subscribed 2016: building, running and scaling a subscription business
TRANSCRIPT
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Building, Running, and Scaling Your Subscription
BusinessDevelop and Evolve a Winning Strategy and Operationalize that Vision
Building, Running, and Scaling
Your Subscription Business
Develop and Evolve a Winning Strategy and Operationalize that Vision
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businessevolution
page02
Product Market FitGo To Market Strategy
Initial PricingOperational Support
designCustomer Journey
A/B Test PricingOperational Growth
launch
Customer UsageOptimize Go To Market
Analytics
iterate
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meet ourpanel
page03
Brian KellyCEO, Kissmetrics
Marc DiouanePresident, Zuora
Frank ErnstSr Director,
Zuora
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2014200 Employees25 Sales RepsSingle Product
London and Sidney offices
$1 M
$10 M
$100 M
$1 B$300 M
$30 M
$3 M
$0
April 1, 2014
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201460 Employees
Direct Self Service GTM
Single Product
$1 M
$10 M
$100 M
$1 B$300 M
$30 M
$3 M
$0
October 21, 2014
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discussiontopics
page06
Market Fit/Scaling an organization
Learning from the customer journey
How to overcome the road blockers to sustainable growthResponding to market conditions
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Sales Process
page07
Common Definition
Align Lead GenerationFocused on Customer
GrowthClear Stage DefinitionObjective Stage Gates
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Organization
page08
Franchise Model
De-CentralizedGeographic and Segment
AlignmentAll Supporting Functions
Aligned
AVP
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People
page09
Comprehensive Evaluation and
Coaching
Built for a consensus sales process
20 Categories6 Stages – 31 Competencies
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Market PressureJan/Feb 2016
page010
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What the Street Wants
page011
Today
Growth Rate >30%GEI better then 1.5
Recurring Profit Margin >40%Cash Flow Positive
2015
Growth Rate >50%
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key questions
page012
Should we go up market?
When do I add more sales people?
New features or develop the core of
my product?
When do I go international?
How?
What metrics should I look to for guidance?
What is my acquisition strategy?
What is the right channel
strategy?What is my Market
fit?
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thank you.
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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/
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