Beyond Billing – Getting the Full Value from your Recurring Revenue Business

Beyond Billing Getting the Full Value from your Recurring Revenue Business

Jon Gettinger

SVP Marketing, Aria Systems

© 2014 Proformative

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Agenda

• About Aria Systems

• The Recurring Revenue Challenge

• Our Solution

• Q & A

All Contents © 2013 Aria Systems2


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InnovationsChannelBilling

BusinessIntelligence

Active Orchestration

MultipleDeployment Options

InventedCloud Billing

The Aria Story So Far

Leading Customers

Proven Team


© 2014 Proformative 4

What does Aria do?

Aria Powers Recurring Revenue for the Enterprise

All Contents © 2013 Aria Systems


What is Aria?

Aria is a Commerce Hub for Recurring Revenue



Why Hub?

Hub (noun) - the effective center of an activity, region, or network

Hub = Services + Communications + Intelligence

That’s Aria, too!



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Companies Optimizing Value with Aria



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Aria Customer

Mastering Markets

Innovators use recurring revenue for strategic advantage

DelightingCustomers

Their customer’s satisfaction is fundamental to success

Believe in the Cloud Focusing on core competencies



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Key Trends in Recurring Revenue

• 10B+ devices (from 1B in 2000 – ITU, Morgan Stanley

• Consumer spending to grow by $5 trillion WW (double the previous decade) – McKinsey

• By 2015, 40%+ of media and digital-products companies will use subscription services for their fulfillment, billing, and renewals. — Gartner

Growth Trends Will Accelerate Growing Impact on Business Value

“Companies that are not offering subscription options as part of their product mix should put a priority on assessing the value of developing a subscription strategy.”

— Gartner “The next billion consumers are not another billion …”

— Growth Trends to 2020,Bain & Co



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Recurring Revenue Management

Portfolio of business strategies

Relationship centric approach

Impacts the entire business



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The Business Impacts of Recurring Revenue

Selling is Different

Managing Customersis Different

Reportingis Different

Innovation Increases

More support for customers

Regular adjustment to pricing and packaging



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Odds are that isn’t all they need.

Companies Look to Billing to Solve Their Problems

“A billing system will solve our recurring revenue problem”

Single Customer View Solution

Opportunity Management

Solution

Billing System

Process CompletionSolution



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What Can Go Wrong

???

4 Key Aria Platform Design Principles

SOLUTIONS

Relationship Commerce

Unified Customer View

Adaptive Selling

ProcessOrchestration

Unparalleled Availability

Lack of scale, security,

robustness

Fragmented View of

Customer

Agility to react to and monetize opportunities

Revenue Leakage and process completion

Providing basic services like

billing



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The “Real” Recurring Revenue Challenge

Systemic Layer

Rev Rec

AccountingBilling ERP

Taxes Fin Ops Communications

CRM ProvisioningeCommerce

Reporting

Organizational/Functional Layer

Finance Customer ServiceSales Marketing IT

C U S T O M E R R E L AT I O N S H I P T I M E L I N E

Event 1 Event 2 Event 3 Event 4 Event 5 Event 6

• Hundreds of events to manage • Many services that must be provided• Existing systems that must be integrated• Quick turnaround for strategy changes



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Billing Re-Imagined


ActiveOrchestration

EnterpriseCloud

Adaptive Selling

Single Customer

View



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Aria’s Magic: Keeps The Customer in Focus at All Times

• No Fragmentation, ever

• Customer information updated in real time across your recurring revenue business

• Available to all stakeholders

• Scale out to millions of customer

Sales

Service DeliveryFinance

Customer Support

BRAND DAMAGEAria keeps customers happy and coming back for more



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• Many ways for customers to connect with products

• Subscriptions, Usage, Tiers etc.

• Acquire & Process Revenue

• Billing, Invoicing, Payments, Taxes, RevRec, FinOps Support

• No Vendor Lock In

• Use our services, our partners or connect to your existing components


ActiveOrchestration

EnterpriseCloud

AdaptiveSelling

Single Customer

View

Because Billing Doesn’t Happen in a Vacuum!All Contents © 2013 Aria Systems

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Active Orchestration


ActiveOrchestration

EnterpriseCloud

AdaptiveSelling

Single Customer

View

Orchestration for the entire customer lifecycle

• Intelligent Communication

• Real-time push response to events

• Communicates when events occur

• Data Management

• Synchronize information between systems

• Process Automation

• Touchless processes

• Include Workflows

• No Revenue Leakage



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Adaptive Selling


ActiveOrchestration

EnterpriseCloud

AdaptiveSelling

Single Customer

View

Never Miss an Opportunity to Sell (or save) a Customer

• Identify opportunities in your customer data.

• Test and deliver offers based on events

• Introduce new products quickly

• Make pricing adjustments on the fly



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Enterprise Cloud

• Secure: PCI Level 1

• Role based access controls

• Complete Audit Trails

• EU Safe Harbor

• Reliability

• LiveRelease

• Disaster Recovery

• Active Failover

• Geo Diverse Data Centers

• Deployment Options: Multi Tenant Private Cloud, Single Tenant Private Cloud and On Premise Pod


ActiveOrchestration

EnterpriseCloud

AdaptiveSelling

Single Customer

View

Aria Meets Highest Standards of Service Quality, from the cloudAll Contents © 2013 Aria Systems

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Intel : Multi Phase Launch

Project OverviewIntel turned to Aria Systems’ commerce hub to manage their over-the-top subscription service to deliver TV content to consumers.

includes Ad-Supported, Free, and Premium Channel plans

sold in monthly based recurring intervals and users have capability to download/watch nearly 8,000 Videos on Demand (VOD)

Current Project StatusPhase one ‘Friends and Family’ launch in mid December 2012 – intel launched the new service to a small “friends and family”’ audience. From Kick-off to launch the implementation was just over 2 months.

Phase two launch ‘targeted marketing areas’ late March 2013 - San Francisco, CA, Chandler, AZ, and Portland, OR.

Deciding FactorsRobust API layer that talks to the myriad of applications that Intel has internally (SAP, provisioning systems, Salesforce.com, ADP Taxware, etc.)

Understanding of the business use cases (big differentiator), and our expertise and knowledge in the Enterprise space with companies supporting a large number of end customers in a B2C model.

The professionalism and knowledge demonstrated by the Aria team, during the entire sales process

Erik Huggers, Corporate Vice President and General Manager of Intel Media and a member of Intel’s Management Committee. Prior to joining Intel, Erik was the Director of BBC Future Media & Technology and a member of the BBC's Executive Board.

Key Stakeholder


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Verizon : Enabling Disruptive Technology

Project OverviewVerizon Terremark turned to Aria Systems to support recurring revenue management for a net new B2C Platform as a Service initiative. Verizon did an internal evaluation of 59 existing billing systems but ultimately chose Aria Systems. The engagement included Aria Private Suite and 1000 hours of professional services.

Current Project StatusContract signatures were executed in mid December 2012

Go-Live September 30th - Scope includes 26 – 28 different currencies, integration with cybersource, vertex, and a homegrown CSR Portal.

Deciding FactorsEnterprise Grade Architecture

Unified Channel Billing – Aria Systems proprietary technology enabling our clients to maximize their channel strategy.

A true robust API layer

Consultative approach to the sales process including a devoted resource for testing.

Technical backend – decision was made almost exclusively by IT. There was very little input from the business side.

Kevin Clarke, VP Cloud Platform EngineeringPrior to joining Verizon Kevin spent time at EMC and Sun Microsystems

Key Stakeholder


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VMware : Expansion Through Success

Land & ExpandVMware Go -> CloudFoundry ->Virtual Private Cloud ->Subscription Delivery Platform

VMware SDP - VMware turned to Aria Systems to support their subscription delivery platform. This is VMware’s first direct foray into Cloud Services, expected to generate over $1B in sales in 2014 for all their cloud offerings, all running on Aria.

Current Project StatusPhased rollout requiring implementation engagement into 2014

The initial rollout (Phase I) included over 700 plans and includes usage services and contracts on accounts. VMware required that the entire sales relationship be housed in Aria, to accommodate their business process.

The initial product being launched is called vCloud Hybrid Service. The platform that supports vCloud Hybrid Service will also be the platform as other PaaS providers come online as VMware builds out its product offering.

Deciding FactorsEnterprise Grade Architecture

Unified Channel Billing – Aria Systems proprietary technology enabling our clients to maximize their channel strategy.

A true robust API layer

Parent Child Account Hierarchies

Technical backend – decision was made almost exclusively by IT. There was very little input from the business side.

Bill Heil, CBW (Chief Bottle Washer)Prior to joining VMware Bill was CEO at Kestrel Partners and President and COO at Webex

Key Stakeholders

Sindy Braun, VP, New Product Introduction and Strategic Program Management at VMware


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The Aria Difference

Make More Money• Optimizing the lifetime value

of customer relationships

• The business is growing and valued by Wall Street

Keep Customers Engaged• Delivering a consistent

high quality customer experience

• My information always presented in context

Easily Manage• It’s in the Cloud!

• Pushes Information

• No rip and replace


ActiveOrchestration

AdaptiveSelling

Single Customer

View

EnterpriseCloud

Solves Big Problems• Handles scale and complexity,

security, reliability, compliance

• High Performance Operation



Thank-you


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Q&A

Beyond Billing – Getting the Full Value from your Recurring Revenue Business

Business

Transcript of Beyond Billing – Getting the Full Value from your Recurring Revenue Business