Zuora Sales Deck

Zuora Sales Deck

3. Product + Services =
_ 19905 00

4. THE WAY
PEOPLE BU
HAS CHANGE
FOR GOOD

We have new expectatio

OUTCOMES * * =e.
Not Ownership

USTOMIZATION =

ot Generalization

ONSTANT IMPROVEMENT

Not Planned Obsolescence

zuora

5. Spent on subseriptions

Of German companies L
Shave dealt withthe issue in the US in 201$ up
of subscription from $215B in 2000.

business models. - Credit, Suisse

Weer earch Services, ki
zuora

| Ofcustomers are

j demanding new

_ consumption models
7 ¿gyThe Economist 2014

6. EVERY INDUSTRY IS SHIFTING

Leaders are creating new experiences through a new kind of business model

CONSUMER

GOODS HIGH TECH A 개 CLOUD SERVICES

>

HEALTHCARE DNIOT * MEDIA COMMUNICATION

8. IN THE LAST 15 YEARS, 52% OF THE
FORTUNE 500 COMPANIES
HAVE DISAPPEARED

1955 vs. 2015

Average life expectancy 75 years Average life expectancy 15 years

Zuora

9. WHO SURVIVED THE MASS
EXTINCTION?

zuora

10. ight bulbs to digital servi es

ny. That is also af industrial comp
E 一

A =
|

11. pr Dylan + : |
PPM Watson IBM |

| -一 - punch card tabulators to cognitive data services

17. ITS A NEW WAY OF THINKING

channels \ subscriber ノ
4999 Se

channels
customer

18. THIS CHANGES EVERYTHING

PRICING Unit Sales 三 二 Value pricing
MARKETING Branding = Experience
SALES Selling products — Solving needs
FINANCE Unit margins = Customer lifetime value
CULTURE Hit products ze Deep relationships

zuora

19. SUBSCRIBER
IDENTITY

Demographic data
Behavioral data

Financial data

#beyondCRM

Old world:

TRADITIONAL RECORD
Name Phone
Email Company
Twitter Facebook
New world:

SUBSCRIBER IDENTITY RECORD

Purchases Payment history Customer Moments
Products Refund history Usage metrics

Local Pricing Lifetime Value ‘Add-Ons
Promotions Renewal Value

Adjustments Aging balance

Zuora

20. “THATS > 一 LT ZUORA ©

A unified “Es

21. "There was a pre-Zuora Box and a
post-Zuora Box. It was really painful

before you guys came along.”

— Aaron Levie, CEO

zuora

22. EJ

FINANCIAL
TIMES

“Zuora has given us more presence on
the global stage to be able to sell to

more markets, to more people. ”

- John O'Donovan, CTO

zuora

23. “Zuora is helping us to achieve our
ultimate goal: to improve the

| j environments where people live and
Sch der
ct

work, while dramatically reducing the

rric consumption of resources.”

- Cyril Perducat, EVP of Digital

Services, loT

zuora