SLIDE 1
TURNINGCUSTOMERS INTO SUBSCRIBERS
T yler S loat
CFO,Zuora
WE NOW LIVEIN A SUBSCRIPTION ECONOMY
#shifthappens
TURNINGCUSTOMERS INTO SUBSCRIBERS T yler S loat CFO,Zuora WE - - PowerPoint PPT Presentation
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
SLIDE 2
SLIDE 3
A GLOBAL PHENOMENON
80%
Of customersa re dema nding new consumption models
– T heEconomis t 2014
50%
Of peoplein Fra ncea re movinga wa y from tra ditiona l ownership
- Ins
titut Français D’opinion Publique(IFOP)
80%
Of German compa nies have dea lt withthe issue
- f subscription
businessmodels.
- IDGRe
s e archSe rvice s
$420B
Spent on subscriptions in the USin 201 5; up from $21 5B in2000.
- Cre
dit Suis s e
SLIDE 4
OUTCOMES
Not Ownership
CUST OMIZATION
Not Genera liz a tion
CONST ANTIMPROVEMENT
Not Pla nnedObsolescence
THEWAYPEOPLE BUYHASCHANGED FORGOOD
We havenewexpectations
SLIDE 5
IOT HIGH TECH CLOUD S ERVICES EDUCATION CONS UMER GOODS MEDIA HEAL THCARE COMMUNICATION
EVERYINDUSTRYISSHIFTING
Le aders aredelivering anewexperience with anewkind of busine ssmodel
SLIDE 6
WE (Customers) WANTTHE SUBSCRIPTION EXPERIENCE
Ongoing Value On-dema nd Fulfillment Persona lized Service Anywhere, Rea l-time Memora ble Experiences
SLIDE 7
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
SLIDE 8
WHATDOESTHISMEAN FOR COMPANIES
SLIDE 9
A NEW WAY OF THINKING
customer product cha nnels su bscriber cha nnels product + service
vs.
SLIDE 10
PRICING MARKETING Unit S ales Branding Valuepricing Experience S ellingoutcomes Customer lifetimevalue Deeprelationships SALES FINANCE S ellingproducts Unit margins CUL TURE Hit products
THISCHANGES EVERYTHING
SLIDE 11
The9 Keys
SLIDE 12
P
Product
PM/PMM R&D Docs
P
People
Recruiting Onboarding Training HelpDesk
M
Money
Finance Operations Legal
P
Pipeline
Web Social AR/PR Events ProductsLaunches
A
Acquire
DemandGen. Field Enablement BusinessDev. Emerging Enterprise International SalesEng.
D
Deploy
Self Service Squads Partners Methodology
R
Run
T echOps Support Renewals Account Mgmt. Adoption Training
E
Expand
Upsell Cross-sell