Accelerate Accounting Close

Featured Guest: FireHost

Aaron SomerSales Engineering

http://www.firehost.com@FireHost

http://www.zuora.com@zuora

Bruce MacFadyenChief Operating Officer

Monika SahaProduct Marketing

Meet the Panel

Building the Next Great Enterprise Software Company

Built by Experts Used by Leaders

FLOW: Run and flow your subscription business processes efficiently.

GROW: Build and grow your subscription business and revenue.

KNOW: Have the right metrics to optimize your subscription business.

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• Our mission is to provide the most secure and high performance cloud hosting solutions for mission-critical deployments around the world.

• We provide fully managed security and support, offering the most transparent service and tools in the industry.

• Facilities in Dallas, Phoenix, London and Amsterdam

Brands That Trust FireHost

Noted in Gartner’s 2012 Magic Quadrants forMANAGED HOSTING PUBLIC CLOUD&

Zuora Was Built on the Prediction of a “Subscription Economy”

1999 2012+

BUY NOW

BUY NOW

Sell Units

SKU Based Plan Based (Editions, Bundles, Usage)

Focus is to

Billing/Pricing is

One-TimeTransactionsCommerce is

Recurring(Subscription, add-ons, renewals)

Customer(Long-term, adoption, loyalty)

The Subscription Economy Requires A Shift In The Approach To Building Businesses

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PAIN in the accounting close process“It takes us 17 days and multiple spreadsheets to close our books”

PAIN in the forecasting process“I have no visibility into future cash. It takes me hours to get a cash forecast for budgeting and planning”

PAIN in the audit process“I have to pull data from 9 spreadsheets to reconcile our data for auditors”

PAIN in the GL summarization process“My general ledger doesn’t understand subscriptions. I can’t feed it un-billed deferred revenue”

PAIN in the revenue recognition process“We’re doing all our revenue recognition in spreadsheets. This isn’t scalable and we can’t grow our business this way”

And the shift to the Subscription Economy is placing a burden on finance teams…

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The Top 3 Things That ContributeTo This Pain

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1: Market-Driven Pricing Strategies

Finance Team

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I get to sell into my install base. Love those easy upgrades and renewals.

Finance Team

2: Subscription Lifecycle Commerce

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Finance Team

I offered a credit to prevent churn and increase customer satisfaction.

3: Customer-Centric Billing Demands

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We need more time

It takes Weeks for finance teams to close the books

- Finance Team

Result:

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• We have done all of the above at the same time: 200% annual growth• Zuora removes the roadblocks to growth

• Allow billing & finance ops to rapidly scale in multiple dimensions• Delivers ‘One Truth’ view across legal entities and countries

• Zuora can support FireHost to $100M and beyond• No billing system changes

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Time to Implement

More Customers to Bill

Expand Internationally

Month End Close

Reliance On Spreadsheets

1 Month

Instantaneously

Instantaneously

Accelerated

Reduced

FireHost’s Journey with Zuora

Introducing Z-Finance …

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Multi dimensional Ledgers

Intelligent Algorithms

Revolutionary Data Model

Spread revenue over time

Powerful Rules Engine

Differentiate between one time andrecurring revenue

Calculates key subscription metrics

Adapts to subscription changes

Z-Finance Is Built On A New Foundation

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Product Demonstration

• Sales Reps• Account

Managers

• Website user

Payment Gateways

General Ledgers

CRM

E-CommerceSubscription Lifecycle(Upgrades/Renewals)

Billing/Payments/Collections

• Lead/Oppty Mgmt • Quoting • Ordering/

Provisioning • Renewals

Management • Sales Forecasting

• Pricing/Packaging• Invoicing • Tax

Collections/Remittance

• Payments/Collections

• Suspension/Cancellation

• Account Management

• Accounting Alignment• Revenue Recognition• Accounting Period Close• Budgeting/Forecasting• Commissions/Revenue

Sharing• GL System Integration

Commerce Billing FinanceCommerce

Billing

Finance

Billing Ops

Accounting & Finance

Product Marketing

Process And Systems Landscape For A Subscription Business

Demo Agenda

1) Zuora Product Catalog

2) Customer upgrade

3) Customer service credit

4) Accounting close process / reporting

Z-Business Product Demo