Eager to hear how companies use Zuora Billing and Zuora CPQ to manage the quote to cash process? This is your session! We'll do a deep dive into Zuora CPQ, -- how to use it to configure, price, and quote your deals -- then hear from long-time Zuora Billing and CPQ users at Solium; they'll share their journey of moving from cumbersome spreadsheets to custom quotes, things to consider downstream when managing Zuora CPQ and change management best practices. The team has refined its processes over time, leading to faster time to market for new products. Come learn from their experience. This will be an interactive session, so bring your questions!

1. SUBSCRIBED 2018

2. Quote Smarter, Faster, and Get
Products to Market Quicker with
Zuora CPQ

3. CPQ Expert
Taylor Bukowski

4. 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.

5. Why are you here today?
What are you hoping to get out of this
session?

6. AGENDA
• Why Zuora CPQ
• How can you use Zuora CPQ to be
successful
• Panel discussion with Shareworks by
Morgan Stanley team
• Q&A

7. WHY ZUORA CPQ?

8. Major Downstream Impacts Every Time You Sell
Quote Invoice Shipment
PRODUCT LIFECYCLE QUOTING
Amend
Existing
Quotes
Create Multi-
Action
Orders
Provision &
Deprovision
Services
ASC 606
Performance
Obligation
Generate Invoices w/
Credits & Prorations
Collect Payments &
Retry Failures
SUBSCRIPTION LIFECYCLE QUOTING
CUSTOMER
SALE

9. THAT’S WHY WE BUILT ZUORA CPQ
Leverages the Zuora Central Platform to power your entire Subscription Quote-to-
Cash

10. ZUORA CENTRAL
A single platform to monetize and orchestrate subscription services
MONETIZE
• price & package
• bill & collect payments
• recognize revenue
• measure results
ORCHESTRATE
• send communications
• design acquisition, expansion,
billing, dunning, & renewal flows
• trigger provisioning
• sync external data

12. ZUORA CPQ
✓ Configure deals (not products) with different charge
models, contract durations, billing frequencies and
more
✓ Get real-time subscription metrics (MRR, TCV, TCB)
to forecast bookings and pay out on any sales
compensation model
✓ Make any type of contract change and leverage the
Central Platform to automate all the downstream
impacts from quote, to invoices, payments, all the way
down to 606 revenue recognition
✓ Proactively quote for new upsell and cross-sell
opportunities based on customer behaviors

13. HOW CAN YOU USE ZUORA
CPQ SUCCESSFULLY?

14. Leverage Zuora CPQ's
out of the box features
Use Zuora CPQ
Features
Utilize amendments to
handle customer
lifecycle events
Be Flexible!Price & Package
Price and package your
products in an attractive
way to streamline the
quoting process
3 Steps to Success

15. Price & Package
• Powerful Product Catalog in
hands of your sales team
• Build attractive offerings with
multiple, flexible plans for
each product
• Continually test pricing
strategies to strengthen
relationships with customers
01

17. Zuora CPQ Features
• Get your sales reps quoting
faster and smarter through
guided selling
• Leverage the power of
Zuora CPQ's out of the box
features
• Stay up to date on the latest
package version
02

18. Feature Highlight: Rules Engine
• Generally available as of version 8
• Users can build custom rules to fit their business process needs
• Create conditions for when your rules should fire and define different types of
actions per each rule.

19. Customer Use Case
“We use a lot of custom pricing. The pricing is dependent of a
variety of characteristics (ex. quantity, territory, sales
channel) in the quote. Currently, we manage this in a
spreadsheet and have users manually edit the price based on
those characteristics. Is there a way within Zuora CPQ to
manage this dynamic pricing?”

20. Rules Engine: Use Cases
• Discounting
• Approvals
• Multi-Attribute Pricing
• Product Dependencies

21. Be Flexible!
Support the subscription business
model by utilizing amendments
03

22. Amendments
Making use of amendments will allow you to automate the downstream billing, revenue,
and reporting impacts of these customer lifecycle events

23. PANEL DISCUSSION WITH
SHAREWORKS!
Bill Davis
Director of Sales-
Marketing
Automation &
Analytics
Neta Pyasi
Director of Special
Projects
Karen Eng
Finance Lead –
Zuora
Implementation
Ben Hazelwood
Manager,
Business
Intelligence

30. Adding Products, Use Filters

31. Finding Products in Salesforce

32. Quote Templates: Behind the Scenes

33. Quote Templates: Final Product

34. White Boarding Sessions

37. KEY TAKEAWAYS
Zuora CPQ solves the Order-to-Revenue complexities
by connecting your CRM and your ERP for a unified
customer experience
Take advantage of all the Zuora CPQ has to offer by
creating attractive pricing models, utilizing out of the box
features, and being flexible for your customers
As noted by the Shareworks team, the key to a
successful Zuora CPQ implementation is cross team
collaboration- TEAMWORK!
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2
3

38. Q & A