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Welcome!Customers, Partners, Speakers, Industry Experts and the
Revenue Recognition Community
A lot has changed in a year’s time
$266B+
through RevPro
RevPro Product Momentum
● 65,000+ hours invested in the product
● 9 product releases
● 300 use cases delivered for ASC 606 / IFRS 15
RevPro implementations for ASC 606
completed:
60+ Active ASC 606 Projects
The RevPro Professional Services Team
Has Doubled
Several New Partners Deploying RevPro
Including the “Big 4”
375+ partner consultants trained on
ASC 606 in 8 months
Recognition
2016 Semifinalist
The Big News
Why did we do this?
INSERT GRAPHIC OF RETIREMENT - Daqueri on the
beach
Welcome
Tien Tzuo,
Founder & CEO
Zuora
Q/A
Navigating
ASC 606 and Beyond
Presentation by
Jagan Reddy
SVP, RevPro
New World,
New Business Models
Innovations
Are
Everywhere
But, who will
operationalize it all?
You
You are the
GUARDIANS
for your business
THIS IS YOUR
MOMENT
TO BECOME A HERO
Change is the opportunity
Data Storage → Hybrid Cloud Data Services
Security Software Licenses → Security-as-a-Service
Coffee On Every Corner → Personalized Digital “Barista” Experiences
BUT YOU HAVE
EVEN MORE
PRESSING
CHALLENGES
TODAY
First Challenge:
SUCCEED WITH
ASC 606
The Clock is Ticking Louder For Public Companies
INSERT STORY HEADLINES
The buzz is only just beginning …
The window for public companies to prepare is
closing soon
Private companies only have one more year
This will become even bigger news after the
deadline passes
Audits and restatements will be reported on …
Expect extensions and earnings delays
We will read about those who were not prepared
“Hopefully, fear is what
you’re feeling now”
--- Josh Paul, Director of
Accounting, Alphabet Inc.
We Understand The Pressure You Feel
Consider Sarbanes Oxley
• Restatements peaked after the rules were introduced
• The #1 reason was Revenue Recognition Errors
• Valuation drops for 50 days after a restatement ~6%
• Reputations with investors take years to repair
WHAT WILL YOU DO?
Three things you need to know
Lesson #1
● If you are taking the full-retrospective
approach and you have more than a handful
of contracts:
○ Recasting is unrealistic without
automation
RECAST PLANNING
The Challenge: HOW WE UNIQUELY HELP:
● Recast planning playbook
● Automate the process of recasting
● Review contracts under both old and new
guidance in parallel
Lesson #2
● Upstream Order management systems not
revenue-aware
● Reporting systems don’t automate disclosure
reporting under the new guidelines
THE CHALLENGE: HOW WE UNIQUELY HELP
IT SYSTEMS READINESS
● Automatically augment and enrich your upstream
data for accurate revenue recognition
● Configurable data validation engine that
automatically gives you visibility into data issues
● Pre-built APIs to feed your reporting systems to
report under the new guidelines
Lesson #3
The nuances of interpreting ASC 606 e.g.:
● Contract Modification & Policies
● Identifying performance obligations
● Variable Consideration
● Contract Assets/Liabilities
● Accounting for contract expenses
● Unique ASC 606 reporting requirements
THE CHALLENGE: HOW WE UNIQUELY HELP
ASC 606 Hard Knocks
The only solution with incredible flexibility to adapt to
nuanced interpretations
● Highly configurable modifications rules
● Rules based revenue policies
● Netting of contracts assets/liabilities
● Configurable rules for commissions impacts
● Pre-built reports designed to meet ASC 606
reporting requirements
Leading Product
The Only solution that can
automate revenue for:
● Any order management
system
● Any monetization model
● Any contract change
scenarios
● Any ASC 606 interpretations
Best Team
That’s why we built RevPro
Most Experience
● 300+ Use Cases● 60+ ASC 606
Implementations● 65,000 hours
● XX global services professionals
● 12 implementation partners
● 375+ trained consultants
“ WE ARE PARTNERS WITH
REVPRO AND WE WILL BE
SUCCESSFUL TOGETHER.”— Joe Allanson Chief Accounting Officer, Salesforce
HOW PREPARED
ARE YOU TODAY?
RECAST PLANNING IT SYSTEMS READINESS ASC 606 HARD KNOCKS
Your Second Challenge:
MAKE FINANCE THE
PICTURE OF AGILITY
IT’S EVEN HARDER TODAY
THAN A DECADE AGO
10 YEARS AGO
IT WAS SEEN AS
THE “DR. NO” OF THE BUSINESS
TODAY
WITH THE CLOUD
IT
HAS BECOME
AGILE AND RESPONSIVE
FINANCE
IS AT RISK OF BECOMING
THE NEW
“DR. NO”
Workloads are increasing and teams are understaffed
• 62% are understaffed• 25% hire temp workers to help• Accounting needs are growing 4% faster than average
Can’t continue to just throw people at the problem: • 2016=9% had more than 10,000 GL accounts• 2017=17% had more than 10,000 GL accounts
Robert Half Study - 2017
MANAGING MULTIPLE
SPREADSHEETS
THE COST OFMANUAL
PROCESSES
GUARDING AGAINST
HUMAN ERROR
YOU ARE BEING HELD BACK
ACCOMMODATING NEW BUSINESS
MODELS
CHANGING STANDARDS
MORE WORK NOT ENOUGH
PEOPLE
COMPLIANCE FAILURES
RESTATEMENTSEARNINGS
DELAYS
WHICH LEADS TO REAL RISKS
LOW RETENTION
LIMITED VISIBILITY
INEFFICIENCY
THIS IS WHERE
ZUORA CENTRAL™
COMES IN:
A NEW MODEL FOR ORDER-TO-
CASH
INVESTING IN: The integration between
ZUORA CENTRAL and RevPro
(add image
of zuora
central with
rev pro
highlighted)
INVESTING IN:
RevPro as part of Zuora Cloud Offering
INVESTING IN:
REVENUE AUTOMATION TO REVENUE INTELLIGENCE
INVESTING IN Revenue Assurance
INVESTING IN Revenue from the Back Office to the Front Office
Let us help You
Become A HERO
You have a HUGE opportunity
To transform Finance from
Dr. No to
Agile Enabler
FREEDOM FROM SPREADSHEETS
FREEDOM FROMCOMPLIANCE
FAILURES
FREEDOM FROM MANUAL
PROCESSES
FREEDOM FROMRESTATEMENTS
FREEDOM FROM HUMAN ERROR
FREEDOM FROM EARNINGS DELAYS
REVPRO GIVES YOU FREEDOM
The Accounting Hall of Fame
Guardians who:
• Championed standards
• Operationalized progress
• Capitalized on change
• Made the world a better place
Enjoy the Conference!
Thank you
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