Subscribed 2019 - Beyond reporting analytics for growth
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The document discusses the need for analytics capabilities beyond operational reporting for subscription businesses to drive growth. It outlines gaps in the current reporting product and proposes a new analytics approach with unified data, custom metrics and transforms, and interactive analyses and visualizations. Key priorities for the analytics product include an explorer for analyses, configurable dashboards, and evolving data APIs to support both real-time and delayed querying and analytics transforms.
Subscribed 2019 - Beyond reporting analytics for growth
- 1. BEYOND REPORTING: ANALYTICS FOR GROWTH IN THE SUBSCRIPTION ECONOMY
- 2. SAFE HARBOR DISCLAIMER The following presentation is intended for information purposes only. The development, release, and timing of any features or functionality described for Zuora’s products remains at the sole discretion of Zuora and is subject to change. Any unreleased servicesor featuresreferenced in thispresentation are not currentlyavailableand maynot be deliveredon timeorat all.Customers shouldmakepurchasedecisionsbaseduponproductfeatures thatarecurrentlyavailable. In addition, statements in this presentation that refer to forecasts, future plans and expectations are forward-looking statements that involve risks, uncertainties, and assumptions, many of which involve factors or circumstances that are beyond our control. If any such uncertainties materialize, if any of the assumptions prove incorrect, or if priorities or resourcing changes, actual results could differ materially from such forward-looking statements. You are cautioned not to place undue reliance on these forward-looking statements as they reflect Zuora’s expectations as of the date of this presentation. In addition, actual results could differ materially from those expressed or implied in the forward-looking statements due to a number of factors, including but not limited to, risks detailedinourAnnualReportonForm10-KfiledwiththeSecuritiesandExchangeCommission(SEC)onApril18,2019,aswellas other documents that may be filed by us from time to time with the SEC. Copies of Annual Report on Form 10-K and other filings with the SEC may be obtained by visiting our Investor Relations website at investor.zuora.com or the SEC's website at www.sec.gov. Zuora assumes no obligation and does not intend to update these forward looking statements after the date of this presentation toconformthesestatements toactual resultsortochanges inourexpectations. WeencouragecustomersrequiringspecificfunctionalitytofilerequestsonourZuoraCommunityIdeasBoard,evenifafeature potentiallyaddressingtheirneedshasbeenpreviouslydiscussed.ThesecaseswillbetrackedbyZuoraproductmanagement and everyeffort willbemadetoproactivelycommunicateZuora’striageandstatusofincomingrequests.
- 3. Launch New Products Subscription Businesses are looking for Growth Strategies Up-sell and Cross-sell Pricing and Packaging Expand internationally Expand Sales Team Add Self-Service Expand into Enterprise Expand through M&A
- 4. Analytics is key to growing business NURTURE Upsell, Cross-sell, Manage, Renew ACQUIRE Multi-channel, CPQ, Self-serve PRICE Pricing, Promos, Charge Models, Packaging RATE Usage Rating, Mediation BILL Taxation, Invoices COLLECT Payment Gateways, Collections, Electronic Payments MEASURE Metrics, Dashboards, Report Builder RECOGNIZE Revenue Recognition, GL Integration ERPCRM partners web / mobile
- 5. Opportunity to provide value on multiple fronts Data APIs Operational Reporting Analytics Roadmap Current How do I integrate with my BI ecosystem? How do I manage my billing operations? How do I get the metrics and to accelerate growth?
- 6. Reporting product features Summaries Detail Tables Objects and Fields Report Builder Standard Reports Customized Reports Bookings, Billings, Cash, Revenue
- 8. Current product challenges and gaps Business metrics and Trends MRR net of discounts, AR Aging As-of Dated UX Cumbersome UI, not interactive Hard to understand Data Model Account and RatePlanChargeTier don’t join Cannot create arbitrary transforms Invoice items with and without payment details Calculated fields Custom calculated fields, Currency conversion Combined aggregations Booking, Subscription, Revenue combined metrics Single entity Multi-entity rollups Projections and Predictions Future Unbilled, Estimated Usage Limitations Examples Current capabilities are centered around Operational Reporting, difficult to use for Analytics use-cases
- 9. Operational Reporting versus Analytics requirements Operating detail specific to domain Analyses and insights to grow the business Current and historical context Current, historical and future context “Narrow” queries and specific reports “Broad” queries and different analyses types Up-to-the minute transactional data Big data and transformations Operational teams, customer care agents Product, finance, customer facing business users Operational Reporting Analytics Operational Reporting supports day-to-day needs, Analytics supports strategic planning for business
- 10. New Analytics approach to solve these gaps Analytics is based on delayed data, handles a broad range of analyses across big data. Operational Reporting is based on realtime data, handles reports for specific App areas. Unified Data across domains Metrics and transforms for Analytics Interactive analyses and visualizationsORDERS BILLING REVENUE OTHER MEGASTORE DATASETS CARDS Bulk API Dataset API REPORTIN G REPORTIN G
- 11. Analytics product features Metrics Trend and Snapshot Cards Custom Datasets Dashboard (LA) Explorer (Roadmap) Visibility of key Metrics Interactive Analyses
- 12. ANALYTICS Demo
- 13. Top product priorities Explorer MRR, ARR, TCV Net of Discounts, with Change Reasons, AR Aging As-of Currency conversion into home currency Manage custom Datasets Dashboard Configurable dashboard layouts to track most important metrics
- 14. Data API evolution ZOQL, AquA (General Availability) Realtime read-write, aggregated query Object level, simple query Data Query API (Beta) Realtime read-only query using SQL Has limits (100K records) Bulk Query API (Future) Delayed data, bulk query Higher limits (10M records) Analytics API (Future) Analytics transforms Realtime Data APIs Delayed Data APIs
- 16. MRR Net of discounts Customers with Order Metrics MRR Net of Discounts in Reporting MRR Net of Discounts Trend analyses using Dashboard (LA) Customers on Subscribe/Amend Rate Plan Charge and Discount Applied Metrics Datasources (LA) in Reporting RPC and DAM can be exported and joined to generate MRR net of discounts New Metrics solution for all customers MRR Net of Discounts Trend analyses using new Metrics