Drillboard’s CEO Tim is a huge football fan with a vision to share coaching solutions around the world. He is making this vision a reality by turning his UK start-up into a scalable, profitable and agile business through the power of the subscription economy. With Zuora, Drillboard can avoid difficult and time consuming billing processes and manage multiple currencies, international taxation laws and innovative pricing models; allowing them to focus on their passion – giving coaches easy access to drills, tactics and analysis and ultimately, share their love of the game.

1. Building a Better Business
“How I turned my passion for football into a successful SaaS business”
Tim Gentles
CEO

2. DrillBoard Agenda
1. DrillBoard Introduction
2. Why DrillBoard Uses Zuora
3. Our Top 4 Subscription Essentials
4. Wrap Up & QA

3. DrillBoard Mission
E M P O W E R C O A C H E S T O F U L F I L L T H E I R P O T E N T I A L

4. 4
I c o n B a s e d D r a g
a n d D r o p E a s y t o
U s e
Simple First Step

5. Powerful Technology
IN GLOBAL
TECHNOLOGY
RECOGNIZING
the best
of the best
A tremendous example of innovation
DR MICHAEL NEWBERRY, MICROSOFT
Scalable by:
• Sport
• Geography
• Service

6. Team
Tim
Gentles:
Hank
Steinbrecher
Raymond
Verheijen

7. Proof of Concept – FA Wales
ELITE
National Squads
Football Development Officers
PRO
UEFA B to Pro
Coach Education Courses
GRASSROOTS
Level 1 and 2
Coach Education Courses
• Consistent Communication – Internationals to Grassroots
• Extended to all coaches doing FA Wales Courses UEFA Pro – Level 1

8. Soccer Side of the Pond
Seattle FC v Portland Timbers
67,000 Attendance
Dallas Cup
$30M for local economy
LA Galaxy
David Beckham $120M
US Men
13th in FIFA Rankings
Anson Dorrance
90% Win Record
Over 33 Seasons
NBC - EPL
2013-2014
Giant
Sub Culture
25M Players
100M Fans
World Cup 2010
Sam’s Army
> England Fans

9. Brandi Chastain,
1999 Women’s World Cup Final
MomentousMovementforWomen’sSport

10. Why DrillBoard Uses Zuora
Background
P L A T F O R M O V E R V I E W
Business Model
The Challenge
• Cloud based solution
• Aim: global visual language for soccer
• Roll out additional modules and sports
• B2B + B2C
• Channels: Clubs and Associations
• Direct: Self-service and boots on the ground
• Modifying pricing
• Tracking and forecasting financials and key metrics
• Add new products and services
• Scale rapidly and globally (tax and currency issues)

11. Subscription Ecosystem
V A L L E Y E X P E R T I S E E S S E N T I A L
When I think of online sales I think of Amazon,
huge infrastructure, big warehouses, lots of stock to
manage, people intensive –
how are you going to cope with that?
“
”

12. TheNineKeystoSubscriptionSuccess
$
PRICE
ACQUIRE
BILL
COLLECT
NURTURE
ACCOUNT
MEASURE
ITERATE
SCALE

13. Pricing and Packaging
Flexibility
F L E X I B I L I T Y C R E A T E S D Y N A M I S M
Client focus
Visibility
Lean
start
up
methodology
-­‐
perform
faster
tes6ng
Get
an
earlier
steer
on
Customer
Acquisi6on
Costs
Price
according
to
what
our
customers
demand

14. Nurture
I T I S A L L A B O U T R E L A T I O N S H I P S
• So#ware
as
a
Service
• Infrastructure
to
manage
rela3onships
• Time
to
focus
on
so#er
skills
• Develop
deep
rela3onships
and
nurture

15. Previous
accoun6ng
tools
weren’t
geared
up
to
account
for
a
subscrip6on
business
Performance
vs
key
metrics
Being
set
up
to
forecast
and
report
quickly
and
accurately
is
essen6al
for
investors
Account
Visibility
Investment
Account
G R E A T D A T A P O W E R S S U C C E S S

16. Soccer Side of the Pond
Boots on the Ground
Boots on the Ground
Boots on the Ground
Boots on the Ground
Boots on the Ground
Boots on the Ground
Sales Tax
Varying by State
Remote
Sales Team

17. Lesson Learnt
Surround
yourself
with
experts
Best
Prac3ce:
Ask
ques3ons
Build
for
Scale
Best
Prac3ce:
Implement
early
infrastructure
to
drive
growth
Experiment,
measure,
iterate
Best
Prac3ce:
Be
data
driven
1 2 3

18. Q&A
Thank You!
TimGentles
tim@drillboard.com
Twitter:@DrillBoard