Zuora Z-Tour Palo Alto 2010 may 19

Powering Today’s Subscription Economy Z-Tour - Palo Alto May 29, 2010

Introducing Zuora: Leader in Subscription Billing ,[object Object],[object Object],[object Object],[object Object],[object Object],Our Company Our Customers Our Investors & Board Marc Benioff CEO Scott Thompson President

Our Vision: A Subscription Economy Software-as-a-Service Cloud Computing Online Services Media & Digital Content The World is Moving to Subscriptions

What Is Happening Today? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Manufacturing Economy Subscription Economy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

(1) Customers Want Flexible Pricing and Packages

(2) Customers are Driving New Usage Models

(3) Today’s Customer Lifecycle is Different Customer 1 Product Monthly Recurring Usage Monthly Billing Term 12 Months Change Order #1 (Add Product) Add 2 nd Product Co-Term Change Order #2 (Upgrade) Upgrade to Annual Prepay for full year Proration Renewal Order (+ Upgrade) Renew 3 years Upgrade to New Plan 1 Month Free Trial Promotion: Free Trial Subscription Initial Subscription

(4) Pricing for Your Customers Must Be Rolled Out Across Multiple Channels & Partners Configure Once Deploy Everywhere Website CRM Partner Portal For all of your direct sales reps For online orders For all of your partners

(5) Customers Want to Buy Online Securely Click Here to Sign Up Online! vs.

(6) New Metrics Are Required for the Cloud “ CMRR” Committed Monthly Recurring Revenue “ Cash Flow” “ Churn” “ CAC” Customer Acquisition Cost “ CTLV” Customer Total Lifetime Value

Traditional ERP Systems Not Built for Subscriptions ERP SYSTEMS: Unit X Price SKU-based No concept of product catalog No rate plans, no charge models Single Order No recurring element No concept of change orders No concept of terms No Usage No concept of usage No concept of rating/billing No concept of bill cycles for usage

Build from Scratch Is Non-Productive Charlie Peters, CFO Redhat Pacific Crest Securities Conference, August 4, 2008 Hardware Software Consultants Infrastructure Dedicated Staff Upgrades ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Why Would You Build This?

This is why we started Zuora 2.5 years ago

Vision: A Single On-Demand Platform to Build, Run, Manage and Monetize a Subscription Business Website Order Account Created Payment Processed Financials Subscriptions Quote Website Provisioning Usage Data Internal Systems Website Order Self Service

Create Multiple Packages with Pricing Flexibility ,[object Object],[object Object],[object Object],[object Object],Phil Fernandez, CEO & Co-Founder, Marketo

Launch Pay-as-you-Go Models with Automated Usage and Metering April 27, 2010 ,[object Object],[object Object],[object Object],[object Object]

Stay On Top of Your Customers w/ Robust Subscription Management ,[object Object],[object Object],[object Object],[object Object],Dylan Smith, CFO Box.Net

Distributes Pricing Across All Channels Globally including 1-click to Salesforce.com ,[object Object],[object Object],[object Object],[object Object],Dan Oilley, CIO, Reed Business

Launch an Online Sales Initiative w/o Burden of PCI Compliance & Scalability ,[object Object],[object Object],[object Object],[object Object],Zuora provides us the capabilities to enable commerce with PCI compliance and our online website so that we can make it easy for ccustomers to buy our product. Yuki Uchida– VP DocumentMall

Provide 360 Degree Visibility and Subscription Analytics & Intelligence Across the Entire Organization ,[object Object],[object Object],[object Object],[object Object],Michael McMahon, Corporate Controller

Quote to Cash Subscription Management Payment Operations Pricing & Packaging Account Management Billing Operations Product Catalog Products Price Plans Charge Models Volume & Tiers Offers Quotes Billing Operations Bill Runs Usage Proration Billing Triggers Taxation Multi-Currency Subscription & Amendments Subscription Change Orders Renewals Auto-Renewals Add-on Orders Audit Trail Account Management Bill-to / Sold-to Payment Methods Subscriptions Invoices Payments Adjustments Metrics Customization (Configuration, Custom Fields, Custom Templates) Payment Operations Payment Runs Usage Batch or Real Time Payment Methods Gateway Integration Payment Exceptions API Layer (Create/Read/Update/Delete, SubscribeNow, Provisioning, Usage) Multi-Tenancy PCI Level 1 Compliance Security Redundancy Out-of-the-Box Payment Gateway Integration Out-of-the-Box Salesforce Integration Our Products Taxation Module Hosted PCI Storefront

Our Ecosystem Tax, Integration, Reporting CRM Payment Gateways Accounting Systems

Monthly Innovation Cycle ,[object Object],[object Object],[object Object]

Incredible Growth and Momentum ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SaaS Online Media Cloud Computing Telcom Open Source Wireless

Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

About Xactly Roberta Jester, Vice President Finance ,[object Object],[object Object],[object Object],Leader in SaaS sales performance management Fastest growing provider Strong domain experience Managing >$4 billion in compensation annually

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Customer Snapshot: Marketo Xactly Prospers with Zuora for Billing and Payments Business Challenge Solution Benefit

Ecosystem Z-Force 360 Website Order Account Created Payment Processed Financials Revenues Subscriptions Quote

About EMC Scott Webster, Business Ops Principle ,[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Customer Snapshot: Marketo EMC Launches Cloud Computing Division with Zuora Business Challenge Solution Benefit

About Quova Jay Webster, Chief Product Officer ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Business Challenge Solution Benefit Quova XXX

Zuora Z-Tour Palo Alto 2010 may 19

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