collaboration at the intersection
of humans and machines.
Copyright © 2015 Accenture All rights reserved.

46. 46 Copyright © 2015 Accenture All rights reserved.
The Internet of
Me
Outcome
Economy
Platform
(R)evolution
Intelligent
Enterprise
Workforce
Reimagined
5 Trends
1 2 3 4 5

47. 5 TRENDS FUELING THE GROWTH
OF SUBSCRIPTIONS

48. THE NEXT WAVE OF
SUBSCRIPTION EXPERIENCES
3 Stories from the Internet of Things

49. MATT ANDERSON
CHIEF DIGITAL OFFICER

50. $23B
Revenue
17,000+
Employees
56+
Countries
Leading innovation
partner and distributor
for technology
components and
enterprise computing

51. Serving
100,000
innovators
worldwide

52. Changing The World of
Fast Food Dining

53. Changing The World
of Farming

54. Beyond
Components:
IoT Mesh Fabric

55. Arrow’s Opportunity:
Reinvent Product Design
Power companies that deliver IOT experiences

56. CYRIL PERDUCAT
EVP of Digital Transformation

57. $25B
2014 Revenue
170,000+
Employees
100+
Countries
Global leader in energy
management solutions

58. We sell products

59. Our customers
have new expectations
Op Ex
vs.
Cap Ex
Services
vs.
Products

60. Our business has evolved

61. Schneider’s Opportunity :
Personalize Energy Management
Transform the experience people have
with their surroundings

62. What’s in the lab

63. LUKE LARSON
President

64. We’re
most well
known for
this

65. A Family of Products—Intelligent. Connected.

66. Evidence.com

67. We are out to change the world by solving big problems, making the
world a safer place. In the next 50 years, we will make the bullet
obsolete. We will end the infliction of death as a socially acceptable
means of self protection. We will use technology to make the heroes
who protect society more effective and more trusted.
Our Mission

68. Taser’s Opportunity :
Restore The Trust That Has Been Broken
Reinvent the experience between communities
and law enforcement

69. 3 Companies. 3 Stories.

70. SUBSCRIPTIONS REALLY ARE
CHANGING THE WORLD

71. They’re reinventing all parts
of our lives

72. Subscriptions are making business
more personal

73. They deliver ongoing value

74. Subscriptions take us to happy places

75. Subscriptions put subscribers first

76. They make relationships that grow

77. They’re making business human again

78. SUBSCRIPTIONS VALUE
WHAT WE VALUE MOST
Relationships Experiences

79. THE SUBSCRIPTION EXPERIENCE
Ongoing
Value
Memorable
Experiences
Anywhere,
Real-time
Personalized
Moments
Immediate
Fulfillment

80. TURN CUSTOMERS
INTO SUBSCRIBERS
• Rethink your business model
• Keep customers engaged in long-
term relationships
• Commerce is different
• Offer personalized pricing
• Acquire on any channel

81. UNIFY AND SIMPLIFY
YOUR SYSTEMS
• Billing is different
• You need to automate: billing
payments, revenue recognition
• You need to integrate your
ecosystem: GL, ERP, CRM
• Get subscriber-aware

82. MEASURE RECURRING
REVENUES
• Finance is different
• You need a new set of metrics
• MRR, TCV, growth efficiency
• Churn

83. EFFORTLESSLY SCALE
YOUR OPERATIONS
• Go global: payment methods,
taxation, currencies, gateways
• Stay secure: data security, PCI
compliance, user access controls
• Get enterprise-grade performance

84. BUILD A SUBSCRIPTION
CULTURE
• Adopt a subscriber-first mindset
• Make customer success paramount
• Educate your employees
• Test and iterate

85. THIS IS WHY SO MANY COMPANIES
HAVE TURNED TO RBM

86. A luxury travel destination club. A pet insurance provider. A weight loss program. A farming equipment
provider in New Zealand. A personal meditation app. A professional soccer scouting service. A school lunch
program. A wedding publisher. A French home furnishings company. A restaurant reservation seating
system. A streaming Japanese anime provider. A fashion industry marketing service. A plumbing &
handyman service. A major American airline. A major American automobile manufacturer. A smart
thermostat. A credit card company. A textbook publisher. A home rental service. A cable TV company. A
foreign language learning program. A standardized test preparation service. A 131 year-old cash register
manufacturer. A home improvement and interior design community. A salon & spa management platform. A
radio network. A hospital news publisher. An Ivy League university. A national telecom. A legal contract
resource. A lock manufacturer. A smart phone manufacturer. A private jet service. A toothbrush delivery
service. A multinational OEM. An 83 year-old beauty supply company. A mobile gaming company. A food
takeout delivery service. A real estate agent community. A Swiss travel agency. A streaming music service. A
weather data service. A 160 year-old British financial newspaper. A recreational boat marketplace. A home
security company. A French restaurant guide. A visual effects studio.

87. THIS IS WHY WE BUILT Z-BUSINESS

88. Z-BUSINESS HELPS YOU TAKE
THE FIRST STEP

89. BUT WHAT IF YOU COULD
GO FURTHER?

90. What if you had a
complete view of
your subscribers?

91. What if you
could map
every step of a
subscriber’s
journey?

92. What if you could tailor an
experience for every unique
subscriber?

93. What if you could
engage with your
subscribers anywhere?
Everywhere?

94. What if these answers could be
at your fingertips?
Which prospects will
become customers?
Which offers will
resonate?
Which pricing plan
delivers most value?
Which customers
will likely churn?

95. Great subscriptions humanize the experience.
Make it contextually relevant – individual to
each and every subscriber.

96. We want to help you get there.

97. That’s why today we announce
our most exciting product yet.

98. Z-INSIGHTS
The next phase of Zuora, powered by big-data.
A completely new way to know your subscribers and deliver
compelling, memorable subscription experiences.

99. 5 modules to help you design
a better subscription experience:

100. MEET YOUR
SUBSCRIBERS
Subscriber Identity
Demographics
Company data
User counts
Recurring revenue value
Account balance

101. MAP THEIR
JOURNEYS
Subscriber Moments
Logins
Email sends
New sign ups
Upgrades
Cancellations
Offers accepted
Support tickets filed

102. PERSONALIZE
INTERACTIONS
Subscriber Segments
Save churning subscribers
Flag declining usage
Reward high usage
Onboard new subscribers
Identify those likely to convert

103. ENGAGE
EVERYWHERE
Subscriber Triggers
CRM workflow
Mobile communications
Email communications
Marketing campaigns
Customer success alerts
In-app communications

104. Subscriber moments feed
Subscriber benchmarks
Top recommendations
Product usage trends
Embeddable in any app
VISUALIZE
EXPERIENCES
Subscriber Dashboard

105. Tom Krackeler
VP & GM, Z-Insights
+
Karl Goldstein
VP of Engineering, Z-Insights

106. Improve
customer
retention
Grow revenue
from existing
customers
Improve
pricing &
packaging
Develop
customer
advocates
YOU WANT TO

107. Z-INSIGHTS DEMO

108. Check out more on Z-Insights tomorrow
at the Product Keynote

109. Okay, that was pretty powerful stuff.

110. Let’s recap.

111. OUR WORLD IS CHANGING

112. 3 COMPANIES. 3 STORIES.

113. SUCCESS = DELIVERING THE
SUBSCRIPTION EXPERIENCE

114. Z-BUSINESS IS STEP 1
Transform your business model, your operations,
your company culture.

115. Deepen relationships through insights. The only way to
truly learn from your subscribers and improve their
experience over time.
Z-INSIGHTS IS STEP 2

116. Z-Business + Z-Insights enables you to
fully transform your business around the
subscription experience

117. THE REST OF THE
CONFERENCE
• Amazing Sessions
• Amazing Summits
• Amazing Stories
And…all available in the
Academy

118. EVERYTHING YOU NEED TO DELIVER
THE SUBSCRIPTION EXPERIENCE
Z-Insights Z-Business The Academy

119. Now Go Out And
Build Relationships
Glean Insights
Build Your Subscription Culture
Make Business Human Again

120. Go out and continue to change our world

121. THE WORLD. SUBSCRIBED.

122. The End.