Does your Sales Operations team police every quote that goes out the door? With Zuora CPQ, that isn't necessary. At this session, long-time Zuora CPQ technical administrator, Jacob Feisley, shares tips for quote configuration that enable automation (= fewer manual checks) and his best practices for managing approval processes.

1. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
LEVERAGING ZUORA CPQ
Jordan Gonzalez & Jacob
Feisley

2. SAFE HARBOR DISCLAIMER
The following presentation is intended for information purposes only. The development, release, and timing of any features or
functionality described for Zuora’s products remains at the sole discretion of Zuora and is subject to change. Any unreleased services
or features referenced in this presentation are not currently available and may not be delivered on time or at all. Customers should
make purchase decisions based upon product features that are currently available.
In addition, statements in this presentation that refer to forecasts, future plans and expectations forward-looking statements that
involve risks, uncertainties, and assumptions, many of which involve factors or circumstances that are beyond our control. If any such
uncertainties materialize, if any of the assumptions prove incorrect, or if priorities or resourcing changes, actual results could differ
materially from such forward-looking statements. You are cautioned not to place undue reliance on these forward-looking statements
as they reflect Zuora’s expectations as of the date of this presentation. In addition, actual results could differ materially from those
expressed or implied in the forward-looking statements due to a number of factors, including but not limited to, risks detailed in our
final prospectus related to our initial public offering filed with the Securities and Exchange Commission (SEC) on April 12, 2018 as well
as other documents that may be filed by us from time to time with the SEC. Copies of our final prospectus and other filings with the
SEC may be obtained by visiting our Investor Relations website at investor.zuora.com or the SEC's website at www.sec.gov. Zuora
assumes no obligation and does not intend to update these forward looking statements after the date of this presentation to conform
these statements to actual results or to changes in our expectations.
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.

3. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
WHAT IS CPQ?

4. CRM /
Web
Portal
GLquote order fulfill invoice collect recognize
Traditional Quote to Cash Process

5. CRM /
Web
Portal
GL
THIS IS HOW ORDER-TO-CASH HAPPENS
FOR A SUBSCRIPTION BUSINESS
quote
renew
order
provision
invoice
collect
measure
recognize

6. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
Zuora CPQ
- Build customer-ready
quotes
- The only CPQ solution
purpose-built for
subscriptions.
- Send the resulting
accounts and
subscriptions immediately
to Zuora for invoicing and
subscription management
- Send account,
subscription, invoice, and
product catalog data from
Zuora to Salesforce.
- Synchronizes Billing
Accounts and their related
objects from Zuora to
Salesforce
Zuora CPQ Zuora 360
Two Managed Packages

7. Central Hub

8. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
PRODUCT SELECTION

9. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
Guided Selling

10. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
Pricing Module

11. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
Submitting for Approvals

12. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
Approval Process

13. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
DocuSign Integration

14. Zuora Proprietary & Confidential Information. © 2016 Zuora, Inc. Zuora is the registered trademark of Zuora, Inc. All Rights Reserved.
Sending Quote to Zuora

15. v
Director, Systems and Security
Appspace
Jacob Feisley

17. Sales Operations
Who are we anyway?

18. Sales Operations
Helping our teams sell better, faster, and more effectively
● Defining Process
● Implementing Automation
● Generate insights and analytics to monitor performance

19. Automation
Taking the toil out of CPQ

20. Business Use Cases
Sales Leadership
Operations
● We want the quoting process to be
quick and easy. Time is money!
● We want to avoid mistakes on
quotes sent to the customer
● We want to ensure subscriptions
are only combined with compatible
add-ons
Finance & Legal
● We want to ensure discounts are
capped at a certain limit
● We want to ensure minimum
quantity of certain items on an order

21. Default Values
Plugin

22. Solution: Default Values Plugin
● What is it?
○ A small Salesforce Apex class that allows values to be automatically
pre-set on a quote
● How does it work?
○ When a quote is created and just before the user is shown the Quote
Details screen the Apex code will run and set any values you specify on
the quote

23. Solution: Default Values Plugin
● What can I do with this?
○ Set the subscription and renewal terms
○ Set the quote start date
○ Set the quote expiration date
○ Set payment method and invoicing defaults
○ Set a default bill to and sold to contact
○ and much more...

24. Solution: Default Values Plugin
● Default values can be static or can be dynamic
○ e.g. Customers in the United States may have a default payment
method of check and other countries use wire transfer
● Default values can be changed by the user once they get to the quote
details page
● The goal is that 95% of the time the default values are the ‘right answer’
and the sales rep can simply click ‘Next’ and move on to quoting the
products and services.

25. Default Values Plugin Example

26. Default Values Plugin Example

27. Default Values Plugin Example
Learn more at
https://knowledgecenter.zuora.com/

28. Rules Engine

29. Solution: Quote Rules Engine
The rules engine allows you to dynamically check for certain
conditions on your quotes and take automated actions
Simple… but powerful
Condition Action

30. Rules Engine: Conditions
● Conditions can be triggered by
○ Quote attributes / fields
○ Rollup values from rate plans or charges
○ Calculated values (i.e. add two fields together)
○ System values (i.e. Salesforce user specific fields)

31. Rules Engine: Actions
● Actions can do the following
○ Show a message
■ Info - Just gives the user some information
■ Warning - Alerts them to a potential problem
■ Error - Indicates an operation is not allowed (blocks the quote from
saving)
○ Add a Product
○ Remove a Product
○ Update a product
○ Custom Action - runs a custom Apex function

32. Rules Engine
● Rules are configured in the Salesforce UI and require no Apex code
(though you can extend rules with Apex if you need more advanced
features)
● Rules can be run after every change on a quote or you can run them only
when the user attempts to save the quote.
● The order in which rules run can be configured in the UI

33. Rules Engine Example - Restrict Discounts

34. Rules Engine Example - Restrict Discounts

35. Rules Engine Example - Remove Legacy Products

36. Rules Engine Example - Remove Legacy Products

37. Insights and Analytics
Letting our team see the big picture

38. Business Use Cases
Sales Leadership
Operations
● At a glance view of pipeline and
sales metrics
● Clear indicators of quote status
● Provide teams with easy
summarized data for reports and
automation to be built upon
Finance & Legal
● Accurate metrics for commission
calculations

39. But first...

40. Salesforce Tools

41. Salesforce Tools: DLRS
● DLRS short for “Declarative Lookup Rollup Summaries”
● Amazing tool for getting around the Salesforce limits on rollups across
records
● Open-Source and Free
● Get the managed package here:
○ https://github.com/afawcett/declarative-lookup-rollup-summaries
○ ...or just Google: “DLRS”

42. DLRS - Enhancing Zuora CPQ
● Rollup summary values to the quote from the rate plans or charges
● Examples:
○ Total MRR from Base Subscriptions (sum of base subscription mrr
values)
○ Total quote revenue per product category (Subscriptions vs Perpetual
vs Professional Services)

43. DLRS - Enhancing Zuora 360
● Rollup summary values to the account from subscriptions and charges
● Examples:
○ Total licenses on the account across all subscriptions
○ MRR per product category rollup to account
○ Number of subscriptions active on account

44. Opportunity Metric
Rollups

45. Custom Opportunity Metric Rollups

46. How did we do this?
Zuora CPQ + DLRS
● Annual: SaaS Recurring = Sum of MRR for charges of type ‘software
subscription’ multiplied by 12
● Annual: Services Recurring = Sum of MRR for charges of type
‘professional services subscription’ multiplied by 12
● One Time: Software = Sum of quote charges of type ‘software license’
● One Time Services = Sum of quote charges of type ‘professional services’
Custom Opportunity Metric Rollups

47. Expanded Quote
Status

48. Expanded Quote Status
● Out of the box Status: ‘New’ and ‘Sent to Z-Billing’
● New Status Field:
○ New - All new and active quotes
○ Expired - The quotes expiration date has passed and pricing may not
be valid
○ Archived - Another quote on this opportunity was submitted to billing.
(only one quote per opportunity can be sent to billing)
○ Sent to Billing - This quote has been sent to billing and is locked.

49. Expanded Quote Status

50. Questions?
We have answers!
(or will make something up…)

51. QUESTIONS?
COMMUNITY.ZUORA.COM
RELEASE NOTIFICATIONS
ZUORA ANNOUNCEMENTS
DISCUSSION FORUMS
PRODUCT IDEAS
KNOWN ISSUES
VISIT THE LEARNERS’ LOUNGE
ON-SITE ZUORA SUPPORT

52. Thank You!