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Building, Running, and Scaling
Your Subscription Business
Develop and Evolve a Winning Strategy and Operationalize
that Vision
Building, Running, and Scaling
Your Subscription Business
Develop and Evolve a Winning Strategy
and Operationalize that Vision
business
evolution
page
02
Product Market Fit
Go To Market Strategy
Initial Pricing
Operational Support
design
Customer Journey
A/B Test Pricing
Operational Growth
launch
Customer Usage
Optimize Go To Market
Analytics
iterate
meet our
panel
page
03
Brian Kelly
CEO, Kissmetrics
Marc
DiouanePresident, Zuora
Frank Ernst
Sr Director, Zuora
2014
200 Employees
25 Sales Reps
Single Product
London and Sidney offices
$1 M
$10 M
$100 M
$1 B
$300 M
$30 M
$3 M
$0
April 1, 2014
2014
60 Employees
Direct Self Service GTM
Single Product
$1 M
$10 M
$100 M
$1 B
$300 M
$30 M
$3 M
$0
October 21, 2014
discussion
topics
page
06
Market Fit/Scaling an organization
Learning from the customer journey
How to overcome the road blockers to sustainable
growth
Responding to market conditions
Sales Process
page
07
Common
Definition
Align Lead Generation
Focused on Customer Growth
Clear Stage Definition
Objective Stage Gates
Organization
page
08
Franchise
Model
De-Centralized
Geographic and Segment
Alignment
All Supporting Functions
Aligned
AVP
People
page
09
Comprehensive
Evaluation and
Coaching
Built for a consensus sales
process
20 Categories
6 Stages – 31 Competencies
Market Pressure
Jan/Feb 2016
page
010
What the
Street Wants
page
011
Today
Growth Rate >30%
GEI better then 1.5
Recurring Profit Margin >40%
Cash Flow Positive
2015
Growth Rate >50%
key
questions
page
012
Should we go up
market?
When do I add more
sales people?
New features or
develop the core of my
product?
When do I go
international?
How?
What metrics
should I look to for
guidance?
What is my
acquisition
strategy?
What is the right
channel strategy?What is my Market fit?
thank you.
Check out Zuora Academy for more great info and actionable
advice.
All the info you need to build and run
an amazing subscription business.
https://www.zuora.com/academy/
Subscribed 2016: Building, Running and Scaling a Subscription Business

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Subscribed 2016: Building, Running and Scaling a Subscription Business

Editor's Notes

  1. Keep on the screen until we hit the demand generation – there isn’t a smooth ride – it is a very dynamic process – everything is in flux and constant iteration
  2. Add follow up – Zuora vs. Kissmetrics – Consider these things; know these things; what is the learning from marc and brian – process flow
  3. Disconnect with GTM – we lacked a com
  4. International organization was a great example – out of necessity
  5. Hired the people based upon 70-80% inbound experience This changed – need to buy Zuora (drive outbound) consistent framework based upon who was successful - Experience
  6. What did change over the last 6 months – YOU NEED TO GROW EFFICENTLY – Benchmarks http://www.slideshare.net/tientzuo/3-saas-metrics-that-matter
  7. Open up to the audience here