It’s one thing to understand the intricate needs of the enterprise customer - the real heavy lifting comes with the delivery of solutions that actual achieve the desired end-state. Learn how Zuora is being leveraged to meet the multifaceted requirements of Google Wildfire, providing speed, flexibility, and streamlined subscription management. This journey started in a business unit and is spreading to encompass a unified corporate strategy throughout the enterprise.

1. Taming the Enterprise
Delivering a Unified Cross-Company Subscription Strategy
Josh Valdez
Head of Strategy, Google Wildfire

2. The Nine Keys to Subscription Success
$
PRICE
ACQUIRE
BILL
COLLECT
NURTURE
ACCOUNT
MEASURE
ITERATE
SCALE

3. Wildfire
Agenda
1. About
The
Presenter
2. About
Google
Wildfire
3. Our
Problem
4. Choosing
and
Installing
Zuora
5. Forecasted
Benefits

4. About
Josh
Point
1:
Point
2:
Point
3:
Recovering
consultant
Mobile
Marke3ng
Opera3ons
@
Nokia
Director
of
Business
Opera3ons,
Wildfire
Head
of
Strategy,
Google
Wildfire
Themes:
veGng
technology,
streamlining
business
process

5. About
Wildfire
Quick
Facts
What
We
Do
Reach
Wildfire
founded
in
2008.
Total
Funding:
14
M.
Sold
to
Google
for
over
350
M.
400+
Employees
hired.
Wildfire
is
one
of
the
world’s
largest
social
media
marke3ng
providers.
Our
suite
provides
best
of
breed
social
promo3on
and
adver3sing
soUware
and
robust
mobile
and
desktop
page
management,
messaging
and
sophis3cated
real-­‐3me
analy3cs
in
one
complete
plaWorm.
21,000
paying
clients.
Triple
digit
growth
in
4
con3nents.

6. Our
History
Started
with
transac3onal
business
model,
one
3me
transac3ons
each
3me
purchase.
• Benefits:
Clients
used
as
they
desired.
• Limita3ons:
No
concept
of
renewals.
Manual
renewals
with
higher
churn.
July
2011
changed
to
subscrip3on
model.
Quickly
understood
challenges
of
subscrip3on
business.
Got
acquired
in
2012
Background
Business
Model
ShiR
AcquisiTon

7. Our
Challenges
Point
1:
Point
2:
Point
3:
Social
media
market
is
a
very
fast
paced
market
(10+
compe3tors).
Must
be
able
to
adapt
and
change
on-­‐the-­‐fly.
Changing
business
models
(building
plane
while
flying)
Exponen3al
growth
(employees,
systems)
•
Infrastructure
challenges
(CRM
scale,
Accoun3ng
/
General
Ledger,
etc)
• Salesforce
scales
well
• GL
migrated
from
Quickbooks
to
Intacct
Point
4:

8. Choosing
and
Installing
Zuora
Point
1:
Point
2:
Point
3:
Previously
tried
using
Salesforce
custom
objects
to
manage
subscrip3on
billing
but
too
painful.
Made
the
business
case
to
Ops,
Finance,
Leadership
• Focus
developers
on
our
product,
leave
billing
to
Zuora
Purchased
Zuora
prior
to
acquisi3on.
Need
to
educate
new
leadership
on
business
case.
Required
Zuora
to
pass
Google
security
audits.
Deployment
around
100
days
Point
4:
Point
5:

9. Forecasted
Benefits
Marke3ng
can
create
packages
on
the
fly
and
Sales
can
sell
unrestricted.
Speed/Time
Saving
Flexibility
&
Autonomy
with
true
subscrip3on
pricing
model
Adapt
with
the
fast
paced
social
industry.
SaaS
Metrics
• Net
New
MRR
• Churn
• Customer
Acquisi3on
Cost
• Life3me
Customer
Value
Hands
free
operaTons
Automa3on

10. Lessons
Learned
Point
1:
B E S T
P R A C T I C E S
Point
2:
Point
3:
Dedicated
Implementa3on
Team.
• Sales
opera3ons
team
working
cross
func3onal
with
Google
Finance
team
and
Products
team.
• Keep
teams
focused
to
achieve
implementa3on
3meline.
Think
about
infrastructure
and
technology
that
will
allow
you
to
scale
as
soon
as
you
have
a
subscrip3on
business.
Tool
selec3on
is
not
magic.
You
need
to
put
effort
into
the
solu3on.
Hands-­‐on
solu3on,
not
set
it
and
forget
it.
Over
3me,
will
evolve
into
hands
free

11. Q&A
Thank
You!