Everything you need to power your subscription business, from Z to a.

P R O D U C T O V E R V I E W

Our mission: to help you build your subscription business by establishing, cultivating and monetizing recurring

customer relationships.

Here’s how Zuora can help.

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TABLE OF CONTENTS

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What is Zuora?

Design Your Subscriptions

Scale Billing and Payments

Manage Subscription Finance

Run on an Enterprise-grade Platform

- Offer Customer-centric Pricing- Make Commerce Multi-channel- Support Lifecycle Order Management

- Automate Recurring Billing - Automate Recurring Payments - Manage Global Payments

- Manage Recurring Revenue- Measure Subscription Metrics- Complement your General Ledger

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of happy business.

Headquartered in Foster City, CA, Zuora serves over 800+ clients including HP, Dell, Financial Times, GM, Box, Zendesk, LifeTech and more.

Zuora is the world’s largest provider of Relationship Business Management (RBM) services.

Zuora empowers businesses to build subscription models that keep customers consistently engaged in long-term relationships. Our cloud-based technologies help companies create relevant and memorable experiences any time they interact with a customer. We combine subscription commerce, billing, and finance solutions in one package. On top of it all is an analytical layer that offers real-time insight into each subscriber’s identity, as well as the business’s overall performance. It’s way more than just subscriptions—it’s the new world of

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What is Zuora

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CRM TAXATION

PAYMENTGATEWAYS

WEB

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t Catalog | Subscription Management B illing & Payments Ops | Recurrin

g Rev

enue

Here’s how Zuora fits into your ecosystem … 6

… and here’s who it impacts

PRODUCT & MARKETING OPERATIONS & ITSALES FINANCE

“What do you mean it’ll take

IT 4 weeks to add these new

prices? Can we get the new

pricing on our website this

week?

“Do we have any data on

which pricing or packaging is

most successful?”

“I asked IT for an updated

quoting process to include

new product and pricing rules.

I hope we do it by Friday!”

“Can we see this customer’s

past invoices and payments

in our CRM? It’s crucial for

upsells!”

“We have 5 million credit card

users in 75 countries, what’s

a secure, PCI-compliant

method to capture all those

payments?”

“How can my team support 3

million invoices per month?”

“How do I keep up with

revenue schedules when a

subscription is upgraded,

downgraded, renewed, or

cancelled?”

“Where can I find MRR, ARR,

churn, and other subscription

metrics?”

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_01 What is Zuora?

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DesignYour Subscriptions

“We weren't able to find a solution that would

allow us to innovate around our product and

pricing -- until we met Zuora.”

-TOM GONSER, FOUNDER, DOCUSIGN

DocuSign handles every aspect of electronic signatures. Zuora gave DocuSign the tools to manage thousands of distinct pricing plans for their customers. Docusign has been a Zuora customer since 2010. Between 2012 and 2014, DocuSign’s subscriber base grew from 95,000 paying companies to 105,000.

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Offer Customer-Centric PricingWe’ve shifted from a product-focused world to a customer-focused one, and it’s becoming more important to create products and prices tailored to your customers. With Zuora, you can adjust pricing on the fly to tackle new product lines, address customer needs, or head off the competition. Best part is: pricing changes are UI driven and can go into effect immediately without any engineering involvement. It’s a product manager’s dream.

Rate plans represent a collection of fees that you charge a customer when they sign up for your product. For example, you might have a Premium Plan and a Standard Plan for the same product. Mix and match plans to create tailored offers.

Create unlimited combinations of one time, recurring and usage pricing. From flat month-to-month fees to volume-based usage fees, there are over 32 charge models available.

Combine features on the fly to create unique packages. By defining these features in Zuora, you can streamline automatic provisioning whenever a new subscription is created.

PLAN-BASED RATE PLANS

32+ CHARGE MODELS

PACKAGING & PROVISIONING

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You’ve got customer in different countries, different regions, with different preferences. You’ll need these capabilities to capture them all.

Price products in any currency and manage them in one central location. Zuora gives you the billing, payments, and finance arms to easily carry international products through the whole process.

Get creative with advanced pricing models like smoothing and uplifts to manage complex pricing at scale.

Launch incentives like free trials, promotions and discounts to capture more market share.

MULTI-CURRENCY

COMPLEX PRICING

PROMOTIONAL OFFERS

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Your subscribers are everywhere. And you want to interact with them in different ways. On the web, through distribution channels, on tablets, on mobile phones. Zuora helps you deliver consistent experiences on all channels and keep subscriber information consistent.

Extend your customer view with subscriber information such as subscriptions, invoices, payments, etc. in real-time.

Embed subscriptions in Sales Cloud, Service Cloud, partner portals, Salesforce1 & more.

Automatically offer add-ons or prices based on your product or customer attributes.

Simplify complex product selection and configuration options for your front office staff with Guided Selling.

SUBSCRIBER VISIBILITY

SUBSCRIPTION-AWARENESS

PRODUCT & PRICING RULES

INTUITIVE PRODUCT SELECTOR

Make Commerce Multi-Channel

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B2B ASSISTED SALES

Our Salesforce solution, Zuora for Salesforce, provides two native Force.com applications:

Quotes to enable direct assisted sales of your subscription offerings, and

360 Sync to provide full visibility of key subscriber activities (subscriptions, invoices, payments, refunds) and subscriber analytics in Salesforce.

In addition, we offer a robust Zuora Developer Kit (ZDK), a toolkit of custom components, classes and APIs to enable sales admins to build custom subscription flows and use cases in Salesforce.

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B2C SELF SERVICE

Whether your customers subscribe online or through a mobile device, setting up an ecommerce solution should be simple and tightly integrated with your overall subscription strategy. Zuora allows you to:

Embed checkout pages for secure commerce on any channel.

Utilize REST and SOAP APIs to engage customers through any device or channel.

Easily configure credit card validations or localized pages for a global commerce strategy build custom subscription flows and use cases in Salesforce.

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SSAE16 SOC 1 TYPE 2COMPLIANT

TRUSTE CERTIFICATION

US-EU SAFE HARBOR COMPLIANT

PCI LEVEL 1COMPLIANT

COMPLETE CONTROL OVER THE USER EXPERIENCE

LAUNCH IMMEDIATELY

BUILT-IN CREDIT CARD VALIDATIONS

DYNAMIC LOCALIZATION

PCI-COMPLIANT PAYMENTS

Easy APIs, and no need to get a merchant bank

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B2B ASSISTED SALES

Support Lifecycle Order ManagementAlong every subscription, your customers will want to change their subscription as needs evolve. They will upgrade, add seats, add a new service, downgrade, suspend, and more. Change often causes chaos. But with Zuora and Zuora for Salesforce these changes are easy, seamless.

Create quotes not only for new subscriptions but also for the full lifecycle of upgrades, renewals, add-ons, cancellations, and more.

Close deals more rapidly by enabling sales reps to apply price, quantity, discount, and subscription term changes within a quote.

LIFECYCLE QUOTES LINE-ITEM PRICING FLEXIBILITY

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Seamlessly send quotes from Salesforce to Zuora, so recurring invoicing and cash collections can begin immediately and automatically.

Present prospects with accurate and easy-to-understand quote PDF documents, complete with your own branding and look-and-feel.

View the full financial impact of a quote with real-time subscription metrics like discounts, monthly recurring revenue (MRR) and total contract value (TCV).

ONE-CLICK QUOTE-TO-CASH

CONFIGURABLE QUOTE TEMPLATES

REAL-TIME SUBSCRIPTION METRICSMRR TCV$$

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_01 What is Zuora?

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ScaleBilling & Payments

“With Zuora, we’re more effectively billing,

taking payments, and really just managing

the entire customer lifecycle.” -CATHY MACDONALD, EVP, IT, XPLORNET

Xplornet is Canada’s first national 4G network, delivering high-speed connectivity to more than 250,000 customers and 700 dealers.

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Automate Recurring BillingWhether it’s recurring, one-time, usage, cyclical, prorated, or in-arrears - with Zuora, it’s automated. Zuora simplifies your recurring billing process and manages hundreds of thousands of subscriptions at once. In addition, Zuora helps you send accurate and timely invoices to ensure that each customer touchpoint is personalized and reflective of your brand.

Manage complex subscription billing use cases. Set payment terms, manage hierarchical billing relationships, and consolidate invoices across multiple subscriptions.

Support any pricing strategy with Zuora’s billing engine. Bill a customer immediately or when the service is delivered, rate current or prior period usage, and calculate automatic prorations whens subscriptions change.

Group customers by different geographies and attributes and automate billing for each group.

DYNAMIC ACCOUNT MANAGEMENT

FLEXIBLE BILLING

AUTOMATED BILL RUNS

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Easily configure branded invoices. Send different invoices to different customers based on location, language, segment, and subscription type.

A wide range of template capabilities, such as grouping or conditional logic, allow you to easily configure invoice templates without creating hundreds of variations.

BRANDED CUSTOMER TOUCHPOINTS

CONFIGURABLE INVOICE TEMPLATES

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Automate Recurring PaymentsZuora automatically manages and registers collections from one-time to high-volume recurring payments. Error handling and credit card failures are factored in and taken care of. And the whole system is PCI Level 1 compliant, so you can store customers’ payment information worry-free.

Make it easy for your team by setting up auto-pay for your customers or collecting from groups of customers at one time.

Handle chargebacks, reversals, and other payment errors seamlessly in Zuora. You also have the flexibility to configure payment retry rules, create dunning notifications, apply late payment fees, or set up automatic payment method updates to avoid invalid credit cards.

In addition to PCI-compliant payments, Zuora also handles refunds, credits, reconciliation, and other collection-related transactions. That means any accounting impacts that may come with these changes are also automatically updated.

AUTOMATED COLLECTIONS

INTELLIGENT ERROR HANDLING

PAYMENT LIFECYCLE MANAGEMENT

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Manage Global PaymentsDo business across the globe. Give your customers the convenience of paying any way they like. Collect payments through almost any gateway, and use any method, including credit cards, debit cards, wire transfers, PayPal, tokenized systems and even purchase orders.

Simplify tax calculation and tax management. Calculate taxes in real-time, collect anywhere in the world with tax-inclusive and tax-exclusive pricing, streamline tax remittance.

Go global and let your customers pay how they want. Collect using the world’s leading payment methods, support multiple currencies, and work with a global network of payment gateways.

INTEGRATED TAXATION

GLOBAL PAYMENTS

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Manage Subscription Finance

“One of the great benefits of having a

robust financial system like Zuora is we can

produce our revenue numbers on a one-

day close cycle.”

- SENDGRID

SendGrid is an email Infrastructure as a Service that delivers more than 13 billion emails a month for 150,000+ companies. SendGrid needed to replace their homegrown billing system with a subscription-management platform that would add more fuel to their growth. With Zuora, SendGrid’s service delivery grew 85 percent in 2013.

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Manage Recurring RevenueSubscriptions undergo change, and these changes have revenue impacts. This makes recognizing revenue for subscriptions a million times harder than in a one-time sales system. Not with Zuora. The system automatically produces deferred revenue schedules and stays lock step with any subscription changes.

Easily create and configure separate rules to automate revenue recognition for different products.

Since revenue recognition rules are assigned to every subscription, revenue schedules are automatically adjusted as changes occur in the subscription lifecycle.

CONFIGURABLE RECOGNITION RULES BUILT-IN SUBSCRIPTION AWARENESS

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View revenue schedules in real-time while having the flexibility to manually distribute revenue across accounting periods.

Automate revenue recognition with a combination of out-of-the-box recognition models that require no coding and an extensible API framework for complex requirements.

Maintain an audit trail by tracking and reporting on all changes made to revenue.

REVENUE SCHEDULE MANAGEMENT

REVENUE RECOGNITION AUTOMATION

REVENUE AUDIT TRACKING

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Measure Subscription MetricsWith a subscription-aware data model, it’s easy for Zuora to provide the right metrics for measuring recurring-revenue relationships. At any instant, you’ll have accurate numbers across billings, bookings, cash and revenue on things like churn, MRR and ARR.

Get quick visibility into key metrics with a wide array of dashboards for individual customers, customer segments, accounting periods, and so forth.

Take advantage of pre-built reports delivered out of the box as well as create ad-hoc reports specific to your needs. Create configurable data extracts for external reporting and data warehousing

IN-APP METRICS AND DASHBOARDS REPORTS AND DATA EXPORTS

Parent:

Name:

Account Number:

Bill To:

Sold To:

Acme

Cloudstream [Navigate Hierarchy]

A00000015

Bobby Brown

Bobby Brown

Key Metrics

Account Balance

Total Invoice Balance

Credit Balance

Contracted MRR

Today’s MRR

79,160.00 USD

79,160.00 USD

0.00 USD

9,263.33 USD

9,063.33 USD

editBasic Information

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Complement your General LedgerZuora is designed to supplement your existing financial applications. We take on the burden of processing recurring billing, recurring payment and recurring revenue transactions, but we have structures in place that allow our system to remain aligned with your accounting system.

Create a chart of accounts that mirror your accounting system. Easily generate accounting close summary reports from Zuora to accelerate your close process.

GL segmentation rules in Zuora slice-and-dice your data along the metrics you care about most. From there, you can easily extract summary-level journal entries and enter them into your General Ledger.

You can use a detail-level integration to manage revenue with your existing GL in one of two ways: pre-built connectors or detailed data exports both create detail level journal entries that can them be entered into your financial systems.

ACCOUNTING SYSTEM ALIGNMENT

SUMMARY LEVEL INTEGRATION DETAIL LEVEL INTEGRATION

Accounting Code Name Accounting Code Type

Accounts Receivable Assets: Accounts Receivable

Check Assets: Cash

Key Metrics

Account Balance

Total Invoice Balance

Credit Balance

Contracted MRR

Today’s MRR

Credits: $9,532,402Debits: $3,622,467Revenue: $21,252,167

2/20/15 - Zach Gordon: $450 payment 2/22/15 - Zach Gordon: $450 refund 2/27/15 - Zach Gordon: $100 payment

Credit Card Assets: Cash

Customer Cash on Account Liabilities: Customer Cash on

Chart of Accounts

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Run on anEnterprise-GradePlatform

We’re trusted by global enterprises

in invoicesput through our

system per quarter

public companiesrely on our compliance

& security

syncs per secondwith other systems

average response timefor all integrations

$3B 80+ 400 40ms

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Zuora helps you grow yourcustomer relationships.

Now isn’t that a beautiful thing?