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 ASC 606, we are excited to reveal a whole new wave of products built to power subscription businesses. Join our SVP of Product, Tom Krackeler, Symantec CIO Sheila Jordan, and other Zuora product experts, as we unveil the exciting new launches coming to Zuora in 2017.

1. SAN FRANCISCO 2017

2. Tom Krackeler
SVP of Product
Mike Aaron
VP of Product

4. HACKATHON

5. ZUORA HACKATHON
WINNING CATEGORIES
MOST
REUSABLE
SOLUTION
MOST WORK
IN 2 DAYS
BEST
OVERALL
BEST USER
INTERFACE

6. DRUM ROLL PLEASE…

7. BEST USER
INTERFACE
Complex pricing
made simple
Jonathan Mayhak
Delta Defense LLC

8. MOST
REUSABLE
SOLUTION
Pricing optimization
at its finest
Tristan Ratchford
Eric Yu
Price Intelligently

9. MOST WORK
IN 2 DAYS
Send localized emails
based on your
subscription
Owen Carpenter
Ford

10. BEST
OVERALL
subscribe( ) however
you want
Drew Parker
Box

11. CONNECT
100+
Application
s
250+
Customers
50+
Partners

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

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

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

15. 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

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

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

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

19. But first, we needed two
breakthroughs

20. Establishing a microservices architecture

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

22. SUBSCRIPTION ORDERS ENGINE

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

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

25. 6 Engines Wrapped Around the Subscriber

29. What does this mean for you?

32. Available Q3 2017

33. transforming to a
modern order-to-cash
architecture

34. Sheila Jordan
CIO, Symantec

35. How did this
transformation begin?

36. How did this impact your
order-to-cash architecture?

37. Key wins?

38. How did we do?

39. Thank you!

40. Here’s what we’ll
show
you today

41. SUBSCRIPTION ORDERS ENGINE

42. Matt Darrow
VP of Product

43. Orders today are different

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

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

46. 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

47. 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

48. 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

49. 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

50. 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

51. 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

52. 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

53. SUBSCRIPTION ORDERS ENGINE
AVAILABLE Q3

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

55. CPQ

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

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

58. CPQ

59. 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

60. CPQ
AVAILABLE NOW

61. COLLECT

62. Mike Aaron
VP of Product

63. COLLECTIONS
PAINFUL
SUBSCRIPTIONS

64. 14x
more invoices
HOURLY
DAILY
WEEKLY
BI-WEEKLY
MONTHLY
QUARTERLY
ANNUALLY
SEMI-ANNUALLY
EVERY 5 WEEKS
1ST OF MONTH

65. 22+
payment
methods
CREDIT CARD
DEBIT CARD
PAYPAL
SEPA
WIRE TRANSFER
CHECK
APPLE PAY
GOOGLE PAY
GIFT CARDS
DIRECT DEBIT

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

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

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

69. INTRODUCING
COLLECT

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

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

72. 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

73. COLLECT

74. COLLECT
AVAILABLE Q3

75. INSIGHTS

76. Matt Darrow
VP of Product

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

79. Freedom to make strategic
business decisions with
confidence

80. INSIGHTS

81. + PREDICTIVE SCORES
INSIGHTS

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

83. AVAILABLE NOW
+ PREDICTIVE SCORES
INSIGHTS

84. REVPRO

85. Monika Saha
VP of Product
Jagan Reddy
SVP of Product

86. “Public companies—including Amazon.com
Inc. and Microsoft Corp.—are gearing up for the
most historic accounting
changes to hit U.S. capital markets in
decades.”
-Bloomberg BNA
COUNTDOWN
:
“With the complexity of ASC 606 and
the deadline looming, companies should
consider transitioning to an automated
solution.”
-Financial Executives
International
“Hopefully, fear is what you’re feeling
now.”
-Josh Paul, Director of Accounting, Alphabet
Inc.

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

88. 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

89. INTRODUCING
REVPRO

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

91. REVPRO

92. 3-Year Ramp Deal
Built-In Discounts
One-Time Fee

93. How do you handle different
monetization models?

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

95. How do you handle different
customer events?

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

97. How do you handle
mid-term changes?

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

99. How do you handle
sales commissions?

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

101. How do you integrate to
General Ledgers ?

102. RevPro
integrates to
popular
General Ledgers

103. Any
Monetizatio
n Model
Any
Customer
Event
Any
Contract
Change
Any
Sales
Strategy
Any
General
Ledger
REVPRO
COUNTDOWN
:
Available Now

104. BUSINESS FREEDOM

105. Zuora Central
Subscription Orders Engine
Zuora CPQ
Zuora Collect
Zuora Insights
Zuora RevPro
Q3 2017
Q3 2017
NOW
Q3 2017
NOW
NOW

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

107. SAN FRANCISCO 2017