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Better Billing, More Cash There’s an easy button for that.
John Bruce Manager, Sales Engineering, Zuora
Kristin Hagan Senior Sales Engineer, Zuora
Clete Werts Zuora Partner Manager, Avalara
Disclaimer • This session may contain product features that are currently under
development. • This session/overview of new technology represents no commitment
from Zuora to deliver these features in generally available product. • Customers who purchase services should make the purchase decisions
based upon features that are currently available. • Technical feasibility and market demand will affect final delivery. • Pricing and packaging for any new technologies or features discussed or
presented have not been determined.
The Nine Keys for Subscription Success H O W D O T H E Y A F F E C T Y O U R B U S I N E S S ?
$
PRICE ACQUIRE BILL COLLECT
NURTURE ACCOUNT MEASURE ITERATE SCALE
Your world I N T H E S U B S C R I P T I O N E C O N O M Y
Launch You’ve launched a product… Now what?
Bill Your first customer signed up! How do you bill and collect payment?
Manage You now have thousands of customers! How do you grow efficiently?
q Products
One-time, Recurring & Usage ü Flexible Billing Periods: Monthly,
Quarterly, Annual and More… ü Multiple Currencies ü Taxation
q Discounts ü Percentage-based ü Flat-rate ü Time-constrained Offers
q Multiple Sales Channels ü Self-service ü Assisted via Salesforce
Launch P R I C E A N D A C Q U I R E
q Account & Subscriptions ü Account Hierarchies ü Monthly or Anniversary Date Billing ü Upgrade, Downgrade & Co-Terminate
q Invoicing ü Customizable Templates (pdf, csv) ü Fully Automated or Ad-hoc ü Invoice and Payment Preview
q Payments & Collections Automation ü CC, ACH, Check, Wire… ü Retry Rules & Payment Updater ü Flexible Payment Terms
Bill Y O U R C U S T O M E R S
q Customer Retention ü Refunds & Credits ü Invoice Adjustments
q Real-Time Updates ü Email Notifications ü Call-outs (XML)
q Auditability ü Transaction Details ü In-depth Payments ü Full Audit-Log
Manage Y O U R C U S T O M E R B A S E
Sales Tax Compliance: The Challenge
ZUORA CUSTOMER
Increased State Enforcement Federal Legislation
Use Tax
International Requirements
Constantly Changing Rates, Rules, & Boundaries
Product Taxability
Nexus (Physical Presence)
Filing & Returns
States define Nexus as a ‘tangible physical presence’ which creates the requirement to collect & remit Sales Tax. Nexus triggering events can include: Traveling Salespeople Employees on Payroll Training Trade Show AFendance Drop Shippers / Warehousing Affiliates
Sales Tax Challenge: What is Nexus?
Product Taxability in States & JurisdicNons is not consistent throughout the United States.
The following industries have varying taxability rules: Software / Hardware (SAAS) Digital Goods (media/publishing) Medical device / equipment And many other industries / products!
Sales Tax Challenge: Product Taxability
Amazon Laws
– Expanded definiJon of NEXUS
US Federal LegislaNve AcNon – Marketplace Fairness Act
• Just Passed the Senate & could have a significant impact on Zuora’s exisJng customers
Sales Tax Compliance: The Challenge
Sales Tax Compliance: MFA
The Marketplace Fairness Act is a bill passed by the U.S. Senate on May 6, 2013.
Strong, bi-‐parJsan support, passing 69 – 27. Gives federal permission for states to require collecJon of sales tax by remote vendors.
MFA: What Does It Do?
Can affect companies that do interstate retail transactions or “remote sales” Puts a $ threshold on remote sellers Uses Destination-based sourcing for transactions Requires states to simplify filing
MFA: What’s Next? The bill moves to the U.S. House of Representatives.
– A vote could be as early as June or as late as October. If passed by the House, it is expected to be signed into Law by the President. Could go into effect within 180 days of enactment Law could be challenged which could delay enactment
Gateways
CRM WEB
AccounNng/GL
AnalyNcs TaxaNon
Pricing Catalog SubscripNon Mgmt
SubscripNon Metrics Account Mgmt
MulJ-‐Tenancy PCI Level 1 SSAE 16 Type II
CustomizaJon
APIs
NoJficaJons And Callouts Data Export/Import User AdministraJon
Avalara Integration: Where Does It Fit?
Granularity of Sales Tax CalculaJon GeolocaJon (roo`op technology)
Response & Efficiency 200-‐400 millisecond round trip calculaJon Security
Ability to Scale Capable to manage 172 million transacJons daily
2048-‐bit SSL for data in-‐flight 256-‐SHA encrypJon for data at rest Monthly penetraJon tesJng by external service CISSP security expert on staff
Leader in Technology
Prebuilt connector to Zuora
Single interface to manage enJre sales tax process
No hardware or so`ware requirements
Ability to launch in days
Implementation & Integration
Automation: Sales Tax Filing Reporting: Filing begins with a review & reconciliation of tax collection data
Return Preparation: Automatically populates all appropriate tax return forms.
Filing & Remittance: Sales Tax forms are filed as required by states a single payment via ACH transfer.
Return Archiving: Digital archiving & storage is managed with easy access to previous years’ information.
Notice Management: Enable immediate responsiveness to tax notices