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Nicholas  von  der  Wense  

Business  Transforma5on    in  the  Subscrip5on  Economy  

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Why  I  am  here….    •  In  “tradi*onal”  business  •  Bureaucra*c  &  hierarchical  •  30%+  growth  drives  our  

transforma*on  •  Happens  to  be  in  SoBware  (as  a  

Service)  •  Senior  Execu*ve  said  so  

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Neopost    

USA  50%  of  Revenue  400,000  Customers  30  Direct  Market  Opera5ons  1600  Employees  20%  Market  Share  Oracle  ERP  

$1.4  Billion  Global  Revenue  Paris  Based  800,000  Customers  90  Countries  Sold  to  29  Countries  Direct  Opera5ons  6000  Employees  35%  Market  Share  in  Europe  65%  Market  Share  in  France  SAP  ERP    

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20%   Mail  Volume  Decline  in  the  USA  

213  Billion  172  Billion  

•  From  2007  to  2013  •  Mail  declined  20%  •  Neopost  Revenue  has  

       Grown  20%          (Same  Period)  

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What’s  our  Core  Business?  

       

Strategy;  Op5mize  and  Grow  Organic,  single  digit    •  Mailing  solu5ons  •  Equipment  and  services  is  our  Core,  

tradi5onal  business  

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What’s  our  Growth  Business?  

       

Strategy:  30%+  Growth,  Acquire,  Leverage  Core  &  Install  Base    •  Customer  Informa5on  Management  •  Communica5on  and  Shipping  

Solu5ons    

Measure  both  Core  and  Growth  internally  and  publicly  (Do  both  at  once)  

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What  Led  us  to  Our  Transforma5on  

       

Goal  of  Leveraging  Core  &  Installed  Base,  Cross-­‐Selling  SaaS  Applica5ons      How  do  you:  •  Pay  a  Hardware  rep  on  a  sogware  subscrip5on  •  Recognize  the  revenue  •  Change  the  customers  subscrip5on  on  the  fly?  •  Drive  Adop5on  of  the  subscrip5on?  •  Get  everyone  to  agree!?    

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Decisions  &  Lessons  Learned  

       

•  IT  and  Marke5ng  are  now  on  the  same  team  •  Communicate  clearly  even  if  you  are  not  sure  you  

are  sure  •  Use  an  employee  engagement  or  Change  

management  program  •  Must  emphasize  collabora5on  and  teamwork  

 

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Why  We  Chose  Zuora  

       

•  Did  not  want  to  build  capability  (not  our  core  competency)  

•  Oracle  is  inflexible  when  it  comes  to  Subscrip5ons  

•  Need  a  tool  that’s  easy  to  use,  scalable  &  flexible    •  Integrates  directly  to  our  Salesforce  CRM  •  Need  to  support  pricing  flexibility  for  future  

growth  

 

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What  We  Decided  

       

•  IT  and  Marke5ng  are  now  on  the  same  team  •  Communicate  clearly  even  if  you  are  not  sure  you  

are  sure  •  Use  an  employee  engagement  or  Change  

management  program  •  Must  emphasize  collabora5on  and  teamwork