{"id":471507,"date":"2021-04-06T08:03:24","date_gmt":"2021-04-06T12:03:24","guid":{"rendered":"http:\/\/www.marketnewsdesk.com\/?p=471507"},"modified":"2021-04-06T08:03:24","modified_gmt":"2021-04-06T12:03:24","slug":"zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank","status":"publish","type":"post","link":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/","title":{"rendered":"Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank"},"content":{"rendered":"<p>        <!--.bwalignc { text-align: center; list-style-position: inside }\n.bwlistdisc { list-style-type: disc }body {font:normal small Arial,Helvetica,sans-serif;color:#000;background-color:#fff;padding:24px;margin:0;} a img {border:0;} h3 {font-size:medium;color:#000;margin:0 0 1em 0; text-align:center;}-->  <\/p>\n<p class=\"bwalignc\"><b>Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank<\/b><\/p>\n<p class=\"bwalignc\"><i>New Research Partnership Focuses on Strategies for Optimizing High Growth Subscriptions<\/i><\/p>\n<p>REDWOOD CITY, Calif.&#8211;(<a href=\"http:\/\/www.businesswire.com\">BUSINESS WIRE<\/a>)&#8211;<a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=https%3A%2F%2Fwww.zuora.com%2F&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=Zuora%2C+Inc.&amp;index=1&amp;md5=e7ca050be1f5772539eba3e5b5d63b78\">Zuora, Inc.<\/a>, (NYSE:ZUO) the leading subscription management platform provider, today announced its joint research with <a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=https%3A%2F%2Fwww.bcg.com%2F&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=Boston+Consulting+Group&amp;index=2&amp;md5=8a3350c4763317b8dffa3dc33ca93603\">Boston Consulting Group<\/a> (BCG) in collaboration with the <a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=https%3A%2F%2Fwww.subscribed.com%2Fsubscribed-institute&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=Subscribed+Institute&amp;index=3&amp;md5=c8f52995c3dc956d6d1a13b159d5c998\">Subscribed Institute<\/a>, Zuora\u2019s think tank for the Subscription Economy\u00ae. BCG joins the Institute\u2019s growing ecosystem of partners, academics, and practitioners, focused on solving the challenges and unlocking opportunities to help subscription companies succeed.\n<\/p>\n<p>\nThe newest research<sup>1<\/sup> from BCG and the Subscribed Institute suggests that 70-80% of the revenue of a successful subscription business should come from existing customers to optimize growth. However, many companies often fall short of monetizing those relationships, according to the report, \u201c<a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=https%3A%2F%2Fwww.zuora.com%2Fresource%2Fhow-to-nail-the-land-and-expand-model-to-drive-subscription-growth%2F&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=How+to+Nail+the+%26%238220%3BLand+and+Expand%26%238221%3B+Model+to+Drive+Subscription+Growth&amp;index=4&amp;md5=979ba46996e0ab22e38c499306ca8583\">How to Nail the \u201cLand and Expand\u201d Model to Drive Subscription Growth<\/a>.\u201d\n<\/p>\n<p>\nCo-author and pricing expert <b>John Pineda, Partner and Director at BCG<\/b> said, \u201cFreemium models are useful for customer acquisition and expansion, but not for generating actual revenue growth. Technology companies that focus on landing a bunch of new accounts, without taking care of them will end up losing customers, as well as the incredible growth they represent. Pricing to value is key to improving core business profitability&#8211; and the subscription model makes it easy.\u201d\n<\/p>\n<p>\nThe report explores the direct correlation between the \u201cland and expand\u201d strategy and annual recurring revenue, by comparing non-subscription to subscription-based technology companies. Findings suggest that businesses with 70-80% of revenue coming from existing customers can achieve:\n<\/p>\n<ul class=\"bwlistdisc\">\n<li><b>Nearly 2X Annual Recurring Revenue (ARR) Growth. <\/b>When compared to traditional Hardware and Software companies, enterprise SaaS companies consistently focus on the expansion of revenue across four critical dimensions: upselling, cross-selling, growing volume, and capturing price increases.\n<\/li>\n<li><b>30% Higher ARR. <\/b>SaaS companies are stronger than non-SaaS companies at escaping the \u201cleaky bucket\u201d trap with a stronger investment in providing ongoing value to existing customers.\n<\/li>\n<li><b>Bigger Upsell Opportunity. <\/b>For SaaS companies, land, expand, and retain performance improves with increase in ARR.<b \/>Companies with more than $100 million in ARR consistently outperformed companies with less than $10 million in ARR in overall growth (+14%), average net expansion (+12%), upsell revenue expansion (+10%), new customer growth (+2%), and churn (3% lower).\n<\/li>\n<\/ul>\n<p>\n\u201cAs-a-service business models are the future of economic growth,\u201d <b>said Amy Konary, Founder and Chair, the Subscribed Institute at Zuora<\/b> and former IDC analyst for digital business models of nearly 20 years. \u201cWe\u2019re thrilled to partner with BCG to continue providing the world with the leading research and expertise on subscription strategy and monetization.\u201d\n<\/p>\n<p>\nDownload the report <a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=https%3A%2F%2Fwww.zuora.com%2Fresource%2Fhow-to-nail-the-land-and-expand-model-to-drive-subscription-growth%2F&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=here&amp;index=5&amp;md5=b52d422aac9bb0dff38a778bedd88daf\">here<\/a> for best practices to improve your company\u2019s Land and Expand approach in today\u2019s Subscription Economy. Pineda and Konary are also <a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=https%3A%2F%2Fwww.weforum.org%2Fagenda%2F2020%2F10%2Fdownturn-good-news-subscription-companies%2F&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=published&amp;index=6&amp;md5=3d6c6479b4f9ea60b73a4bbe249c0f2f\">published<\/a> by the World Economic Forum.\n<\/p>\n<p>\nFor more information, contact the Subscribed Institute at:<br \/>\n<br \/><a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=https%3A%2F%2Fwww.subscribed.com%2Fsubscribed-institute&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=https%3A%2F%2Fwww.subscribed.com%2Fsubscribed-institute&amp;index=7&amp;md5=1b6624819b6c4ee78e0e1c639c5a8071\">https:\/\/www.subscribed.com\/subscribed-institute<\/a><\/p>\n<p><b>About Zuora, Inc.<\/b><\/p>\n<p>\nZuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy\u00ae, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-revenue process seamlessly across billing and revenue recognition. Zuora serves more than 1,000 companies around the world, including Box, Ford, Penske Media Corporation, Schneider Electric, Siemens, Xplornet, and Zoom. Headquartered in Silicon Valley, Zuora also operates offices around the world in the U.S., EMEA and APAC. To learn more about the Zuora platform, please visit <a rel=\"nofollow\" href=\"https:\/\/cts.businesswire.com\/ct\/CT?id=smartlink&amp;url=http%3A%2F%2Fwww.zuora.com&amp;esheet=52406709&amp;newsitemid=20210406005149&amp;lan=en-US&amp;anchor=www.zuora.com&amp;index=8&amp;md5=3db77ec0d44fa5efc63eb306ecab77f1\">www.zuora.com<\/a>.\n<\/p>\n<p>\n\u00a9 2021 Zuora, Inc. All Rights Reserved. Zuora is a trademark or registered trademark of Zuora, Inc. Third party trademarks mentioned above are owned by their respective companies.\n<\/p>\n<p><b>About Boston Consulting Group<\/b><\/p>\n<p>\nBoston Consulting Group partners with leaders in business and society to tackle their most important challenges and capture their greatest opportunities. BCG was the pioneer in business strategy when it was founded in 1963. Today, we help clients with total transformation\u2014inspiring complex change, enabling organizations to grow, building competitive advantage, and driving bottom-line impact.\n<\/p>\n<p>\nTo succeed, organizations must blend digital and human capabilities. Our diverse, global teams bring deep industry and functional expertise and a range of perspectives to spark change. BCG delivers solutions through leading-edge management consulting along with technology and design, corporate and digital ventures\u2014and business purpose. We work in a uniquely collaborative model across the firm and throughout all levels of the client organization, generating results that allow our clients to thrive.\n<\/p>\n<p>\nSOURCE: Zuora Financial\n<\/p>\n<hr \/>\n<p><sup>1<\/sup><i>How to Nail the \u201cLand and Expand\u201d Model to Drive Subscription Growth<\/i>, Boston Consulting Group (BCG)\u2019s Value Science team and Subscribed Institute, March 2021\n<\/p>\n<p><img decoding=\"async\" alt=\"\" src=\"https:\/\/cts.businesswire.com\/ct\/CT?id=bwnews&amp;sty=20210406005149r1&amp;sid=flmnd&amp;distro=nx&amp;lang=en\" style=\"width:0;height:0\" \/><span class=\"bwct31415\" \/><\/p>\n<p id=\"mmgallerylink\"><span id=\"mmgallerylink-phrase\">View source version on businesswire.com: <\/span><span id=\"mmgallerylink-link\"><a href=\"https:\/\/www.businesswire.com\/news\/home\/20210406005149\/en\/\" rel=\"nofollow\">https:\/\/www.businesswire.com\/news\/home\/20210406005149\/en\/<\/a><\/span><\/p>\n<p>\nJayne Gonzalez<br \/>\n<br \/><a rel=\"nofollow\" href=\"mailto:press@zuora.com\">press@zuora.com<br \/>\n<\/a><br \/>408-348-1087\n<\/p>\n<p><b>KEYWORDS:<\/b> United States North America California Massachusetts<\/p>\n<p><b>INDUSTRY KEYWORDS:<\/b> Internet Data Management Other Technology Technology Software<\/p>\n<p><b>MEDIA:<\/b><\/p>\n<table cellpadding=\"3\" cellspacing=\"3\">\n<tr>\n<td><font face=\"Arial\" size=\"2\"><b>Logo<\/b><\/font><\/td>\n<\/tr>\n<tr>\n<td><img decoding=\"async\" src=\"https:\/\/mms.businesswire.com\/media\/20210406005149\/en\/772931\/3\/zuora-logo-navy-large.jpg\" alt=\"Logo\" \/><\/td>\n<\/tr>\n<tr>\n<td><font face=\"Arial\" size=\"2\"><\/font><\/td>\n<\/tr>\n<\/table>\n","protected":false},"excerpt":{"rendered":"<p>Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank New Research Partnership Focuses on Strategies for Optimizing High Growth Subscriptions REDWOOD CITY, Calif.&#8211;(BUSINESS WIRE)&#8211;Zuora, Inc., (NYSE:ZUO) the leading subscription management platform provider, today announced its joint research with Boston Consulting Group (BCG) in collaboration with the Subscribed Institute, Zuora\u2019s think tank for the Subscription Economy\u00ae. BCG joins the Institute\u2019s growing ecosystem of partners, academics, and practitioners, focused on solving the challenges and unlocking opportunities to help subscription companies succeed. The newest research1 from BCG and the Subscribed Institute suggests that 70-80% of the revenue of a successful subscription business should come from existing customers to optimize growth. However, many companies often fall short of monetizing those relationships, according &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank&#8221;<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-471507","post","type-post","status-publish","format-standard","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank - Market Newsdesk<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank - Market Newsdesk\" \/>\n<meta property=\"og:description\" content=\"Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank New Research Partnership Focuses on Strategies for Optimizing High Growth Subscriptions REDWOOD CITY, Calif.&#8211;(BUSINESS WIRE)&#8211;Zuora, Inc., (NYSE:ZUO) the leading subscription management platform provider, today announced its joint research with Boston Consulting Group (BCG) in collaboration with the Subscribed Institute, Zuora\u2019s think tank for the Subscription Economy\u00ae. BCG joins the Institute\u2019s growing ecosystem of partners, academics, and practitioners, focused on solving the challenges and unlocking opportunities to help subscription companies succeed. The newest research1 from BCG and the Subscribed Institute suggests that 70-80% of the revenue of a successful subscription business should come from existing customers to optimize growth. 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BCG joins the Institute\u2019s growing ecosystem of partners, academics, and practitioners, focused on solving the challenges and unlocking opportunities to help subscription companies succeed. The newest research1 from BCG and the Subscribed Institute suggests that 70-80% of the revenue of a successful subscription business should come from existing customers to optimize growth. However, many companies often fall short of monetizing those relationships, according &hellip; Continue reading \"Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank\"","og_url":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/","og_site_name":"Market Newsdesk","article_published_time":"2021-04-06T12:03:24+00:00","og_image":[{"url":"https:\/\/cts.businesswire.com\/ct\/CT?id=bwnews&amp;sty=20210406005149r1&amp;sid=flmnd&amp;distro=nx&amp;lang=en","type":"","width":"","height":""}],"author":"Newsdesk","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Newsdesk","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/#article","isPartOf":{"@id":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/"},"author":{"name":"Newsdesk","@id":"https:\/\/www.marketnewsdesk.com\/#\/schema\/person\/482f27a394d4fda80ecb5499e519d979"},"headline":"Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank","datePublished":"2021-04-06T12:03:24+00:00","mainEntityOfPage":{"@id":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/"},"wordCount":808,"image":{"@id":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/#primaryimage"},"thumbnailUrl":"https:\/\/cts.businesswire.com\/ct\/CT?id=bwnews&amp;sty=20210406005149r1&amp;sid=flmnd&amp;distro=nx&amp;lang=en","inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/","url":"https:\/\/www.marketnewsdesk.com\/index.php\/zuoras-subscribed-institute-welcomes-boston-consulting-group-to-the-think-tank\/","name":"Zuora\u2019s Subscribed Institute Welcomes Boston Consulting Group to the Think Tank - 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