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