Subscribed SF: CEO's Keynote
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Zuora's CEO's Keynote for Subscribed in London. Subscribed is Zuora's first annual global conference series for the Subscription Economy, landing down in San Francisco, London and Sydney in the Fall of 2012. Learn more about future dates and keynote replays at Subscribed.com.
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Subscribed SF: CEO's Keynote
- 1. SAN FRANCISCO September 2012 1
- 2. BUY NOW Subscribe The Past! The Future We Call this Shi, the Subscrip2on Economy™ 2
- 3. Why the Subscrip2on Economy ? Technology Trends Demand Business Model Smart Money Cloud Consumers want to It’s a better business Mobile subscribe to services model for growth Social Businesses want to subscribe to services Wall St. and Sand Hill Value Subscription-Based Companies Subscribe 3
- 4. The Subscrip2on Economy is a Green Economy “ The average car is idle ” 92% of the time 4
- 5. The Subscrip2on Economy is about Customer Rela2onships Product Focused Rela2onship Focused BUY NOW Subscribe 5
- 6. The Subscrip2on Economy Requires a Completely Different Approach to Building Businesses Product Economy Subscription Economy Sell Units Mone2zing Customer Rela2onships Pay-‐as-‐you-‐Go Pricing Plans Price Per Unit The image cannot be One-‐Time Orders Mul2ple Orders Over a Life2me Forced to Pick a B2Any: Sell to Consumers & Customer Segment Businesses Complex, Interrelated Bookings, Simple Financial Metrics Billings, & Revenue 6
- 7. The Subscription Economy Foretells 7
- 8. One Year Later … 8
- 9. The Media Industry is Moving to the Subscription Economy 9
- 10. The Tech Industry is Moving to the Subscription Economy 10
- 11. The Telecom Industry is Moving to the Subscription Economy 11
- 12. The Retail Industry is Moving to the Subscription Economy 12
- 13. Craft Coffee SweetBox Steepster The Fruit Guys Kiwi Crate FabKids Coffee Chocolate Fine Teas Fruits & Veggies Crafts & Books Clothing BirchBox GuyHaus Focus N Fly Test Tube Wonder Sitter Spotify Beauty Guy Supplies Fitness Beauty Samples Baby Sitting Music Hoseanna Put This On Bag Borrow or Rent the Runway Babbaco Mystery Tackle Box Steal Hosiery Men’s Handbags Women’s Kids Toys/ Fishing Accessories Dresses Activities Equipment Sweet Petula McSweeneys Meundies Dollar Rubber Club Bespoke Post Spice Guides Soaps Shirts Underwear Condoms Luxury Items Date Idea Guide 13
- 14. Making the Web’s Subscription Economy Hum “ As Web businesses embrace subscription business models, the benefits are clear: reduced customer acquisition costs and ” steady cash flow June 12, 2012 14
- 15. “ By 2015, more than 40 percent of media and digital-products companies around the world will use subscription services for their ” fulfillment, billing, and renewals 15
- 16. “ The new realities of our increasingly mobile economy make it more likely that this transition from an Ownership Society to what might be called a Rentership Society, far from being a drag, will unleash a May 4, 2012 wave of economic efficiency that ” could fuel the next boom. 16
- 17. Mar 4, 2012 “ Consumerism is being redefined for the mobile age, and the model is spreading among professionals and families in ways that were little anticipated, even by the venture capitalists funding this 17 new era of cooperative capitalism ”
- 18. “ C.E.O.’s are beginning to appreciate the value of recurring revenue in a way never before … the software industry adopted it, which caught people’s attention. Now you’re seeing companies in just about every ” kind of industry embracing it Mar 7, 2012 18
- 19. One Year Later We are at the Tipping Point 19
- 20. YOU Are The Tipping Point 20
- 21. 21 “ Q1'08 ARR Q2'08 Q3'08 Q4'08 Q1'09 Q2'09 Q3'09 subscription systems. Q4'09 Q1'10 ” Q2'10 Q3'10 Q4'10 In short order, Zuora has become Q1'11 the dominant player in cloud-based Q2'11 Q3'11 Q4'11 Q1'12 Q2'12 Q3'12 Q4'12 Q1'13 Q2'13 Your Success Has Powered Our Growth
- 22. Your Success Pulses Through Our Servers 22
- 23. $12 Billion Total Invoice Volume 23
- 24. 24
- 25. Customer Satisfaction Graph – pie chart of 95% customer satisfaction 25
- 26. 26
- 27. 27
- 28. 28
- 29. But We’re Only Just Getting Started… 29
- 30. 1494 A.D. Luca Bartolomeo Pacioli invents the system of Double Entry Bookkeeping 30
- 31. For over 500 years, the system has worked… Double entry accoun;ng To the CFOs of becomes the cornerstone of modern accoun;ng the modern era 31
- 32. Until Now 32
- 33. The Problem: You Need to Differentiate Between One-Time and Recurring Amounts A $100 is a $100 is a $100. The rules say it all goes in the same account. 33
- 34. The Problem: You Want To Spread Revenue Over Time The rules don’t allow me to spread these amounts over time. Now you’re just being a rebel. 34
- 35. The Problem: Your system doesn’t know what to do when subscriptions change I don’t have a rule for that. You’ve got yourself into quite a mess… 35
- 36. The Result: Revenue managers are drowning in spreadsheets • Revenue Recogni2on • Subscrip2on Metrics (MRR, ARR, CLTV) • Changes, Adjustments, Credits • Complex Recurring Billing 36
- 37. The Result: It takes Weeks for finance teams to close the books “We need more 2me” - Finance Team 37
- 38. The Result: CFOs are maintaining 2 sets of books “PwC will love these.” Debit Credit AR 600M Revenue 600M Appease the auditors here. Actually run the business here. 38
- 39. The Result: CMOs are prevented from implementing new innovations 39
- 40. The Result: CEOs have a hard time explaining their success to Wall Street Page 11 40
- 41. The Result: And Wall Street fails to value Subscription Businesses correctly “ CRM shares look heavily overvalued because rising revenue growth has actually translated to falling net income. “ Maybe CEO Marc Benioff will one day be able to translate all of this low-margin selling into huge profits, but for now it kind of looks more like the Napster model than the iTunes model, and that concerns us. 41
- 42. The world of Finance is broken… 42
- 43. It’s time to fix it 43
- 44. Introducing Z-Finance The World’s first finance application built for the Subscription Economy 44
- 45. Z-Finance is built on a new foundation Mul2 dimensional Ledgers Spread revenue over 2me Differen2ate between one 2me and recurring Intelligent Algorithms revenue Revolu2onary Data Model Calculates key subscrip2on metrics Powerful Rules Engine Adapts to subscrip2on changes 45
- 46. Define rules to manage complex ✔ revenue recogni2on policies Tag charges with revenue revenue ✔ and deferred revenue GL accounts Tag charges with with revenue ✔ recogni2on rules Control revenue recogni2on trigger ✔ dates View earned and deferred revenue ✔ reports Accounting Close Tools tools to accelerate your month end close 46
- 47. Define rules to manage complex ✔ revenue recogni2on policies Tag charges with revenue ✔ revenue and deferred revenue GL accounts Tag charges with with revenue ✔ recogni2on rules ✔ Control revenue recogni2on trigger dates View earned and deferred ✔ revenue reports Revenue Recognition Tools that handle complex revenue rules 47
- 48. Create or import your chart ✔ of accounts ✔ Tag charges with GL account codes Tag transac2ons such as ✔ payments, credits, refunds, adjustments etc with GL account codes Chart of Accounts to track charges through the revenue lifecycle 48
- 49. ✔ Generate debit and credit journal entries to simplify your general ledger updates ✔ Align journal entries with GL accounts Easy Accounting Integration to unburden your IT team 49
- 50. ✔ Create custom user roles Reuse the audit peace of mind Associate roles with granular user screen shot from ✔ permissions the website Control visibility and user ac2ons on ✔ sensi2ve financial data Tight Security Controls for audit peace of mind 50
- 51. Tames your revenue recognition processes Upgrades, downgrades, cancella2ons, refunds etc. are all taken care of! “ We use SAP. We run our broadband business on Zuora … we get all our journal entries from Zuora … without time consuming and expensive ” customization Vignessa Moorthy, CEO of ViewQwest 51
- 52. Unburdens your finance team, enabling your growth Unleash your growth strategies without burdening finance “ …Z-Finance makes it easier for us to scale as our business grows ” Vince Zumbo, CFO of Autotask 52
- 53. Gives you audit peace of mind Rapidly review details of any transac2on from closed accoun2ng periods “ …they have nailed it with Z-Finance, providing the next level of audit ” friendly automation … Bruce McFadyen, CFO of Firehost 53
- 54. • 300 accounting periods created • Over 5 million financial transactions analyzed • 207 accounting periods closed Get up close and personal with Z-Finance Join Z-Finance PMs at 3pm in the Colonnade 54
- 55. w w 55
- 56. Our Second Big Announcement … 56
- 57. Subscribe 57
- 58. Chasm The Future The Present 58
- 59. Why Can’t I Make My Processes Why is it so hard Why Can’t I Find FLOW to GROW my What I Need to business KNOW 59
- 60. Product Relationships 60
- 61. Goal: Goal: Ship More Units Build Valuable Relationships 61
- 62. The Strategies Required to Grow a Subscription Business are Very Different 62
- 63. Product Business Design Make Sell Product Product Product 63
- 64. Subscription Business Increase the Value of Your Customers Acquire New Customers Reduce Churn 64
- 65. Packaging & Pricing Acquire New Increase Value Per Reduce Churn Strategy Customers Customer Launch First Product X Add-‐on Op2ons X Monthly vs Annual X X X Op2ons Higher Edi2ons X X Lower Edi2ons X X Product Bundles X Pricing Tiers X X Usage & Overage X X X Mul2ple Currencies X X Renewals X Pricing Changes X X Regional Pricing X 65
- 66. Your Existing Systems Can’t Support the Pricing & Packaging You Need to Grow 66
- 67. The Processes Required to Make a Subscription Business Flow are Very Different 67
- 68. Product Business Quote-To-Cash 68
- 69. Subscription Business Quote-To-Cash Renewals Payment Failures Account Suspension Amendments Account Management 69
- 70. Product Business Commerce Billing Finance Order Invoice Revenue Book Order Invoice & Recognize & Ship It Collect For It It 70
- 71. Subscription Business Order Invoice 71
- 72. Subscription Business Invoice Revenue 72
- 73. Subscription Business Invoice Orders 73
- 74. Subscription Business Cent to co Orders Invoices Revenue 74
- 75. 75
- 76. Subscription Business Billing Invoice Commerce Finance Revenue Order 76
- 77. Your Existing Systems Can’t Support the Processes Needed To Make Your Business Flow 77
- 78. What you Need to Know with a Subscription Business Model is Very Different 78
- 80. Revenue ARR $100 $0 80
- 81. Subscription Economy Income Statement ARR $100 Churn (10) Retention Rate Net ARR 90 COGS (20) G&A (10) R&D (20) Recurring Profit 40 Recurring Profit Margin Growth (40) Growth Net New ARR 40 Efficiency Index Ending ARR $130 81
- 82. The Three Key Metrics of the Subscription Economy Retention Recurring Growth Rate Profit Margin Efficiency How much of ARR less Churn How much does your ARR you less Non-‐Growth it cost you to keep every year. Spend acquire $1 of ACV “ The metrics for Cloud computing is fairly different ” from traditional enterprise software. Bessemer Venture Partners – Top 10 Laws for Cloud Compu;ng 82
- 83. Your Existing Systems Don’t Have the Metrics You Need to Know 83
- 84. I Need a System That Helps me Grow , Flow and Know in the Subscription Economy 84
- 85. Your Systems Today CRM ERP GL 85
- 86. Products Relationships 86
- 87. Goal: Build Goal: Ship Valuable More Units Relationships 87
- 88. Enterprise Relationship Resource Business Planning Management 88
- 89. We’re Here Today to Announce Z-Business, The World’s First Relationship Business Management System 89
- 90. Z-‐Business Is Built On a Founda2on For the Subscrip2on Economy 90
- 91. Z-‐Business Solves Your Rela2onship Commerce Needs 91
- 92. Z-‐Business Automates Your Billing and Payment Processes 92
- 93. Z-‐Business Revolu2onizes your Finance Opera2ons 93
- 94. Z-‐Business Plugs Into Your CRM and GL 94
- 95. Z-‐Business Helps You Grow, Flow and Know Our Mission: Help you succeed in the Subscrip2on Economy GROW: FLOW: KNOW: Build and grow your Run and flow your Have the right metrics subscrip2on business subscrip2on business to op2mize your and revenue. processes efficiently. subscrip2on business. 95
- 96. thank you. 96