TURNINGCUSTOMERS INTO SUBSCRIBERS T yler S loat CFO,Zuora WE - PowerPoint PPT Presentation

TURNINGCUSTOMERS INTO SUBSCRIBERS T yler S loat CFO,Zuora

WE NOW LIVEIN A SUBSCRIPTION ECONOMY #shifthappens

A GLOBAL PHENOMENON 80% 50% 80% $420B Spent on subscriptions Of German compa nies Of customersa re Of peoplein Fra ncea re have dea lt withthe issue in the USin 201 5; up dema nding new movinga wa y from of subscription consumption models from $21 5B in2000 . tra ditiona l ownership D ’ opinion businessmodels. - Ins titut Français - Cre dit Suis s e – T heEconomis t 2014 Publique(IFOP) - IDGRe s e archSe rvice s

OUTCOMES Not Ownership THEWAYPEOPLE CUST OMIZATION BUYHASCHANGED Not Genera liz a tion FORGOOD We havenewexpectations CONST ANTIMPROVEMENT Not Pla nnedObsolescence

EVERYINDUSTRYISSHIFTING Le aders aredelivering anewexperience with anewkind of busine ssmodel CONS UMER CLOUD S ERVICES HIGH TECH EDUCATION GOODS COMMUNICATION HEAL THCARE MEDIA IOT

WE (Customers) WANTTHE SUBSCRIPTION EXPERIENCE Ongoing Memora ble On-dema nd Anywhere, Persona lized Value Experiences Fulfillment Rea l-time Service

WE CALLTHISNEW ERA THESUBSRIPTION ECONOMY At theheart of theSubscriptionEconomyisthe idea that customersarehappiersubscribingto theoutcomesthey w ant, w hen they w ant them, rather than purchasingaproduct w ith the burdenof ownership

WHATDOESTHISMEAN FOR COMPANIES

A NEW WAY OF THINKING product su bscriber vs. cha nnels cha nnels customer product + service

THISCHANGES EVERYTHING PRICING Unit S ales Valuepricing MARKETING Branding Experience SALES S ellingproducts S ellingoutcomes FINANCE Unit margins Customer lifetimevalue CUL TURE Hit products Deeprelationships

The9 Keys

P A D R E Deploy Run Pipeline Acquire Expand Web Self Service T echOps Upsell DemandGen. Social Squads Support Cross-sell Field Enablement AR/PR Partners Renewals BusinessDev. Events Methodology Emerging Account Mgmt. ProductsLaunches Adoption Enterprise Training International SalesEng. P P M Product People Money PM/PMM Recruiting Finance Onboarding R&D Operations Training Docs Legal HelpDesk