Subscribed 2017: Opening Keynote

THANK YOU TO OUR SPONSORS!
DIAMOND PLATINUM
GOLD

ANOTHER GREAT YEAR FOR
THE SUBSCRIBED
COMMUNITY

ALREADY ROCKS!
22,000
Discussion
Forums
92,000
New Ideas
YEAR 1

Customer Award Winners!
Innovator CLEAR
Digital
Transformer
Dow
Jones
SupergrowerAppFolio TransformerFord

Thank you!
Jacob Feisley
Zuora Super User
aka “Feisley”

YOU MANAGE
OVER 70 MILLION SUBSCRIBERS
and growing …

INVOICE VOLUME
OVER $5B A QUARTER

28,000
ACCOUNTING PERIODS CLOSED

5.5 BILLION
DATA POINTS INGESTED

THE POWER OF ZUORA + LEEYO
Our recent acquisition
800 Employees 1000+ CustomersOperating in 18+
countries

WORLDWIDE EXPANSION
+35% of Customers Outside the US

Welcome Veteran and New Analysts
1st Industry Analyst Summit

Recognition
Company of the Year
15 Companies to
watch in 2017
Best UK
Customer Service
Team

Recognition
Alvina Antar
2016 CIO of the Year
SV Business Journal
2017 Tech Diversity
Top 50 CIOs
Jennifer Pileggi
2017
Legal Momentum
Women of
Distinction
Marlene Summers
SF Business Journal,
2017 Women of Influence
Jagan Reddy
2017 E&Y
Entrepreneur
of the Year, Finalist
Tien Tzuo
2016 E&Y
Entrepreneur
of the Year
2017 SV Power Exec
Pritesh Parekh
SC Magazine
2016 Best Security Team

New Board Members
Ken Goldman
CFO Yahoo!, Seibel, Fortinet
Magdalena Yesil
1st Investor in Salesforce
Founder, Broadway Angels

WHAT IS THE
SUBSCRIPTION ECONOMY?

OUR LIVES USED TO BE DIFFERENT

Remember…
Owning tons of
physical DVDs,
CDs & VHS
tapes?

Remember…
Manually
updating your
software every
year?

Remember….
Being stuck in a
4 year lease?

Remember…
Trying not to miss
your favorite TV
show?

Remember…
Any time when it
was one-size
fits all?

WE DON’T LIVE IN THAT
WORLD ANYMORE

FREEDOM
From the
shackles of
product
ownership

FREEDOM
To try, buy,
upgrade,
downgrade,
pause, cancel,
rejoin

FREEDOM From barriers of
time and location

FREEDOM From one size
fits all

FREEDOMTHIS IS WHAT THE SUBSCRIPTION
ECONOMY IS ABOUT
SUBSCRIBER
FREEDOM

YOU ARE ALL DELIVERING
SUBSCRIBER FREEDOM

WSJ
SEATTLE TIMES
BOSTON GLOBE
THE STREET

COMPANIES DELIVERING SUBSCRIBER
FREEDOM ARE THRIVING

IN FACT: SUBSCRIPTION COMPANIES ARE
GROWING 9X FASTER THAN S&P 500

GROWTH IN THE FUTURE WILL ONLY
COME FROM SUBSCRIPTIONS

3 STORIES OF DELIVERING
SUBSCRIBER FREEDOM

The Third Internet Generation
Consumer Internet Enterprise Internet
#IndustrialInternet

The Third Internet Generation
Consumer Internet Industrial InternetEnterprise Internet
#IndustrialInternet

Digital + Industrial
Industrial Internet no longer is a probability, but an inevitability…
#IndustrialInternet

GE for GE GE for Customers GE for World
Sharing the Digital Industrial Blueprint
Productivity Service Transformation Platform
BP
650+ connected wells
2-4% higher efficiency
Ras Gas
$2.5M outage savings
Port of LA
Digitize maritime shipping
$25M parts supplier savings
$200M outage productivity
$700M+ productivity savings
Schindler
200M data points collected / day
Lixil
66% decrease in scheduling time
Gerdau
600 connected assets; 11 plants
#IndustrialInternet

1M
Connected elevators
and escalators by
2020
Real Results, Real Outcomes
$200M
reduced unplanned
downtime
FieldVision
Reduce scheduling time by
66%
11 plants,
600 connected assets
connected
wells
650+
maritime
shipping
digitizing
$2.5M
in outage savings
1,800+
engine fleet monitored
with GE solutions
$387B
in electricity generation productivity
#IndustrialInternet

Showcase Compressor Demo
#IndustrialInternet

Director, Mobility and
Consumer Experience
Jamie Allison

Mobility
On-Demand
Mobility solutions on a
moments notice.
Me / We
Time
Time to relax, enjoy, and
connect with the things and
people I enjoy.
Hassle Free
Journey
Hassle-free fundamentals of
vehicle ownership
(& not owning).
HASSLE-FREE SUBSCRIPTIONS

YOU ARE CREATING A
BETTER WORLD

PRODUCTS > SERVICES > EXPERIENCES
>
INSIGHTS > OUTCOMES

THE POWER OF SUBSCRIBER
FREEDOM
Netflix: 100M subs
Spotify: 50M subs
Salesforce: $10B revenue
Stitchfix: $1B revenue
Blue Apron: $800M revenue

OUR VISION:
THE WORLD SUBSCRIBED

OUR MISSION:
ENABLE YOU TO DELIVER
SUBSCRIBER FREEDOM

WE BUILT THE WORLD’S LEADING
SUBSCRIPTION BILLING SOLUTION

BUT AUTOMATING BILLING
WAS NOT ENOUGH

AUTOMATING SUBSCRIPTION
METRICS & ANALYTICS

EXTENDING HOW YOU USE ZUORA
Apps, integrations & extensions

Enter: Connect App Marketplace

AUTOMATING BILLING, QUOTING,
ANALYTICS, EXTENSIONS
Still not enough…

AUTOMATING
REVENUE RECOGNITION

ASC 606
IFRS 15
Dec 15,
2017
ready or not

“The ASC 606 CFO Survival Kit”

Today we offer the leading portfolio of
automated subscription management applications
BILLING CPQ INSIGHTS COLLECT REVPRO CONNECT

WHICH BRINGS US TO OUR THIRD
PRODUCT ANNOUNCEMENT
Zuora collect Zuora Revpro ???

A SECRET PROJECT
Two years in the making

THE FUTURE OF ENTERPRISE
SOFTWARE

BUT BUSINESSES
NEED FREEDOM, TOO

BUSINESS
FREEDOM
To offer services
with pricing
tailored to your
subscribers

BUSINESS
FREEDOM
To know &
understand your
subscribers in
real-time

BUSINESS
FREEDOM
To see a true &
accurate record
of subscriptions
as they change
over time

BUSINESS
FREEDOM
To design a
seamless
subscriber
experience

BUSINESS
FREEDOM
To flex & scale
your operations as
you grow

BUSINESS
FREEDOM
To iterate at the
drop of a hat

THE TRUTH IS,
BUSINESSES TODAY AREN’T FREE…

72 percent of Fortune 500 companies
feel the single greatest challenge limiting
their growth is their technology
- 2016 Fortune Survey

CRM ERPquote order fulfill invoice collect recognize
THIS IS YOUR IT ARCHITECTURE TODAY
CRM, ERP + siloed & linear quote-to-cash

ERP
AND YOU HAVE LOTS OF THESE SYSTEMS
The silos just multiply
quote fulfill invoice collect recognizeorder
CRM

Real World IT Architecture #1
Siebel On
Demand
Oracle 11.5.10
Pricing
Engine
REP
Oracle
CompBuySafe
SFDC
BMI
Product
Consoles
EBS OM / BI
Leeyo
Sabrix
Hyperion
REP
Partner Portal
Streamserve
Streamserve
Mlabs
Oracle 11.5.9
JD Edwards
eFlex
eFlex
eFlex
SFDC Oracle

BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
BASIC
Oracle EBS 11.5
SOFTRASH
Oracle
WFM BASIC
GRP BASIC
GRP BASIC
CMS BASIC
SFDC #2 BASIC
CSIP
BASIC
BASIC
ISL BASIC
ISL BASIC
Various BASIC
Oracle EBS 11.5
SOFTRASH
WFM BASIC
GRP BASIC
GRP BASIC
CMS BASIC
SFDC #2 BASIC
CSIP
BASIC
BASIC
ISL BASIC
ISL BASIC
Various BASIC
Oracle EBS 11.5
SOFTRASH
Product #1
Product #2
Product #3
Product #4
Product #5
RPM CORE
Various
Various
CSIP
IQ Various
DJ Various
Various
Oracle EBS 11.5
SOFTRASH
Oracle R12
SFDC
Real World IT Architecture #2
Direct Contact
CSIP
ISL
CQ360

ERP
IN THE OLD, STATIC PRODUCT WORLD
THIS WORKED FINE
CRM

But the world of
subscriber freedom
is a dynamic one
quote order
provisionrecognize
collectinvoice
resume
suspen
d
renew
downgrad
e
subscribe
upgrade
subscriber

What happens when linear order-to-
cash systems meet a new dynamic
world?

PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
CRM

PROBLEM 1: PRICING & PACKAGING
Can’t make changes without re-coding every system
ERP
CRM
quote fulfill invoice collect
recogniz
e
order

WHEN YOU WANT TO CHANGE YOUR
PRICING, YOU ARE STUCK
Hacks and customizations at every step in the process

CRM ERPquote fulfill invoice collect recognizeorder
PROBLEM 2: YOUR SUBSCRIBER
EXPERIENCE
Orders are different than they used to be

CUSTOMERS IN THE PRODUCT WORLD
500
widget
s
pleas
e
300
widget
s
please
120
widgets
please

TODAY, SUBSCRIBERS WILL DO WHAT THEY
WANT, WHEN THEY WANT IT
I’d like
to
renew
Is there a
discount
for
businesses
?
I just
landed
in
France
I’d like to
switch
plans
I’d like to
cancel at
the end of
the month
I’m going
on
vacation
I’d like to
add my
kid to the
plan
Switch me
from 3x per
week to 2x
per week

BUT TODAY, SUBSCRIBERS WILL DO WHAT
THEY WANT, WHEN THEY WANT IT
I’d like
to renew I’m going
on
vacation
I just
landed
in
France
I’d like
to
switch
plans
I’d like to
cancel at
the end of
the month
I’m going
on
vacation
I’d like to
add my
kid to the
plan
Switch me
from 3x per
week to 2x
per week
`

WHEN YOU WANT TO CHANGE YOUR
SUBSCRIBERS’ EXPERIENCE, YOU ARE
STUCK
Forcing you to recode each system to handle a never-ending
wave of customer events

PROBLEM 3: SUBSCRIBER & FINANCIAL
DATA
The words “subscriber” and “recurring” are like a foreign language

WHEN IT COMES TO REPORTING DATA &
METRICS, YOU ARE STUCK
Trying to piece together data like puzzle pieces from different
puzzles

So, what happens when linear
order-to-cash meets a dynamic
subscription world?

BUSINESS FREEDOM
Is the #1 need of all subscription companies

YOU NEED FREEDOM TO GROWFREEDOM TO TRANSFORMFREEDOM TO EXPERIMENTFREEDOM TO FLEX & SCALE
YOU NEED ALL OF YOUR SYSTEMS
TO WORK TOGETHER
A UNIFIED WAY
TO MANAGE
DYNAMIC SUBSCRIPTIONS

IMAGINE
A central place to
change and
manage pricing

IMAGINE
A central, single
source of truth for
all your customer
& business data

IMAGINE
A central place
to see a true
record of
subscriptions as
they change over
time

IMAGINE
A central place
that can respond
to any
subscriber event

IMAGINE
A central place to
help you flex &
scale

IMAGINE
A central place
where you can
iterate at the drop
of a hat

IMAGINE A HUB
That delivers business freedom

THIS IS WHAT WE’VE BEEN
WORKING ON

THIS IS THE PROJECT TWO YEARS
IN THE MAKING

THE NEXT PHASE OF OUR
STRATEGY

ZUORA CENTRAL
The new hub for order-to-cash in a dynamic subscription
world.
A platform for business freedom.

WELCOME TO ZUORA CENTRAL
quote order
provisionrecognize
invoicecollect

When it comes
pricing &
packaging, you
are now free
quote order
provisionrecognize
invoicecollect

quote order
provisionrecognize
invoicecollect
When it comes to
your subscriber
experience, you
are now free

When it comes to
reporting &
metrics, you are
now free
quote order
provisionrecognize
invoicecollect

THIS IS THE NEW ZUORA
One
Central
Platform
Plus Six
Zuora
Products

Connect Zuora
Central to the third
party apps of your
choice
PROS
PROVISIONING

REINVENT YOUR ENTIRE
ARCHITECTURE

THE CENTRAL PLATFORM
GIVES YOUR BUSINESS FREEDOM

THE FREEDOM TO GROW
Flex, scale, experiment, transform

SUBSCRIPTIONS GIVE
SUBSCRIBERS FREEDOM

TO DELIVER
SUBSCRIBER
FREEDOM
BUSINESSES
NEED
FREEDOM TOO

CRM ERPquote order fulfill invoice collect recognize
THE OLD SYSTEMS
WON’T WORK IN THE NEW WORLD

BUSINESS FREEDOM REQUIRES
A NEW ARCHITECTURE

THIS IS THE ARCHITECTURE THAT DELIVERS
BUSINESS FREEDOM

THIS IS OUR COMITTMENT TO YOU
#businessfreedom

Subscribed 2017: Opening Keynote

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Subscribed 2017: Opening Keynote