Z Business For Media

Slide 1 − Zuora Confidential, not for distribution beyond intended recipientSlide 1 − Zuora Confidential, not for distribution beyond intended recipient

Introduction to Zuora & Z-Business For Media

Enabl ing PAYWALL 2 .0 for the Media Industry

Confidential and Proprietary Information. Do not distribute beyond intended audience.

Commerce Billing FinanceSubscription Subscription Subscription

The Leader in Commerce, Billing and Finance solutions for the Subscription Economy

500+ customers

$82M funding Zuora founded

Series A; Firstproduct launched

Series B, Zuora featured in WSJ

Series C; Zuora announces 1B in

contracted revenue

Series D, Trademarks Subscription

Economy; EMEA expansion

Zuora wins AlwaysOn Company of the Year Award; expands to Asia

Four+ Years of Incredible Growth

Offices:Silicon Valley, London,

Sydney, Beijing, Atlanta


What is the

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By 2015, 35% of Global 2000 companies will generate revenue through subscription-based services and revenue models.

1999 Today

Subscription Economy?

BUY NOW SUBSCRIBE

Confidential and Proprietary Information. Do not distribute beyond intended audience. 4

Dollar Shave Club

Razors

Wonder Sitter

Baby Sitting

Babbaco

Kids Toys/Activities

Rent the Runway

Women’s Dresses

Bespoke Post

Luxury Items

Mystery Tackle Box

Fishing

Spice Guides

Date Idea

Spotify

Music

Businesses Can Subscribe To Anything

Test Tube

Beauty Samples

Workday

HR

Google Apps

Apps

Amazon

Infrastructure

Zendesk

Helpdesk

Intacct

GL

RingCentral

Phone System

Concur

Travel/Expense

Salesforce

CRM

ServCorp

Virtual Office

Consumers Can Subscribe To Anything


High Tech SaaS Cloud Infrastructure

TelecomDevicesMedia

Zoura’s Customers Have Broad Industry Coverage


The Media Industry

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The Media Industry Is In Trouble

Newspapers lost $10 in print advertising for every $1 gained in online advertising


Cost Cuts: Staff Slashed To 1978 Levels


There Is A Big Shift From Print To Digital

“Our digital subscribers now outnumber print, and digital is half of FTs revenue”

– Financial Times


Today: The Industry Beginning To Turn Around

…subscription sales are rising faster than ad dollars are falling….

…Shares of Gannett, New York Times, McClatchy and E.W. Scripps are up….

…Pearson sees Digital Income Beating Print Publishing…


Digital Magazine Revenues Predicted To Triple

Source: PEW Research Center State Of The News Media 2013


Digital Paywalls Are On The Rise

46.7% of newspapers now behind a paywallNews & Tech Stats Aug 2012

Gannet & Co.

GateHouse Media

Lee Enterprises

MediaNews-Digital First

Berkshire Hathaway

Dow Jones Local Media

Times-Shamrock

McClatchy Co.

Swift Communications

Tribune Co.

72.2

31.6

57.7

44.1

57.9

100

75

16.7

17.2

27.8 % Papers With Paywalls


Western Europe: Online Paid Content Revenue Expected To Rise By 65%

Source: Forrester Research

2012 2017

6,2

+65%

€Billion

10,2


Bottom Line: Paywalls Can Work

Source Michael Nevradakis “May The Best Paywall Win” University of Texas Austin

Paywalls show signs of positively impacting print circulation

Print Circulation Before Paywall

Print Circulation After Paywall

New York Times Weekday declined by 7.8%Sunday declined by 5.3%

Weekday declined by 5.6%Sunday declined by 0.1%

Wall Street Journal Paywall for 15 years Very gradual decline

Boston Globe Declined by 5.3% Sunday increased by 0.8%

Dallas Morning News Declined by 16.1% Weekday declined by 5.5%Sunday declined by 1%

Arkansas Democrat Gazette - Weekday increasedSunday remained steady



The Next Big Challenge: Media Companies Must Take Advantage Of 5 Key Opportunities

1. Increased geographical reach

2. Multi Device Experiences

3. Cross Content Bundling

4. Predictable Revenue Model

5. Innovative Content Monetization


Welt Group: Major newspaper brand in Germany represented on all relevant digital platforms of

iOS, Android and Kindle

Multi-Device Experiences


NYT Announces Online Portuguese Edition, Bringing Times Journalism To Readers in Brazil

Increased geographical reach


Pearson Plug-N-Play offers content via APIs to third party app developers

Innovative Content Monetization


Cross Content Bundling

News International: Bundling print, web and tablet subscriptions to The Times and the Sunday Times


New York Times quarterly revenue rises on subscriber growth

Predictable Revenue Model


We Call This Paywall 2.0

CUSTOMER


Problem: Today’s Systems Can’t Enable Paywall 2.0

ERP Print

CirculationSimple

E-Commerce

Product & Content Silos

Not Subscriber-Centric

No Global Reach

Print Only/Single Device

Rigid Packaging Options


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34

5

Subscriber Centric Analytics

Multi-Device Engagement

Creative Content Monetization

Subscription Order Management

Global Digital Commerce

The Industry Needs New Tools That Are Ready For …


Creative Content

Monetization

Global Commerce

Subscription Mgmt

Multi Device Engagement

Subscriber Analytics

Sample Code

Extensive APIs

Self Service

Commerce Pages

Packages & Bundles

Charge Models

Rate Plans

Product Definition

Audit Trail

Renewals

Amendments

Subscription Orders

Rating

Multi-Currency

Taxation

Secure Payments

Ad Hoc Reporting

Billing & Cash Reports

Revenue Reports

Subscriber Reports

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Payment Gateways Accounting/GLCRM Systems Analytics

E C O S Y S T E M

CMS Systems

For MediaDelivering Paywall 2.0 For The Media Industry


Implement Creative Content Monetization Strategies

Flexible Pricing Models

Create one-time, recurring, usage charges

Setup different subscription plans, durations, and pricing tiers

Manage discounts and promotions

Track consumption, overages, and included units

Use Hundreds of Different Currencies


Subscription Bundling

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Deliver Cross Content Bundling With Multi-Element Subscriptions

Bundle multiple items on a single subscription

Consolidate billing for print, digital and other content formats

Add, remove or change items without disrupting billing


Multi-Device And Multi-Channel Subscriber Engagement

Platform Extensibility

Create commerce pages with point and click-tools

Use sample code libraries to launch faster across multiple channels and devices

Drive subscriber self-care, including account and subscription management


Billing & Payment Automation

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Automate Billing And Payment Operations On A Global Scale

Multi-Currency billing and payments

Support for over 200 currencies, major credit cards and 9 direct debit methods

Payment exception handling

Taxation (inclusive and exclusive)


Subscriber Reporting

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Measure Key Subscriber Metrics

Reporting on key metrics like MRR, TCV, Churn, Renewals

Pre-built billing, payments, subscription and revenue reports

Ad-hoc reporting capabilities


CUSTOMER

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Z-Business Enables Key Processes Critical To Paywall 2.0

Payment Gateways Accounting/GLCRM Systems Analytics

E C O S Y S T E M


Pearson Plug-N-Play goes digital and monetizes its

content in less than 30 days.

Zuora helped us to not only put in a next-generation paywall, but has empowered us to go beyond publishing . Tom Hall, VP Education Technology Partnerships

Case Study

GROW


Z-Business for Media gives us deeper insight into our readers, helps us to forecast future their behavior and ultimately helps us to create a better, more relevant customer experience.

Case Study

GROW

Andrew Lam-Po-Tang, Chief Information Officer

Z-Business For Media is Fairfax’s master subscription system.

Multiple titles such as The Age and The Sydney Morning Herald will leverage Zuora to increase subscriber revenues and reduce reliance on advertising


Case Study

GROW

Zuora manages both print and digital subscriptions for the Times and the Sunday Times, representing a combined subscriber base of over 300k subscribers.

Katie Vanneck-Smith, Chief Marketing Officer

Zuora helped us take control of our customer relationships and, unlike other systems Z-Business for Media has been designed around the future of subscription models, not the past


Thank You