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Subscribed 2015: CEO's Keynote
WELCOME TO SUBSCRIBED 2015
WE HAVE BEEN ON AN
INCREDIBLE JOURNEY
Products
1970s
Product + Services
1990s
Customer Centric
2000s
Relationship Centric
Today
WE ARE LIVING IN A DIFFERENT ERA
WE ARE HERE TO CELEBRATE YOU
THE DISRUPTORS
2011
THE MAVERICKS
2012
THE CHANGE-AGENTS
2013
THE REINVENTORS
2014
IN 5 SHORT YEARS YOU’VE
TRANSFORMED THE MARKET
EVERY INDUSTRY HAS SHIFTED
CUSTOMERS NOW EXPECT
THE SUBSCRIPTION EXPERIENCE
Ongoing
Value
Memorable
Experiences
Anywhere,
Real-time
Personalized
Moments
Immediate
Fulfillment
YOU
Are Changing The World
THE SUBSCRIPTION ECONOMY
GOES MAINSTREAM
2015
“We've moved from selling boxes, cloud, mobility, or
any other solution to partner with customers on their
outcomes.”
John Chambers, CEO, Cisco
May 2015
YOU CHANGED TECHNOLOGY
"There's a secular movement that's happening ... more to an
annuity relationship as well as a subscription relationship.
These are the long-term relationships we want to have with all
customers. There will be an increasing emphasis on the
lifetime value that we can deliver to customers.”
Satya Nadella, CEO, Microsoft
May, 2015
YOU CHANGED TECHNOLOGY
YOU CHANGED RETAIL
YOU CHANGED THE
MUSIC INDUSTRY
Beats Tidal iTunesPandora
45B Likes
Spotify
60M Users $3B value Jay Z Down 20%
HBO Is Now Live On Zuora
Lynda.com Is Now Live On Zuora
General Motors Is Live On Zuora
Subscriptions Went IPO
Enterprises Embraced Subscriptions
50%
Of people in France are moving away
from ownership. Traditional
consumption models don’t meet the
demands of consumers who now favor
flexibility and unlimited access.
Market study: Institut Français D’opinion Publique
(IFOP)
THE FRENCH HAVE GONE SUBSCRIPTION
THE GERMANS HAVE GONE SUBSCRIPTION
80%
Of German companies have dealt with
the issue of subscription business
models. Subscription models have
already arrived in the minds of board
members.
Market study: IDG Research Services
THE UK NEWSPAPER INDUSTRY IS
NOW LIVE ON ZUORA
Times of London Time UKThe GuardianThe Sun
The Financial Times The Telegraph
WE EXPANDED ACROSS THE GLOBE
Munich
Gothenburg
Tokyo
Vienna
Copenhagen
Berlin
Boston
Cologne
Amsterdam
Denver
WE HAVE A NEW BRAND
Welcome to the new world of happy business
Best Places
to Work
2014
2XEmployee Growth
95%Customer Satisfaction
For 15 Quarters
2Stevie Tech
Support Awards
100%Growth In Our
CS Team
1BAPI Calls Per Month
25MInvoices Per Month
50MSubscription Amendments
2XPayments Processed
$50BTotal Contracted Invoice Volume
$115MRaised In Pre-IPO Funding
We Will Continue To Invest In Product
In The Academy
In The Next Wave of Subscription
Experience Innovation
OUR WORLD IS CHANGING…
SAIDEEP RAJ
GLOBAL MANAGING DIRECTOR
ACCENTURE SAAS PRACTICE
Accenture Technology Vision 2015
Digital Business Era:
Stretch Your Boundaries
Saideep Raj
Global Managing Director
Accenture SaaS Practice
The Internet of
Me
Outcome
Economy
Platform
(R)evolution
Intelligent
Enterprise
Workforce
Reimagined
5 Trends
1 2 3 4 5
1
The Internet of Me:
Our world, personalized.
Copyright © 2015 Accenture All rights reserved.
2
Outcome Economy:
Hardware producing hard results.
Copyright © 2015 Accenture All rights reserved.
3
Platform (R)evolution:
Defining ecosystems, redefining
industries.
Copyright © 2015 Accenture All rights reserved.
4
Intelligent Enterprise:
Huge data, smarter systems—
better business.
Copyright © 2015 Accenture All rights reserved.
5
Workforce Reimagined:
Collaboration at the intersection
of humans and machines.
Copyright © 2015 Accenture All rights reserved.
46 Copyright © 2015 Accenture All rights reserved.
The Internet of
Me
Outcome
Economy
Platform
(R)evolution
Intelligent
Enterprise
Workforce
Reimagined
5 Trends
1 2 3 4 5
5 TRENDS FUELING THE GROWTH
OF SUBSCRIPTIONS
THE NEXT WAVE OF
SUBSCRIPTION EXPERIENCES
3 Stories from the Internet of Things
MATT ANDERSON
CHIEF DIGITAL OFFICER
$23B
Revenue
17,000+
Employees
56+
Countries
Leading innovation
partner and distributor
for technology
components and
enterprise computing
Serving
100,000
innovators
worldwide
Changing The World of
Fast Food Dining
Changing The World
of Farming
Beyond
Components:
IoT Mesh Fabric
Arrow’s Opportunity:
Reinvent Product Design
Power companies that deliver IOT experiences
CYRIL PERDUCAT
EVP of Digital Transformation
$25B
2014 Revenue
170,000+
Employees
100+
Countries
Global leader in energy
management solutions
We sell products
Our customers
have new expectations
Op Ex
vs.
Cap Ex
Services
vs.
Products
Our business has evolved
Schneider’s Opportunity :
Personalize Energy Management
Transform the experience people have
with their surroundings
What’s in the lab
LUKE LARSON
President
We’re
most well
known for
this
A Family of Products—Intelligent. Connected.
Evidence.com
We are out to change the world by solving big problems, making the
world a safer place. In the next 50 years, we will make the bullet
obsolete. We will end the infliction of death as a socially acceptable
means of self protection. We will use technology to make the heroes
who protect society more effective and more trusted.
Our Mission
Taser’s Opportunity :
Restore The Trust That Has Been Broken
Reinvent the experience between communities
and law enforcement
3 Companies. 3 Stories.
SUBSCRIPTIONS REALLY ARE
CHANGING THE WORLD
They’re reinventing all parts
of our lives
Subscriptions are making business
more personal
They deliver ongoing value
Subscriptions take us to happy places
Subscriptions put subscribers first
They make relationships that grow
They’re making business human again
SUBSCRIPTIONS VALUE
WHAT WE VALUE MOST
Relationships Experiences
THE SUBSCRIPTION EXPERIENCE
Ongoing
Value
Memorable
Experiences
Anywhere,
Real-time
Personalized
Moments
Immediate
Fulfillment
TURN CUSTOMERS
INTO SUBSCRIBERS
•  Rethink your business model
•  Keep customers engaged in long-
term relationships
•  Commerce is different
•  Offer personalized pricing
•  Acquire on any channel
UNIFY AND SIMPLIFY
YOUR SYSTEMS
•  Billing is different
•  You need to automate: billing
payments, revenue recognition
•  You need to integrate your
ecosystem: GL, ERP, CRM
•  Get subscriber-aware
MEASURE RECURRING
REVENUES
•  Finance is different
•  You need a new set of metrics
•  MRR, TCV, growth efficiency
•  Churn
EFFORTLESSLY SCALE
YOUR OPERATIONS
•  Go global: payment methods,
taxation, currencies, gateways
•  Stay secure: data security, PCI
compliance, user access controls
•  Get enterprise-grade performance
BUILD A SUBSCRIPTION
CULTURE
•  Adopt a subscriber-first mindset
•  Make customer success paramount
•  Educate your employees
•  Test and iterate
THIS IS WHY SO MANY COMPANIES
HAVE TURNED TO RBM
A luxury travel destination club. A pet insurance provider. A weight loss program. A farming equipment
provider in New Zealand. A personal meditation app. A professional soccer scouting service. A school lunch
program. A wedding publisher. A French home furnishings company. A restaurant reservation seating
system. A streaming Japanese anime provider. A fashion industry marketing service. A plumbing &
handyman service. A major American airline. A major American automobile manufacturer. A smart
thermostat. A credit card company. A textbook publisher. A home rental service. A cable TV company. A
foreign language learning program. A standardized test preparation service. A 131 year-old cash register
manufacturer. A home improvement and interior design community. A salon & spa management platform. A
radio network. A hospital news publisher. An Ivy League university. A national telecom. A legal contract
resource. A lock manufacturer. A smart phone manufacturer. A private jet service. A toothbrush delivery
service. A multinational OEM. An 83 year-old beauty supply company. A mobile gaming company. A food
takeout delivery service. A real estate agent community. A Swiss travel agency. A streaming music service. A
weather data service. A 160 year-old British financial newspaper. A recreational boat marketplace. A home
security company. A French restaurant guide. A visual effects studio.
THIS IS WHY WE BUILT Z-BUSINESS
Z-BUSINESS HELPS YOU TAKE
THE FIRST STEP
BUT WHAT IF YOU COULD
GO FURTHER?
What if you had a
complete view of
your subscribers?
What if you
could map
every step of a
subscriber’s
journey?
What if you could tailor an
experience for every unique
subscriber?
What if you could
engage with your
subscribers anywhere?
Everywhere?
What if these answers could be
at your fingertips?
Which prospects will
become customers?
Which offers will
resonate?
Which pricing plan
delivers most value?
Which customers
will likely churn?
Great subscriptions humanize the experience.
Make it contextually relevant – individual to
each and every subscriber.
We want to help you get there.
That’s why today we announce
our most exciting product yet.
Z-INSIGHTS
The next phase of Zuora, powered by big-data.
A completely new way to know your subscribers and deliver
compelling, memorable subscription experiences.
5 modules to help you design
a better subscription experience:
MEET YOUR
SUBSCRIBERS
Subscriber Identity
  Demographics
  Company data
  User counts
  Recurring revenue value
  Account balance
MAP THEIR
JOURNEYS
Subscriber Moments
  Logins
  Email sends
  New sign ups
  Upgrades
  Cancellations
  Offers accepted
  Support tickets filed
PERSONALIZE
INTERACTIONS
Subscriber Segments
  Save churning subscribers
  Flag declining usage
  Reward high usage
  Onboard new subscribers
  Identify those likely to convert
ENGAGE
EVERYWHERE
Subscriber Triggers
  CRM workflow
  Mobile communications
  Email communications
  Marketing campaigns
  Customer success alerts
  In-app communications
  Subscriber moments feed
  Subscriber benchmarks
  Top recommendations
  Product usage trends
  Embeddable in any app
VISUALIZE
EXPERIENCES
Subscriber Dashboard
Tom Krackeler
VP & GM, Z-Insights
+
Karl Goldstein
VP of Engineering, Z-Insights
Improve
customer
retention
Grow revenue
from existing
customers
Improve
pricing &
packaging
Develop
customer
advocates
YOU WANT TO
Z-INSIGHTS DEMO
Check out more on Z-Insights tomorrow
at the Product Keynote
Okay, that was pretty powerful stuff.
Let’s recap.
OUR WORLD IS CHANGING
3 COMPANIES. 3 STORIES.
SUCCESS = DELIVERING THE
SUBSCRIPTION EXPERIENCE
Z-BUSINESS IS STEP 1
Transform your business model, your operations,
your company culture.
Deepen relationships through insights. The only way to
truly learn from your subscribers and improve their
experience over time.
Z-INSIGHTS IS STEP 2
Z-Business + Z-Insights enables you to
fully transform your business around the
subscription experience
THE REST OF THE
CONFERENCE
•  Amazing Sessions
•  Amazing Summits
•  Amazing Stories
And…all available in the
Academy
EVERYTHING YOU NEED TO DELIVER
THE SUBSCRIPTION EXPERIENCE
Z-Insights Z-Business The Academy
Now Go Out And
Build Relationships
Glean Insights
Build Your Subscription Culture
Make Business Human Again
Go out and continue to change our world
THE WORLD. SUBSCRIBED.
The End.

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