Are you in Demand? Quote to Cash & Retention

André Pimentel Head of Operations

Matt Baker Manager of Business

Applications

&

The Nine Keys to Subscription Success

$

PRICE   ACQUIRE   BILL   COLLECT  

NURTURE   ACCOUNT   MEASURE   ITERATE   SCALE  

Agenda

•  Demandforce Product

•  Demandforce Goals

•  Quote to Cash in Salesforce with Zuora

•  Customer Retention Process

•  Questions & Answers

Product Demandforce

One-Stop Dashboard

Demandforce automatically sends your data and reviews to top sites which helps you look more appealing to new clients searching online.

Get Noticed Online

Goals Demandforce

1. Acquire new customers.

2. Provide an awesome customer experience.

3. Retain existing customers.

1. Acquire new customers.

2. Provide an awesome customer experience.

3. Retain existing customers.

Quote to Cash Zuora & Salesforce

Q2C Zuora & Salesforce Requirements: •  Quote and close customers within 3 minutes.

•  Close deals without a Deal Desk.

•  Discounting with approval tiers.

Q2C Zuora & Salesforce Quote and close customers within 3 minutes.

Quote Select Contacts Select Rate Plan Send/Sign Contract

Account/Subscription Created in Zuora

Q2C Zuora & Salesforce Requirements: ü Quote and close customers within 3 minutes.

•  Close deals without a Deal Desk.

•  Discounting with approval tiers.

Q2C Zuora & Salesforce Close deals without a Deal Desk.

•  Offer standard discounts for Account Executives.

•  Restrict price changes.

•  Automate Subscription creation.

DEMO  

Q2C Zuora & Salesforce Requirements: ü Quote and close customers within 3 minutes.

ü Close deals without a Deal Desk.

•  Discounting with approval tiers.

Q2C Zuora & Salesforce Discounting with approval tiers:

•  Regional Manager approvals and National Manager approvals.

•  Approval types based on Zuora products.

Retention Zuora & Salesforce

Retention Zuora & Salesforce Requirements: •  Automated management of cancelation requests.

•  Retention Team works to assist and retain customer post request.

•  Accurate & granular retention reporting for FP&A.

Retention Zuora & Salesforce Automated management of cancelations.

Cancel  Request   Enter  Requested  Date  Amendment  created  in  Zuora  

Opportunity  to  Save  created  

Retention Zuora & Salesforce Requirements: ü Automated management of cancelation requests.

ü Retention Team works to assist and retain customer post request.

•  Accurate & granular retention reporting for FP&A.

Retention Zuora & Salesforce Top 5 FP&A Reports: 5. Reporting on all Active Subscriptions & measuring new

bookings and Subscription additions over time. 4. Reporting on periodic cancellation activities over time. 3. Trending POS discounts given to new subscriptions over

time. 2. Trending cumulative billable retention over time and

retention by cohort. 1. Reporting on saved accounts and save bookings.

Retention Zuora & Salesforce Requirements: ü Automated management of cancelation requests.

ü Retention Team works to assist and retain customer post request.

ü  Accurate & granular retention reporting for FP&A.

Questions / Comments Zuora & Salesforce