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Webinar Recording

How to Measure the Performance of a Subscription Business

Date: Wednesday, April 23, 2014
Time: 2:00 pm - 3:00 pm EDT There are no CPE Credits for this Solution Demonstration.
How do you measure the true value of a subscription business? A traditional GAAP financial analysis can’t measure the health of a subscription business because it doesn’t recognize the value of subscription revenue. Revenue acquisition costs are front-loaded and usually high for fast-growing subscription companies. In addition, revenue often accrues over the life of the customer. That means you need to weigh the true cost of acquiring new revenue to find the heartbeat of your business.

Attend this webinar to learn techniques and benchmarks that will help you assess how to measure, analyze, and understand subscription products and businesses.
After attending this event you will be able to:
Understand why traditional financial metrics (GAAP) are inadequate for subscription businesses
Effectively measure the success of a subscription-based business
Benchmark your subscription business to help you make profitable decisions


Iain Hassall, VP of Finance and Corporate Controller, Zuora
Iain Hassall
VP of Finance and Corporate Controller, Zuora
Mr. Hassall has served as Zuora’s VP of Finance and Corporate Controller since 2010 and is responsible for its worldwide Accounting, FP&A and Contract Management functions. Zuora is the leading subscription management platform, enabling companies in the Subscription Economy to manage the entire customer lifecycle from initial quoting, to billing and renewals, to the finance implications of its transactions.

During his tenure at Zuora, Mr. Hassall has assisted in raising over $100M venture capital funding. Prior to joining Zuora, Mr. Hassall was a Senior Audit Manager for KPMG, focusing on SaaS and Software clients in both the USA and Australia. Mr. Hassall earned his degree in Commerce from the University of New South Wales in Australia and is a Certified Public Accountant in the USA and Chartered Accountant in Australia (both inactive).
Dave Key, Managing Director, Cloud Strategies
Dave Key
Managing Director, Cloud Strategies
Dave Key is Managing Director of Cloud Strategies, where he helps software companies transform to SaaS and SaaS companies perform at their highest possible level. Dave has built and supported large enterprise systems with both on-premise and Software as a Service (SaaS) platforms.

Dave was the founding CEO of YouMail an advanced voicemail and smartphone personal digital assistant app and FieldCentrix a pioneer in enterprise mobile field service applications. Dave was the founding head of software at FileNet (acquired by IBM). Dave’s team at FileNet created the world’s first production Enterprise Content Management (ECM) system and invented the Business Process Management (BPM).
Moderated by: Ernie Humphrey, Educational Programs Leader, Proformative
Moderated by: Ernie Humphrey
Educational Programs Leader, Proformative
Ernie currently serves as the CEO of 360 Thought Leadership Consulting and as the Educational Programs Leader for Proformative. 360 Thought Leadership Consulting helps companies define and unlock the strategic value of their thought leadership programs by delivering comprehensive marketing services and business development strategy consulting. Previously Ernie served as the Vice President, Educational & Marketing Programs for Proformative. Ernie has overseen the content and execution of over 200 events designed to further the careers of finance and accounting leaders and related professionals. Formerly, Ernie served as the Director of Treasury Services and as a Director of the Corporate Treasurers Council for the Association for Financial Professionals. Ernie has extensive experience in the areas of educational program development and execution, online marketing, website content management, international cash management, and acquisition integration. Ernie has a BS and MS in Economics both from Purdue University.


Event Sponsor Zuora
Zuora - Zuora is the global leader in Relationship Business Management solutions. Zuora delivers the subscription billing, commerce and finance capabilities that have become the industry standard to help companies transition to the Subscription Economy. Enterprises and emerging companies alike use Zuora's multi-tenant cloud solution to enable growth strategies, to streamline key processes and to provide visibility into the metrics that matter most in the Subscription Economy. Zuora services innovative customers like Dell, Informatica, TataCommunications,, DocuSign, HP, Xplornet, Ustream and Reed Business Information.
By filling out this form you will become a member of Proformative, and are subject to Proformative's User Agreement. This webinar is provided to you for free by the sponsor, who may contact you later.

There are no CPE Credits for this Solution Demonstration.