It’s easy to feel like you’re “flying blind” when it comes to understanding the effectivenes of different pricing strategies. In this session, we’ll review how you can use Zuora reporting to gain valuable insight into pricing strategies. You’ll learn how to run reports on MRR by product, rate plan, and region; and track the effectiveness of promo codes and A/B testing.

2. Using Zuora Reports to Evaluate Pricing
Strategies
Measure the health and performance of your business

3. welcome
message
page
03
Director - Product
Management
Christopher Bruner
Co-Presenter
Principal Solution
Architect
David Hoang
Lead Presenter

4. presentation
agenda
page
04
Intro
11:00
Intro and
Agenda Review
Product Direction
11:05
Overview of product
direction
Key Reports
11:15
Overview, Data Model
Review, Demo
Q&A
11:50 12:00
Lunch

5. objectives
page
05
Identify key reports and metrics to understand the health of your
business
Overview of Product Direction
Review key reports related to pricing and growth
Review of Zuora data model

6. product
direction
Overview of product direction

7. page
07
Disclaimer
These discussions contain forward-looking statements that involve risks, uncertainties, and assumptions. If any
such uncertainties materialize, if any of the assumptions prove incorrect, or if priorities or resourcing changes,
these plans could differ materially from the plans expressed or implied by the forward-looking statements
made. You are cautioned not to place undue reliance on these forward-looking statements as they reflect
opinions only as of the date of this presentation.
Any unreleased services or features referenced in this or other statements are not currently available and may
not be delivered on time or at all. Customers who purchase services should make the purchase decisions based
upon features that are currently available. Zuora assumes no obligation and does not intend to update these
forward looking statements.
We encourage customers requiring specific functionality to file requests on our Zuora Community Ideas
Board, even if a feature potentially addressing their needs has been previously discussed. These cases
will be tracked by Zuora product management and every effort will be made to proactively communicate Zuora’s
triage and status of incoming requests.

8. Last year, we released a new reporting engine to all
customers
page
08
Simpler and easier report creation
Faster, search-based, drag-and-drop
Intelligent feedback
New reporting capabilities
Access to all data sources
More advanced options for grouping,
summarizing, and filtering data
Expanded reporting library
>50 standard reports out-of-the-box
Bookings, billings, cash, and revenue
Efficient report management
Report scheduling and email
distribution
Enhanced sharing and permissions

9. However, we knew that there were several areas in which
you still had important needs
page
09
• Easier reporting on changes in MRR and ACV from new
subscriptions, upsell, downsell, and churn
• Consolidated reporting on AR activity, including net billing,
net payments, and AR roll forward
• Overall reporting on net recurring revenue retention, ARPA,
and subscriber churn rate

10. Since then, we have been building a new set of capabilities
to address those in a unique and comprehensive way
page
010
Subscriber lifecycle
events, financial
transactions
Metrics
engine
Booking Metrics
Consolidated AR
Metrics
Businesswide Net
Retention, Churn, and
ARPA Metrics
Dashboard
…

11. Introducing our new Insights capabilities
page
011
Insights Analysis Subscription Dashboard

12. key reports
Overview
Data model review
Demo

13. key reports
page
013
MRR Change Over Time
MRR by Product (at a point in time)
Promo Code Tracking

14. overall
data
model
page
014
List pricing is defined in
your product catalog
Then customer-specific
charge data is created
for each subscription
Pricing information lives
here to accommodate
flexible tiered or volume
pricing models
Critical information about charge
quantities, billing period,
recognition model, MRR, change
in MRR, and TCV lives here
Subscription status, terms,
and start and end dates
lives here

15. Zuora keeps track of the
history of changes
page
015
Create new subscription with 2
charges, effective 1/1 to 12/31
Increase the quantity on both
charges with amendment, effective
on 6/1
Subscription version 1
Status: Expired
Rate Plan Charge 1, segment 1, 1/1 to
12/31
Rate Plan Charge 2, segment 1, 1/1 to
12/31Subscription version 2
Status: Active
Rate Plan Charge 1, segment 1, 1/1 to
5/31
Rate Plan Charge 2, segment 1, 1/1 to
5/31
Rate Plan Charge 1, segment 2, 6/1 to
Subscription version 1
Status: Active
Rate Plan Charge 1, segment 1
Rate Plan Charge 2, segment 1

16. status of subscription is easy
to understand at any point in time
page
016
Subscription version 1
Status: Expired
Subscription version 2
Status: Active
RPC 2, Segment 1, MRR 100
RPC 1, Segment 1, MRR 50
RPC 2, Segment 1, MRR 100
RPC 1, Segment 1, MRR 50
RPC 2, Segment 2, MRR 300
RPC 1, Segment 2, MRR 150
Amendment
Effective 6/1
MRR was 150
here
MRR will be 450
here
Record of what
caused the
change

17. Report 1: MRR By Product
page
017
You can analyze the performance
of each of your products to inform
sales and product development
strategies.
Why is this important?
RatePlanCharge
Data Sources
This report allows us to track
MRR at any point in time.
What does it Measure?

18. page
018
This is a GA feature that you
can use today
Key Fields:
RatePlanCharge.MRR,
Product.Name
MRR by Product (at a point in time)

19. page
019
Watch the
Demo!
Let’s take a look at
how to create a
MRR by Product
report!

20. Report 2: MRR Change Over Time
page
020
Reporting on MRR Change Over
Time helps you understand the root
causes of MRR changes over time.
Why is this important?
Booking Metrics
Data Sources
This report measures MRR changes by
amendment type.
What does it
Measure?

21. page
021
This is an LA feature. If you
would like to join the LA
program, see info at the end
of this presentation
Key Fields: MRR
MRR change over time

22. page
022
Watch the
Demo!
Let’s take a look at
how to create a
MRR Change Over
Time report!

23. Report 3: Promo Code Tracking
page
023
Later today, you will learn about how
Zuora’s promo code app can help you
manage complexities related to offering
promotional pricing and discounts. Here
we will discuss how you can measure
the results of your promotional
campaigns.
Why is this important?
RatePlan
Data Sources
This report measures performance or
redemptions of your promotion codes and
campaigns.
What does it
Measure?

24. page
024
This is a GA feature that you
can use today
Key Fields: Promo Code
(custom field)
A promo code maps to a
ProductRatePlan
When amending the
subscription, best practice is
to store the promo code
value in a custom field on the
RatePlan
(RatePlan.PromoCode__c)
Promo Code Tracking

25. page
025
Watch the
Demo!
Let’s take a look at
how to create a
Promo Code
Tracking report!

26. page
026
want to join the Zuora Early Adopter Program?
Reach out through your customer success manager or…
Email chris.bruner@zuora.com and include details on your areas of interest

27. Q&A
page
027

28. thank you.