Subscription businesses are growing 9x faster than the S&P 500. We ask ourselves “what can we build to help our customers grow even faster?”From the new Subscription Order Management engine to Subscription Revenue Recognition for AASB 15, we are excited to reveal a whole new wave of products built to power subscription businesses. Join Zuora Product Directors Chris Bruner and Nick Harlow as they unveil the exciting new launches coming to Zuora in 2017.

1. 2017 Product Keynote

2. We are architecting the future of
enterprise software in the post-ERP
world

3. ERP CANNOT KEEP UP
WITH:
Dynamic business
modelsDynamic Subscriber
relationshipsDynamic markets

4. For the past 10 years, our focus was
to build the best billing solution

5. Today, delivering customer
freedom requires more
BILLING
MONETIZATION
USAGE
CONSUMPTION
SALES
WEBSITE
MOBILE
RESELLERS
SALES TEAM
PROVISIONING
ADD SERVICE
SUSPEND
PAYMENTS
CREDIT CARD
ACH
APPLE PAY
SEPA
PRICING
ORDERS

6. Maintaining a cohesive order-to-
cash architecture in this world has
been
driving all of us crazy

7. We realized, there was a
bigger problem to solve

8. A CENTRAL HUB
TO ORCHESTRATE
ORDER-TO-CASH

9. But first, we needed two
breakthroughs

10. Establishing a microservices architecture

11. RATING
SERVICE
POST /usage
GET /usage/{id}
GET /usage/query
GET /ratedusages/account/{accountNumber}
GET/ratedusages/subscription/{subscriptionNu
mber}
GET /ratedusages/charge/{chargeNumber}

12. SUBSCRIPTION ORDERS ENGINE

13. ZUORA CENTRAL
A platform for business freedom.
The new hub for Subscription Order-to-Cash

14. • Enterprise platform infrastructure
• Designed around the Subscriber
• 6 Mission-critical engines for
subscription businesses

15. 6 Engines Wrapped Around the Subscriber

19. What does this mean for you?

22. Here’s what we’ll
show
you today

23. SUBSCRIPTION ORDERS ENGINE

24. Orders today are different

25. Product Order
Date: Jan 1, 2017
Buy Product #1
Buy Product #2
Buy Product #3
TOTAL $

26. Subscription Order
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing

27. Subscription Order
Different Actions
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing

28. Subscription Order
Different Time Periods
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing

29. Subscription Order
Different Metrics
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing

30. Do product order
management applications
handle this?
Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing

31. Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Sure, if you want to spend
1000+ hours
hacking your current solution
custom

32. Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Sure, if you want to spend
1000+ hours
hacking your current solution
custom
custom

33. Date
Subscribe … Jan 1–Dec
31
Upgrade … May 1–Dec
31
Suspend … Aug 15–Oct
1
Monthly Recurring Revenue
Total Contract Billing
Sure, if you want to spend
1000+ hours
hacking your current solution
custom
custom
custom

34. Multi-Channel
Subscription Order Management
Website
Sales
Reps
Mobile Partner

35. CPQ

36. The only CPQ solution
purpose-built for subscriptions
PRICING
MODELS
QUOTE
TYPES
SUBSCRIPTIO
N
METRICS

37. Freedom to quote for any deal
without breaking the back
office

38. CPQ

39. PRODUCTS CUSTOMERS RESOURCES CONTACTPRICING
A leading provider of connected car
services
I’M AN INDIVIDUAL I’M A BUSINESS
Roadside
assistance
Keyless entry
Automatic crash
response
Fleet Manager
Vehicle Tracking
Live Data Stream
Fleet Diagnostics
Carspot

40. COLLECT

41. COLLECTIONS
PAINFUL
SUBSCRIPTIONS

42. 14x
more invoices
HOURLY
DAILY
WEEKLY
BI-WEEKLY
MONTHLY
QUARTERLY
ANNUALLY
SEMI-ANNUALLY
EVERY 5 WEEKS
1ST OF MONTH

43. 22+
payment
methods
CREDIT CARD
DEBIT CARD
PAYPAL
SEPA
WIRE TRANSFER
CHECK
APPLE PAY
GOOGLE PAY
GIFT CARDS
DIRECT DEBIT

44. ACCOUNT CLOSE
ADDRESS MATCH
AMOUNT ERROR
APPROVAL
CANCELLATION
NUMBER ERROR
NOT SUPPORTED
CVV2 MISMATCH
DISPUTE
DATE ERROR
100+
reasons for
failure

45. SUSPEND ACCT
CANCEL ACCT
LIMIT SERVICE
SEND SMS
SEND EMAIL
CALL CUSTOMER
DEPROVISION
RETRY CARD
SWITCH METHOD
COLLECTIONS
1K+
ways to
respond

46. We need a new way to do
collections in this era

47. INTRODUCING
COLLECT

48. Freedom to unlock your time
and resources from inefficient
collections

49. BUT WAIT, THERE’S MORE
DISPUTES WEB PORTAL LOCKBOX

50. The only
collections
service
purpose-built for
subscriptions
Aligned with subscription
billing and payments
Automated dunning for any
payment type
Customizable workflow for
subscriptions
Insights for continuous
process improvements

51. COLLECT

52. INSIGHTS

54. PRODUCT
METRICS
SUBSCRIPTION
METRICS
Accounts
Receivables
Cash
Revenue
Deferred Revenue
Monthly Recurring
Revenue
Churn Rate
Net Retention
Average Revenue Per
User

55. Freedom to make strategic
business decisions with
confidence

56. INSIGHTS

57. + PREDICTIVE SCORES
INSIGHTS

58. ENGAGEMENT & CHURN SCORES
Analyzes account actions and usage data to
predict renewals, upsells, down-sells and churn

59. REVPRO

60. “Public companies—including Amazon.com
Inc. and Microsoft Corp.—are gearing up for the
most historic accounting
changes …in decades.”
-Bloomberg BNA

61. “Hopefully, fear is what you’re feeling
now.”
-Josh Paul, Director of Accounting, Alphabet
Inc.

62. Flat fee pricing. Per unit pricing. Volume pricing. Tiered pricing. Usage pooling.
Surge pricing.
Ramp Deals. Discounting. Tiered pricing. Limited-time free trial.
Multi-year subscription. Discounts. Multi-year subscriptions. Ramp
pricing. Editions. Tiered pricing. Volume pricing. Hardware. Usage
pricing.Overage. Rollover. One-time add-ons. Sales
Commissions.Micro-transactions. Percentage discounts. Fixed

63. INTRODUCING
REVPRO

64. Free to pursue any business
strategy without the burden
of compliance

65. REVPRO

66. 3-Year Ramp Deal
Built-In Discounts
One-Time Fee

72. How do you handle different
monetization models?

76. Pricing model
Billing model
Discount model
RevPro lets
you
monetize
any

77. How do you handle different
customer events?

81. Completed
trainingPaused my
subscriptionStarted the monthly
plan
Configure
RevPro for any
event

82. How do you handle
mid-term changes?

84. Define RevPro
rules for any
change
Upgrade
Downgrad
e
Renew
Cancel

85. How do you handle
sales commissions?

86. Free to pursue
any sales strategy
Commissions over time
Align commissions to
contract
Treat commissions
standalone
Define commissions accruals

87. How do you integrate to
General Ledgers ?

88. RevPro
integrates to
popular
General Ledgers

89. Any
Monetizatio
n Model
Any
Customer
Event
Any
Contract
Change
Any
Sales
Strategy
Any
General
Ledger
REVPRO

90. BUSINESS FREEDOM

91. ZUORA CENTRAL
A platform for business freedom.
The new hub for Subscription Order-to-Cash

92. 2017 Product Keynote