Get deep technical accounting insights into the biggest pain points companies have faced with implementing and analyzing Standalone Selling Prices. Learn how you can be more strategic with pricing policies and improve processes for setting SSP.

1. SUBSCRIBED 2018

2. SAFE HARBOR DISCLAIMER

3. Director, Revenue Advisory
JENN MEEHAN
Partner, CFGI
GREG LYNCH

4. SSP is NOT
garbage

5. SSP: Your New Strategic
Growth Weapon
Standalone Selling Price and Allocations

6. 01
Allocating SSP
SSP values are used to calculate each
Performance Obligation’s extended revenue
value, relative to the contract
03
Strategizing with SSP
Now that we’ve streamlined SSP, what does
finance get to do with that free time? Here’s
how you can be strategic
02
Analyzing SSP
Remove the burden of the analysis of your
SSP values with the SSP Analyzer
04
Field Stories
Real world examples of revenue teams that
have become trusted advisors to the
business
AGENDA

7. ALLOCATING SSP

8. CHALLENGE: Standalone Selling Price Calculation & Allocation
Ext Price SSP % Of Total Price Allocation
SaaS Product $1,100 $1,200 $1,200 / $2,160 = 56% $1,900 * 56% =$1,055
Implementation $700 $800 $800 / $2,160 = 37% $1,900 * 37% = $705
Training $100 $160 $160 / $2,160 = 7% $1,900 * 7% = $140
TOTALS $1,900 $2,160 100% $1,900
Determine SSP
Allocate SSP

9. DEMO

10. ANALYZING SSP

11. DEMO

12. STRATEGIZE WITH
SSP

13. Stop detracting and start enabling the business
➔ Go-to-market
strategy
➔ Pricing model
analysis
➔ What does
success look like?
➔ Discounting
behavior
➔ Profitable areas /
stratifications
➔ Growth drivers
➔ Discounting not
tied to market
➔ Compensation
model
Analyze New
Offerings
Market Analysis Business Behavior
Strategize with Metrics

14. FIELD STORIES

15. Learn to be better
➔ Early automation adopter
➔ 606 automation adopter
➔ Needs to automate
Lessons
From
The Field

16. *ROI based on a fully baked cost of a Revenue
Accountant with an annual salary of $115,000
ROI of Automating SSP

17. Elevate Your
Team
Strategize:
✓ Automate mundane work
✓ Utilize your systems for
analytics
✓ Leverage that analysis to
enhance the business

18. Thank you!
Learners
Lounge
Following Session
Ask the Experts: Rev Rec
Automation Best Practices
Questions?
jmeehan@zuora.com
glynch@cfgi.com
Additional Resources