Pitched Unfairly

zuora

Turning customers into subscribers.

Sales deck · Tien Tzuo, CEO

01 / The big shift

We now live in a subscription economy.

  • SpotifySubscribe
  • SalesforceSubscribe
  • Dollar Shave ClubSubscribe
  • BoxSubscribe
  • UberOn demand
  • AirbnbOn demand
1970s · products
Today · relationships

02 / Why it's happening

People now buy outcomes, not ownership.

  1. Ownership Outcomes
  2. One size fits all Made for me
  3. Shipped once Always improving

03 / Winners and losers

In 15 years, 52% of the Fortune 500 disappeared.

48%Survived

52%Gone

The Fortune 500, all of it

04 / Who survived

The survivors moved from products to relationships.

Reinvented incumbents

  • GE
  • IBM
  • Unilever

Unilever bought Dollar Shave Club

Relationship makers

  • Amazon
  • Google
  • Apple
  • Facebook
  • Salesforce

New disruptors

  • Uber
  • Spotify
  • Box
  • Airbnb

05 / The Promised Land

Winners sell the subscription experience.

Which matter most to your customers? Tap to pick.

06 / A new way of thinking

Put the subscriber at the center, and everything changes.

Old world
Product Channel Channel Channel
New world
Subscriber Pricing Marketing Sales Finance Culture

07 / Why we built Zuora

CRM sees a sale. Zuora sees a subscriber.

Customer recordCRM
Customer
Acme Corp
Product
SKU 4410
Sold
Once
Next contact
Unknown
Subscriber identity#beyondCRM
Subscriber
Acme Corp
Plans
3 active
Usage
Tracked live
Billing
Every month
Renewal
In 41 days

08 / Proof

Companies like yours already made the shift.

  • Box A new disruptor

    Aaron Levie, CEO

  • Financial Times News media

    Customer story

  • Schneider Electric Energy and industry

    Customer story

  • NCR Commerce technology

    Executive testimonial

09 / Next steps

Not the end. Your story starts here.

1 of 5 steps done