Leverage Zuora and Salesforce to Launch and Grow a Subscription Business
Download as PPTX, PDF3 likes1,977 views
The document discusses the importance of the subscription economy and how Zuora and Salesforce collaborate to streamline subscription business models. It highlights the limitations of current systems in supporting subscriptions and presents how Zuora's platform manages subscription-related processes, helping companies like HomeAway optimize their operations. The integration of Zuora with Salesforce enables effective monetization and control over growth in subscription services.
Leverage Zuora and Salesforce to Launch and Grow a Subscription Business
- 1. Leverage Zuora and Salesforce to Launch and Grow a Subscription Business Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 2. Thank you for joining today! Agenda What is the Subscription Economy? How do Zuora & Salesforce work together? HomeAway story Q&A Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 3. The Leader in Commerce, Billing and Finance solutions for the Subscription Economy Subscription Subscription Subscription Commerce Billing Finance 500+ customers $82M funding Enterprise Leadership Benchmark Capital Tien Tzuo, CEO/Founder Marc Benioff Marc Aronson, VP Engineering Redpoint Ventures Cheng Zuo, CTO/Co-Founder Index Ventures Brian Bell, CMO Todd Pearson, SVP Cust. Success 3 Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 4. A bit of background… Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 5. What is the Subscription Economy? BUY NOW SUBSCRIBE 1999 Today 5 Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 6. The Move from Products to Services Technology Transportation Retail Music A Video Voice? Legal Healthcare By 2015, 35% of Global 2000 companies will generate revenue through subscription-based services and revenue models. Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 7. A Great Model for Customers and Businesses Consumers Businesses Access Anywhere, Instant Upgrades Ongoing Relationship MORE Flexibility MORE Innovation BETTER Customer Service Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 8. Businesses In The Subscription Economy Are Focused On Relationships BUY NOW SUBSCRIBE Product Relationships Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 9. The Subscription Economy Requires a Completely Different Approach to Building Businesses Product Economy Subscription Economy Sell Units Monetizing Customer Relationships Why? Customer in the middle. Pay-as-you-Go Pricing Plans Price Per Unit Why? Flexibility, Editions, Try before Buy. One-Time Orders Multiple Orders Over a Lifetime Why? Add-ons, Upgrades, Renewals. Forced to Pick a Sell to Consumers & Businesses Customer Segment Why? Support B2C, B2B and B2Any. Complex, Interrelated Bookings, Simple Financial Metrics Billings, & Revenue Why? All metrics are connected. Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 10. Problem: Today’s Systems Don’t Support the Subscription Business Model SKU Based Catalog Not built to support subscription rate plans Price x Unit Singular Orders No concept for monthly pay-as- No concept for add-ons, upgrades, you-pricing and renewals, Low Volume Backwards Looking Not built for B2B & B2C, credit card & Looks at revenue for last period, not forward invoice transactions recurring revenues Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 11. How does Zuora help? Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 12. Subscription Management Platform Quotes Commerce Billing Finance Pricing, Quotes, Subscription Orders, Rating, Invoicing, Advanced Accounting Close, Audit Add-Ons, Renewals Amendments, Renewals, Billing, Payments & Payment Controls, Summary Journal inside Salesforce Hosted Commerce Pages Operations, Taxation Entries, Deferred Revenue Platform Account Management Administration (Users & Roles) APIs AppExchange Certified Managed Packaged 360 Subscription Catalog Customization (Custom Fields) Notifications & Callouts Reporting & Metrics Multi-Currency & Locale Data Export & Import PCI Level 1 Compliance SAS 70 Type II Ecosystem CRM Systems Payment Gateways Accounting/GL Helping Companies Grow, Flow and Know Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 13. The Complete Picture for Salesforce Customers Customer Subscription Commerce, Accounting Management Billing, Payments CASH LEAD Pricing & Quoting Subscriptions & Orders Sales Force Automation Add-Ons & Renewals General Ledger Customer Service Billing & Payments Supply Chain Usage & Rating Reporting & Analytics Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 14. We Make Salesforce Subscription Smart … for Sales Reps … for CSRs & Finance Product Catalog Create Quotes Answer billing inquires Process change orders Collection Process add-ons Invoice history & aging Process renewals Process change orders Take credit cards orders Process add-ons Usage in Zuora Process renewals Metrics … for Customer & Partner Portals Self service … everything gets View price plans Chatter enabled Take orders Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 15. Quotes & Subscription Management in Salesforce Quotes for Initial & Add-on Orders Complete Subscription History Sales Reps can sign up initial customers and Give reps and agents full customer visibility create up-sell and cross-sell orders Quotes for Change Orders Customer Value Dashboards Get to the metrics that matter: Monthly Recurring Make subscription updates and upgrades Revenue, Renewal Rate, and Total Contract Value Quotes for Renewal Orders Invoice Aging Reports Renew subscriptions See 30-60-90 day invoice stats at a glance Quote Presentation Automatically send quotes to Customers or Z-Billing in the back office 15 Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 16. Salesforce’s Flat Product Catalog Cannot Handle Subscription Complexities Salesforce Quotes uses the “One SKU, One Price” Salesforce Product Catalog – which simply doesn’t work for Subscriptions. Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 17. Zuora’s Product Catalog is Designed for Subscription Complexity Multi-Layered, Multi-Currency Create one-time, recurring, usage charges Setup different product editions, durations, and pricing tiers Manage product discounts and promotions Track usage, overages, and included units Use Hundreds of Different Currencies Zuora helps us create and manage any new product and pricing model. Perry Tancredi Sr. Director of Product Management Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 18. HomeAway Success Story Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 19. About HomeAway Founded in 2005 with six employees now more than 1,200 worldwide, with 600 employees in Austin. More than 711,000 listings in 171 countries/13 languages. 20+ worldwide vacation rental sites. Dedicated to Trust & Security authentic traveler reviews, HomeAway Carefree Rental Guarantee protects up to $10,000 in rental fees WHAT WE ARE: WHAT WE ARE NOT: Second homes available for travelers to rent Timeshares on vacation from a homeowner or property manager. House Swaps A Great Value! Rent a whole house for half All Luxury Properties the cost of a hotel. Primary Residences Perfect for family and groups. Zuora Confidential – Not for Distribution Beyond Intended Recipient
- 20. Zuora & Salesforce Partner at HomeAway The integration between Background Salesforce and Zuora allowed us to bring order to a messy Zuora and Salesforce fueled situation and regain control over HomeAways aggressive growth by our quote to cash process. acquisition by enabling monetization of HomeAway’s suite of software Jim Bunch, HomeAway providers for property managers. Before After Acquired 4 software companies, each All 4 acquisitions standardized on with a different billing application. Salesforce and Zuora! No control over quoting, discounting. Control over one standard product catalog No integration to Salesforce. Easy and simple products = happy No 360 view! customers. On-premise model sunsetted due to growth of subscription model True 360 view Slide Confidential – Not for Distribution Beyond Intended Recipient Zuora 20 − Zuora Confidential, not for distribution beyond intended recipient
- 21. Q&A Zuora Confidential – Not for Distribution Beyond Intended Recipient