Link to Webinar: https://www.youtube.com/watch?v=_utv7_TslfM Salesforce power users are always on the lookout for connected apps that drive revenue. Join HomeAway's Sr. Systems Analyst, Jim Bunch & Zuora's Director of Alliances, Adam Nichols and learn how Zuora makes Salesforce an essential part of your company's subscription life-cycle, and helps add a reliable source of recurring revenue to your company's bottom line.

1. Leverage Zuora and Salesforce to Launch
and Grow a Subscription Business
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2. Thank you for joining today!
Agenda
What is the Subscription
Economy?
How do Zuora &
Salesforce work together?
HomeAway story
Q&A
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3. The Leader in Commerce, Billing and Finance
solutions for the Subscription Economy
Subscription Subscription Subscription
Commerce Billing Finance
500+ customers $82M funding Enterprise Leadership
Benchmark Capital Tien Tzuo, CEO/Founder
Marc Benioff Marc Aronson, VP Engineering
Redpoint Ventures Cheng Zuo, CTO/Co-Founder
Index Ventures Brian Bell, CMO
Todd Pearson, SVP Cust. Success 3
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4. A bit of background…
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5. What is the
Subscription Economy?
BUY NOW SUBSCRIBE
1999 Today
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6. The Move from Products to Services
Technology Transportation Retail Music
A
Video Voice? Legal Healthcare
By 2015, 35% of Global 2000 companies will generate revenue
through subscription-based services and revenue models.
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7. A Great Model for Customers and Businesses
Consumers Businesses
Access Anywhere, Instant Upgrades Ongoing Relationship
MORE Flexibility MORE Innovation BETTER Customer Service
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8. Businesses In The Subscription Economy Are
Focused On Relationships
BUY NOW SUBSCRIBE
Product Relationships
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9. The Subscription Economy Requires a Completely
Different Approach to Building Businesses
Product Economy Subscription Economy
Sell Units
Monetizing Customer Relationships
Why? Customer in the middle.
Pay-as-you-Go Pricing Plans
Price Per Unit
Why? Flexibility, Editions, Try before Buy.
One-Time Orders Multiple Orders Over a Lifetime
Why? Add-ons, Upgrades, Renewals.
Forced to Pick a Sell to Consumers & Businesses
Customer Segment
Why? Support B2C, B2B and B2Any.
Complex, Interrelated Bookings,
Simple Financial
Metrics Billings, & Revenue
Why? All metrics are connected.
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10. Problem:
Today’s Systems Don’t Support the
Subscription Business Model
SKU Based Catalog
Not built to support subscription
rate plans
Price x Unit Singular Orders
No concept for monthly pay-as- No concept for add-ons, upgrades,
you-pricing and renewals,
Low Volume Backwards Looking
Not built for B2B & B2C, credit card & Looks at revenue for last period, not forward
invoice transactions recurring revenues
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11. How does Zuora help?
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12. Subscription Management Platform
Quotes Commerce Billing Finance
Pricing, Quotes,
Subscription Orders, Rating, Invoicing, Advanced Accounting Close, Audit
Add-Ons, Renewals
Amendments, Renewals, Billing, Payments & Payment Controls, Summary Journal
inside Salesforce
Hosted Commerce Pages Operations, Taxation Entries, Deferred Revenue
Platform
Account Management Administration (Users & Roles) APIs
AppExchange Certified
Managed Packaged
360 Subscription Catalog Customization (Custom Fields) Notifications & Callouts
Reporting & Metrics Multi-Currency & Locale Data Export & Import
PCI Level 1 Compliance SAS 70 Type II
Ecosystem
CRM Systems Payment Gateways Accounting/GL
Helping Companies Grow, Flow and Know
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13. The Complete Picture for Salesforce Customers
Customer Subscription Commerce,
Accounting
Management Billing, Payments
CASH
LEAD
Pricing & Quoting
Subscriptions & Orders
Sales Force Automation Add-Ons & Renewals General Ledger
Customer Service Billing & Payments Supply Chain
Usage & Rating
Reporting & Analytics
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14. We Make Salesforce Subscription Smart
… for Sales Reps … for CSRs &
Finance
Product Catalog
Create Quotes Answer billing inquires
Process change orders Collection
Process add-ons Invoice history & aging
Process renewals Process change orders
Take credit cards orders Process add-ons
Usage in Zuora Process renewals
Metrics
… for Customer &
Partner Portals
Self service … everything gets
View price plans Chatter enabled
Take orders
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15. Quotes & Subscription Management in Salesforce
Quotes for Initial & Add-on Orders Complete Subscription History
Sales Reps can sign up initial customers and Give reps and agents full customer visibility
create up-sell and cross-sell orders
Quotes for Change Orders Customer Value Dashboards
Get to the metrics that matter: Monthly Recurring
Make subscription updates and upgrades
Revenue, Renewal Rate, and Total Contract Value
Quotes for Renewal Orders Invoice Aging Reports
Renew subscriptions
See 30-60-90 day invoice stats at a glance
Quote Presentation
Automatically send quotes to Customers or
Z-Billing in the back office
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16. Salesforce’s Flat Product Catalog Cannot Handle
Subscription Complexities
Salesforce Quotes uses the “One SKU, One Price” Salesforce
Product Catalog – which simply doesn’t work for Subscriptions.
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17. Zuora’s Product Catalog is Designed for Subscription Complexity
Multi-Layered, Multi-Currency
Create one-time, recurring, usage
charges
Setup different product editions,
durations, and pricing tiers
Manage product discounts and
promotions
Track usage, overages, and
included units
Use Hundreds of Different
Currencies
Zuora helps us create and manage any new product
and pricing model.
Perry Tancredi
Sr. Director of Product Management
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18. HomeAway Success Story
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19. About HomeAway
Founded in 2005 with six employees  now more than 1,200
worldwide, with 600 employees in Austin.
More than 711,000 listings in 171 countries/13 languages.
20+ worldwide vacation rental sites.
Dedicated to Trust & Security  authentic traveler reviews,
HomeAway Carefree Rental Guarantee protects up to
$10,000 in rental fees
WHAT WE ARE: WHAT WE ARE NOT:
Second homes available for travelers to rent Timeshares
on vacation from a homeowner or property
manager. House Swaps
A Great Value! Rent a whole house for half All Luxury Properties
the cost of a hotel.
Primary Residences
Perfect for family and groups.
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20. Zuora & Salesforce Partner at HomeAway
The integration between
Background Salesforce and Zuora allowed us
to bring order to a messy
Zuora and Salesforce fueled situation and regain control over
HomeAways aggressive growth by our quote to cash process.
acquisition by enabling monetization
of HomeAway’s suite of software Jim Bunch, HomeAway
providers for property managers.
Before After
Acquired 4 software companies, each All 4 acquisitions standardized on
with a different billing application. Salesforce and Zuora!
No control over quoting, discounting. Control over one standard product catalog
No integration to Salesforce. Easy and simple products = happy
No 360 view! customers.
On-premise model sunsetted due to
growth of subscription model
True 360 view
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21. Q&A
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