The initial sale is just the beginning. Subscription sales is an ongoing journey with your customers. Flexible tools and the right data make all the difference. Find out how Zuora for Salesforce can help reduce your time to quote! Check out Zuora Academy for more actionable advice for finance, marketing, tech, operations, product, and more. All the info you need to build and run an amazing subscription business: https://www.zuora.com/academy/

1. Configure, Price and Quote
with Zuora for Salesforce
Learn how to CPQ
with Zuora for Salesforce’s Latest Release
Nathan Creswell
Product Director, Zuora
Harrison Riley
Senior Manager, Business Systems, Okta
Jake Randall
VP Business Operations, Okta
Configure, Price and Quote
with Zuora for Salesforce
Learn how to CPQ
with Zuora for Salesforce’s Latest Release

2. Nathan Creswell
Product Director, Zuora
Harrison Riley
Senior Manager, Business Systems, Okta
Jake Randall
VP Business Operations, Okta

3. ask
yourself
How many people here use Zuora
for Salesforce ?
page
03

4. Problems in the Front
Office
Does this sound
familiar?
page
04
How do I handle billing
and rev rec
complexities from
Subscription Quoting?
How do I reduce
Quote/Order
errors?
How do I better
capture renewal
and upsells
potential?
How do I deploy
new packages
and pricing
quickly?
How do I prevent a single
point of failure in my
Systems?
How do I scale
my reps for
growth?
How do I provide a
consistent customer
experience across
channels?
How do I model
complex
discounts and
approvals?

5. What does Quoting for Subscriptions
mean?
page
05
01
Fight for Customer
EngagementSubscription companies have to constantly prove
their value to the customer
03
Earn the Customer’s
TrustOfferings give clear value from product to
product and pricing and differences are
obvious
02
Maximize Lifetime Value
Proving value also includes leveraging
ways to grow their usage of your product or
service
04
Flexibility
Need an end to end system that can be
flexible

6. FIGHT FOR CUSTOMER ENGAGEMENT
All Subscription companies must prove
their value because if a relationship is recurring, you
need to prove every month why you deserve their
business

7. Prove Value
At Every Stage
page
07
Quote for your Assisted Sales
Channel.
Be Guided to the right
Products and Prices.
Give the right discounts and
approvals.
Produce clear and
transparent Quoting
templates for your customers.
Show Features.
Quote
Create a record of your
relationship with the
customer.
Auto renew that relationship.
Accept subscriptions from
different channels.
Let your front office know the
services customers are
subscribed to.
Subscribe
Accurate and automated
recurring billing.
Correctly formatted invoices.
Answer: what am I paying
for again?
Reflect those Invoices to the
front office.
Resolve Invoice disputes.
Bill
Accept any type of payment
anywhere.
Accept multi country and
multi currency payments.
Provide Refunds from the
front office easily when
necessary.
Pay
The
Customer

8. MAXIMIZE LIFETIME
VALUE
The Upsell becomes far more important as now you
have many opportunities to expand the customer
relationship.

9. Real Customer Example – Moving from Perpetual to
Subscription Software
Perpetual Software
Customer has existing Perpetual Software
products
Provide 20% Discount
For moving from Perpetual to SaaS
Software
Remove
Perpetual
Software
Add SaaS Offering
Add Product Amendment
Remove Product
Amendment

10. EARN THE CUSTOMER’S TRUST
Offerings and Editions must be have
clear pricing and packaging differences
so that a customer can easily see an upgrade path, even
if they cannot upgrade today

11. Edition
Strategy

12. FLEXIBILIT
Y
A flexible system is needed that can align to
these kind of Quoting requirements

13. CPQ is Different for
Subscriptions
New Subscription
Amend
Subscription
Renew Subscription
Cancel
Subscription
New
Upsell
Renewal
Churn

14. All-New Zuora for Salesforce Release
Includes:
Focuses on supporting the pricing and packaging needs of mature subscription businesses. Deliver
CPQ-like functionality in a simple and fully integrated package. Quotes v7.x and 360 v3.x.
Guided Selling Flexible Pricing models
Quoting with approval workflows
Proposal and Contract management (3rd party)
Subscriber Lifecycle Management
Subscription Metrics and Insights
Products and Bundle Configuration
Redesigned Guided Selling Product Selector
Product Selection and Pricing Rules Engine

15. Introducing Okta
page
015
Harrison Riley, Senior Manager Business
Systems
Jake Randall, VP Business Operations
Okta

16. Employee SSO
to Apps
MFA for Apps
or VPN
HR-driven
IT Provisioning
Employee System
of Record
Single Customer
Profile
Connect to Distributor
& Supplier Identities
Partner/Customer
SSO Across Sites
Enterprise
Federation for Your
Service
Secure Mobile
Devices
Provision Mobile
Devices
Identity for
Employees
Connecting
Customers
& Partners
Mobility
Management
$100
(Employees)
$80
(Support)
$2,000
(Customers)
$2,770 ARR+ + =
$590
(Upgrade EEs)
+
2
1
3
Silver Edition Gold Edition
+4M +8M +10M
+$$
Platform

17. Employee SSO
to Apps
MFA for Apps
or VPN
HR-driven
IT Provisioning
Employee System
of Record
Single Customer
Profile
Connect to Distributor
& Supplier Identities
Partner/Customer
SSO Across Sites
Enterprise
Federation for Your
Service
Secure Mobile
Devices
Provision Mobile
Devices
Identity for
Employees
Connecting
Customers
& Partners
Mobility
Management
$100
(500 Users)
$217
(Upgrade)
$150
(+ Users)
$3,200 ARR+ + =
$2,733
(300k MAUs)
+
3
1
3
“Freemium” ExternalGold Edition
+18M
At Renewal
+26M +30M

18. CPQ isn’t a “tool”, it’s a strategy
Pricing and packaging (read: configure, price, quote) can unlock
success in your subscription business and help you maximize key
metrics:
1. Lifetime Value (LTV)
2. Customer Acquisition Cost (CAC)
3. Cost to Serve (CTS)

19. CPQ Challenges at Okta
Product Marketing
Sales

20. What if we could………?
• Quote products the same way we talk about pricing and
packaging?
• Enforce quoting rules that we know make customers successful?
• Automate a segment of our transactions?
• Do this all ourselves?

21. Protect & Pay for Strategic Assets
Product Users
Price per
User
Term Length
(Months)
Annual Total
SSO 100 $2 12 $2,400
UD 100 $4 12 $4,800
Prov 100 $1 12 $1,200
$8,400
Support - 15% of ARR 12 $1,260
Support Pricing & Discounting Requirements:
1. Support is priced at 15% of ARR
2. Minimum value is 3K
3. If ARR > 20K, support must be attached
4. If discounted, approval workflows should fire
5. Quote should be locked until approved
Support - Minimum 3K 12 $3,000

22. Promote Customer Success & Retention
CPQ Rule
-
Require Basic
Require Silver
Require Gold
Prompt Custom
PS Package
Creation
# of Users
1-24
25-249
250-499
500-999
1,000+
Recommend PS
Package
Customer
Basic
Silver
Gold
Tailored
Retention Rate
with PS Attached
-
96%
92%
90%
87%
Retention Rate
w/o PS Attached
-
87%
78%
71%
62%
Disclaimer: This is NOT real data

23. Automation – all orders aren’t equal
Extend purchasing experience to OktaReduce dependency on human intervention
Customer Acquisition
(Closed Loop Order)
Batch BillingAuto Renew

24. (lack of) CPQ Extensibility Today
CHAOS!

25. CPQ Extensibility Tomorrow
The power is in our hands!

26. Introducing Okta
page
026
CPQ Limited Availability Customer
Implementing latest version of
Quotes and Rules
5 Week Implementation with some
Services Assistance
Okta

27. BUNDLING - PRODUCT CATALOG
CONCEPTS
• To provide value to the Customer, first understand your own Products
• What you sell, typically a SKU
• Features - How you describe the Product, Product Attributes that do not “own” a Price
• e.g. Color, Size, Weight
• Product Rate Plans/Charges - How you Go to Market with pricing
• e.g. Monthly vs Annual Plan, Setup Fees plus Recurring Fees, 3 Month Discount then 12 Months
Normal Pricing
• Many customers have created Products as not real Products, but “Categories” or
“Families”
Products
Product Rate Plans

28. Simple Bundle
*Features exist at each Product level
*Rate Plans only at top level
Road Warrior Bundle
Vehicle Diagnostics
Roadside Assistance
Monthly Rate Plan/$50

29. Base/Add On Example
*Rate Plans and Features exist at each Product level
Music Lover Package
Music Services
Spotify
Monthly Rate Plan/$20
Pandora
Monthly Rate Plan - $6
Monthly Rate Plan - $5

30. Editions / Bundling Hybrid
Road Warrior Bundle
Vehicle
Diagnostics
Roadside
Assistance
Music Lover
Package
Music Services
Spotify
Monthly Rate
Plan/$20
Pandora
Monthly Rate
Plan - $6
Monthly Rate
Plan - $5
Monthly Rate
Plan/$50

31. RULES - CONCEPTS
• A rule allows you to automate product and pricing changes on your Quote
• To update pricing e.g. Add a 20% Discount when 2 Products are Added
• To add products e.g. Add a Support Product if Software Exists
• To remove products e.g. Remove Support Product if Software does not
Exist
• To show a validation error e.g. Show Error if 2 Products are combined
• And you can do these too:
• Spread a Header Discount to Charge Level
• Update Prices based on Features
• And many more…..

32. RULES - CONCEPTS
If this… Then Do This…CONDITION ACTION

33. ask
yourself
Who is interested in joining the
CPQ LA Program?
page
033

34. Check out Zuora Academy for more great info and actionable
advice.
All the info you need to build and run
an amazing subscription business.
https://www.zuora.com/academy/