The document discusses the need for analytics capabilities beyond operational reporting for subscription businesses to drive growth. It outlines gaps in the current reporting product and proposes a new analytics approach with unified data, custom metrics and transforms, and interactive analyses and visualizations. Key priorities for the analytics product include an explorer for analyses, configurable dashboards, and evolving data APIs to support both real-time and delayed querying and analytics transforms.

1. BEYOND REPORTING:
ANALYTICS FOR
GROWTH IN THE
SUBSCRIPTION
ECONOMY

2. SAFE HARBOR DISCLAIMER
The following presentation is intended for information purposes only. The development, release, and timing of any features or
functionality described for Zuora’s products remains at the sole discretion of Zuora and is subject to change. Any unreleased
servicesor featuresreferenced in thispresentation are not currentlyavailableand maynot be deliveredon timeorat all.Customers
shouldmakepurchasedecisionsbaseduponproductfeatures thatarecurrentlyavailable.
In addition, statements in this presentation that refer to forecasts, future plans and expectations are forward-looking statements that
involve risks, uncertainties, and assumptions, many of which involve factors or circumstances that are beyond our control. If any
such uncertainties materialize, if any of the assumptions prove incorrect, or if priorities or resourcing changes, actual results could
differ materially from such forward-looking statements. You are cautioned not to place undue reliance on these forward-looking
statements as they reflect Zuora’s expectations as of the date of this presentation. In addition, actual results could differ materially
from those expressed or implied in the forward-looking statements due to a number of factors, including but not limited to, risks
detailedinourAnnualReportonForm10-KfiledwiththeSecuritiesandExchangeCommission(SEC)onApril18,2019,aswellas
other documents that may be filed by us from time to time with the SEC. Copies of Annual Report on Form 10-K and other filings
with the SEC may be obtained by visiting our Investor Relations website at investor.zuora.com or the SEC's website at
www.sec.gov. Zuora assumes no obligation and does not intend to update these forward looking statements after the date of this
presentation toconformthesestatements toactual resultsortochanges inourexpectations.
WeencouragecustomersrequiringspecificfunctionalitytofilerequestsonourZuoraCommunityIdeasBoard,evenifafeature
potentiallyaddressingtheirneedshasbeenpreviouslydiscussed.ThesecaseswillbetrackedbyZuoraproductmanagement and
everyeffort willbemadetoproactivelycommunicateZuora’striageandstatusofincomingrequests.

3. Launch New Products
Subscription Businesses are looking for Growth
Strategies
Up-sell and Cross-sell
Pricing and Packaging
Expand internationally
Expand Sales Team
Add Self-Service
Expand into Enterprise
Expand through M&A

4. Analytics is key to growing business
NURTURE
Upsell, Cross-sell,
Manage, Renew
ACQUIRE
Multi-channel,
CPQ, Self-serve
PRICE
Pricing, Promos,
Charge Models, Packaging
RATE
Usage Rating,
Mediation
BILL
Taxation, Invoices
COLLECT
Payment Gateways, Collections,
Electronic Payments
MEASURE
Metrics, Dashboards,
Report Builder
RECOGNIZE
Revenue Recognition,
GL Integration
ERPCRM
partners
web / mobile

5. Opportunity to provide value on multiple fronts
Data
APIs
Operational
Reporting
Analytics
Roadmap
Current
How do I integrate with
my BI ecosystem?
How do I manage my
billing operations?
How do I get the
metrics and to
accelerate growth?

6. Reporting product features
Summaries
Detail Tables
Objects and
Fields
Report Builder Standard Reports
Customized
Reports
Bookings,
Billings, Cash,
Revenue

7. REPORTING
Demo

8. Current product challenges and gaps
Business metrics and Trends MRR net of discounts, AR Aging As-of
Dated UX Cumbersome UI, not interactive
Hard to understand Data Model Account and RatePlanChargeTier don’t join
Cannot create arbitrary transforms Invoice items with and without payment details
Calculated fields Custom calculated fields, Currency conversion
Combined aggregations Booking, Subscription, Revenue combined metrics
Single entity Multi-entity rollups
Projections and Predictions Future Unbilled, Estimated Usage
Limitations Examples
Current capabilities are centered around Operational Reporting,
difficult to use for Analytics use-cases

9. Operational Reporting versus Analytics requirements
Operating detail specific to domain Analyses and insights to grow the business
Current and historical context Current, historical and future context
“Narrow” queries and specific reports “Broad” queries and different analyses types
Up-to-the minute transactional data Big data and transformations
Operational teams, customer care agents Product, finance, customer facing business users
Operational Reporting Analytics
Operational Reporting supports day-to-day needs,
Analytics supports strategic planning for business

10. New Analytics approach to solve these gaps
Analytics is based on delayed data, handles a broad range of analyses across big data.
Operational Reporting is based on realtime data, handles reports for specific App areas.
Unified Data across
domains
Metrics and
transforms for
Analytics
Interactive analyses
and visualizationsORDERS
BILLING
REVENUE
OTHER MEGASTORE
DATASETS
CARDS
Bulk API
Dataset
API
REPORTIN
G
REPORTIN
G

11. Analytics product features
Metrics
Trend and
Snapshot Cards
Custom
Datasets
Dashboard (LA) Explorer (Roadmap)
Visibility
of key
Metrics
Interactive
Analyses

12. ANALYTICS
Demo

13. Top product priorities
Explorer
 MRR, ARR, TCV Net of Discounts, with Change Reasons, AR Aging As-of
 Currency conversion into home currency
 Manage custom Datasets
Dashboard
 Configurable dashboard layouts to track most important metrics

14. Data API evolution
ZOQL, AquA (General Availability)
 Realtime read-write, aggregated query
 Object level, simple query
Data Query API (Beta)
 Realtime read-only query using SQL
 Has limits (100K records)
Bulk Query API (Future)
 Delayed data, bulk query
 Higher limits (10M records)
Analytics API (Future)
 Analytics transforms
Realtime Data APIs Delayed Data APIs

15. v
Mangesh Pimpalkhare
Kevin Suer
Thank You!

16. MRR Net of discounts
Customers with Order Metrics
 MRR Net of Discounts in Reporting
 MRR Net of Discounts Trend analyses using Dashboard (LA)
Customers on Subscribe/Amend
 Rate Plan Charge and Discount Applied Metrics Datasources (LA) in Reporting
 RPC and DAM can be exported and joined to generate MRR net of discounts
 New Metrics solution for all customers
 MRR Net of Discounts Trend analyses using new Metrics