Zuora: Recurring Revenue Model Solutions

CIO VendorTien Tzuo, Co-founder & CEO “You have to know how many customers you can address, how many customers you can acquire, how many you can retain, how much revenue you can get per customer—everything in detail and in real time. Rather than putting the focus of business on the ’product‘ or ’transaction‘, subscription economy companies live and die by their ability to focus on the customer,” says Tien Tzuo, Co-founder and CEO, Zuora. This need for customer focus is leading to subscription-based models in companies, thereby triggering cloud and SaaS adoption. Zuora, founded in 2007, provides technology for companies to move from product sales to subscription model by building the next generation billing, commerce, and finance platform.

Built by SaaS industry veterans from salesforce.com, PayPal, and Netsuite, Zuora derives its name from the three co-founders—Tien Tzuo, K.V. Rao, Cheng Zou. The company’s multi- tenant cloud platform enables high-growth companies—from startups to enterprises in any industry—to launch, scale, and monetize any subscription based products and services.
“Traditional applications or services do not give a real-time or accurate view of what is happening. These software or applications have a ‘window period’-to take some snap shots of the accumulated data, process it, clean the data to correlate it, and then create a consistent picture,” says Tzuo. Zuora’s product suite defies this lengthy process. Z-Business for cloud services by Zuora offers a powerful end-to-end cloud solution that delivers flexible pricing, rating and SaaS billing, managing the entire subscription lifecycle of a customer and providing real time insights into key subscription metrics. “Your customers can engage with you in so any different ways. Once you build an offer, you must be able to deploy it on your website, into the quoting engine with your salespeople, onto an iPad. You must be able to give your resellers a special web browser that they can actually use, and then you build specific rules for these channels. So this whole multi-channel way of interacting with your customers becomes really important,” adds Tzuo.

The company’s Z-Business Commerce application helps businesses develop ongoing, multi- channel relationships with their subscribers via a code-free PCI check-out pages, robust APIs, and Salesforce integration.

Their Z-Business Billing application provides industry-leading rating, invoicing, tax, and payment collections capabilities to enable growth strategies for the world’s largest subscription businesses while the Z-Business Finance application manages the complexities of accounting and revenue recognition operations for subscription businesses, by allowing finance teams to summarize their subscription transactions and create summary journal entries for their accounting close processes in any general ledger system.
Dell, one of the largest technology companies in the world was looking for a subscription model to touch base with customers and addresses what customers have been asking for: lower total cost of ownership and a faster time to implementation. Upon short listing companies from various vendors, Dell chose the solutions offered by Zuora. With Zuora’s Z-Billing, Dell is now able to manage thousands of products that have complex recurring and usage-based pricing. The company has eliminated the cumbersome spreadsheets and hours of creating and maintaining SKUs in legacy systems. With an illustrious clientele including Box, Zendesk, News International, Kaplan, HP, Docusign, TripAdvisor and Informatica, Zuora in the coming days wishes to dominate local and international markets with its robust product suite, enabling companies to manage the entire customer lifecycle.

Rather than putting the focus of the business on the “product” or the “transaction”, subscription economy companies live and die by their ability to focus on the customer


Foster City, CA

Tien Tzuo, Co-founder & CEO

Zuora delivers SaaS-based billing, commerce and finance solutions for taming operational complexities of businesses with recurring revenue.