Tackling The Growth Trifecta

Customer First, Pricing Flexibility,

New Market Segments = Sales Growth

welcomemeet today’s panel

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Teri McEvilyVP & GM

Vonage Business

Daragh MahonSr. Director Business

ServicesVonage Business

David ReilingVP Customer Success

Zuora

Vonage Transforms the Way People Connect by Challenging the Status Quo and Finding a Better Way

• Vonage (NYSE: VG) is a leading provider of cloud communications services for businesses and consumers. The Company provides a robust suite of feature-rich business and residential communication solutions that offer flexibility, portability and ease-of-use across multiple devices designed to meet the needs of a wide range of customers.

• Vonage is transforming the way people work and businesses operate through a portfolio of business products covers the full spectrum of business communications needs, including business process integration with leading CRM and productivity applications, such as Salesforce and Google for Work.

• Vonage provides bring-your-own-broadband (BYOB) cloud products and those that offer carrier-grade reliability and Quality of Service (QoS) across BYOB options and the Company's private, national MPLS IP network. Vonage serves the full spectrum of the business market, from single-person companies to large enterprises with thousands of employees across multiple locations.

• In 2015, Vonage was named a Visionary in the Gartner Magic Quadrant for Unified Communications as-a-Service, Worldwide, and also earned the Frost & Sullivan Growth Excellence Leadership Award for Hosted IP and Unified Communications and Collaboration (UCC) Services.  

Vonage Consumer Products• Unlimited calling in the U.S. and to + 60

countries• 29% of Asian Indian households in the U.S.• 37% of Vonage customers make

international calls• $9.99/month for the first year• Unlimited calling across the U.S., Canada,

Mexico and Puerto Rico• Talk as much as you want to

anywhere, from anywhere

Vonage®

World

Vonage® North America

Vonage®

Extensions/Mobile

App

• 36% of international calls over Vonage network are from a mobile phone

• 53% of Extensions calls over Wi-Fi• New Extensions functionality• Home phone number is family identity in

the home and mobile environment

Vonage Business Services Products

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Business goals and objectivesfor the project

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A. Increase Customer Satisfaction

C. Increase productivity and reduce costs

B. Provide the right platform for revenue growth

D. Streamline processes

E. Increase employee satisfaction

Technical goals and objectivesfor the project

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A. Support the business needs

C. Use standard configuration when possible

B. Reduce operational cost and system complexity

D. Reduce business complexity

projecttimeline

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21 3 4

evaluate/planfeb 2015

designapr 2015

buildjun 2015

testsep 2015

go live!nov 2015

the guiding principleswhen designing our quote-to-cash flow

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Streamline operations

Deliver flexibility in pricing

Establish unified sales experience

benefitsfor the sales team

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100% Autonomous

Deliver accurate, professional, quotes

Higher quote acceptance rate

Benefits in pricing/packagingincreased pricing/bundling options for multiple business models

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Easy to create bundles

Better campaign management (e.g. price promotions)

White label and wholesale pricing

Aligning multiple departmentsto serve the needs of the customer

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Create a better experience

Reiterate the need for faster, better processes to acquire customers

Enhanced invoicing/billing to

deliver smooth customer experience

Navigating change management • Constant communication

• Detailed communication planning

• Project team immersed in Vonage community

• Clear expectation setting

• Change champions and executive support

• Avoid fall-back mentality

• Relentless and unwavering

partneringwith Zuora

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joint planning

executive supporttimely execution

benefitsrealized

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01

Enabling growth through a common quote-to-cash platform

03 Reduced time to fulfill subscriptions (3 days to 5 mins)

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Increased sales efficiency(reps live in one system)

Futureconsiderations

Leveragingour current investments ?

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Check out Zuora Academy for more great info and actionable advice.

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https://www.zuora.com/academy/