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TURNING CUSTOMERS INTO SUBSCRIBERS

Tien Tzuo
CEO & Founder, Zuora

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WE NOW LIVE IN A SUBSCRIPTION ECONOMY

#shifthappens

A SHIFT FROM PRODUCTS

TO RELATIONSHIPS

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Products

1970s

store

Products + Services

1990s

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Customer Centric

2000s

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Relationship Centric

Today

THE WAY
PEOPLE BUY HAS CHANGED
FOR GOOD

We have new expectations

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OUTCOMES

Not Ownerships
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CUSTOMIZATION

Not Generalization
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CONSTANT IMPROVEMENT

Not Planned Obsolescence

A GLOBAL PHENOMENON

80%

Of customers are demanding new consumption models

The Economist 2014

50%

Of people in France are moving away from traditional ownership

Intitut Francais D'opinion Publique (IFOP)

80%

Of German companies have dealt with the issue of subscribtion business models.

IDG Research Services

$420B

Spent on subscribtions in the US in 2015; up from $215B in 2000.

Credit Suisse

EVERY INDUSTRY IS SHIFTING

Leaders are creating new experiences through a new kind of business model

THE BEST COMPANIES HAVE REINVENTED THEMSELVES - AWAY FROM PRODUCTS

#allaboutrelationships

IN THE LAST 15 YEARS, 52% OF THE FORTUNE 500 COMPANIES HAVE DISAPPEARED

1955

Average life expectancy 75 years

2015

Average life expectancy 15 years

WHO SURVIVED THE MASS EXTINCTION ?

WHAT IS THE COMMON THREAD ?

THEY UNDERSTAND WE WANT THE SUBSCRIPTION EXPERIENCE

Ongoing Value

Memorable Experiences

On-demand Fulfillment

Anywhere, Real-time

Personalized Service

IT'S A NEW WAY OF THINKING

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IT'S A NEW WAY OF THINKING

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THIS CHANGES EVERYTHING

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PRICING Unit Sales → Value Pricing
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MARKETING Branding → Experience
store

SALES Selling Products → Solving Needs
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FINANCE Unit Margins → Solving Needs
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CULTURE Hit Products → Deep Relationships

SUBSCRIBER
IDENTITY

Demographic data

Behavioral data

Financial

#beyondCRM

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THAT'S WHY WE BUILT ZUORA

A unified solution for the Subscription Economy

Cross-sells
Upsells
Renewals
360 Sync

Pricing
Bundling
Entitlements

Rating
Taxation
Billing
Collection

Credits
Adjustments
Online Payments
OfflinePayments

Configuration
Guided Selling
Rules Engine

GL Integration
Revenue
Recognition
Accounting Close
Roll-up

Dashboards
Sub. Indentity
Report Builder
Segmentation
Triggers

Platform

#happybusiness

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Integration
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Scalability
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Reliability
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Security
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Compliance
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Extensibility

What our customers say about us

"There was a pre-Zuora Box and a post-Zuora Box. It was really painful before you guys came along."

Aaron Levie, CEO
"Zuora has given us more presence on the global stage to be able to sell to more markets, to more people."

John O'Donovan, CTO
"Zuora is helping us to achieve our ultimate goal: to improve the wnviroments where people live and work, while dramaticqally reducing the consumption of resources."

Cyril Perducat, EVP of Digital Services, IoT

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