San Mateo, Calif. – March 7, 2018 – Zuora, Inc., the leading provider of cloud-based software used to launch, manage and transform a company’s subscription business, today announced that its customer Carbonite relied on the Zuora® Central platform to successfully make the shift from a $40 million B2C business in 2011 to a $240 million B2B software company today.
Carbonite, a leader in data protection, was able to scale rapidly as a public company through five acquisitions in three years. But this growth also left the company with redundant order-to-cash systems, resulting in inefficient subscription management and cross-sell processes.
The Zuora Central platform was put into place between Carbonite’s CRM and ERP systems, serving as the single source of truth for its growing B2B model. By centralizing Carbonite’s view of customer usage across its many acquired solutions, Zuora Central improved the company’s sales efficiency and cross-sells. Nearly 70 percent of Carbonite’s bookings today now comes from business customers, a 16% increase in total revenue year-over-year.
“The cost of not implementing the Zuora service would be the loss of business agility and delayed time to market for our B2B growth strategy,” said Irwin Weiss, Vice President Information Technology at Carbonite. “Streamlining our business on the Zuora order-to-cash platform increased flexibility in terms of pricing, packaging, bundling — and that’s a key business need that was not being met by our home grown or legacy systems.”
Carbonite’s use of Zuora Central helped the company support its business goals of:
- New Products Launched Into New Segments: The key to business growth was Carbonite’s expansion into the B2B addressable market. Using the Zuora platform enabled the company quickly to offer new products capitalizing on growth areas.
- Channel Sales Growth: Energizing a community of managed service providers to sell higher-priced B2B solutions was critical to growth. Zuora also helped Carbonite quickly go to market in terms of pricing, packaging, and bundling to cross sell its wide portfolio of products.
- Streamlined Technology Infrastructure: “One Carbonite” is a business initiative to streamline technology and boil it down to a single platform. Zuora Central eliminated technology and process redundancies and alleviated manual IT labor.
“The strategic growth initiatives of cloud companies like Carbonite illustrate the market opportunity for subscription order-to-cash solutions,” said Tom Krackeler, SVP of Product at Zuora. “Without a hub like Zuora Central, we hear from a lot of SaaS companies that they are unable to monetize multiple product editions, support consumption-driven pricing models, incentivize cross-sells, or prepare operationally for going global.”
To adapt these lessons of growth for your own company, download Zuora’s guide “10 Growth Strategies for SaaS” and whitepaper on “The Three SaaS Metrics that Matter.” You can also read the Carbonite case study here.
Additional Resources
“The Subscription Economy: A Business Transformation” by Tien Tzuo, CEO of Zuora
SlideShare: “Drivers of Success in the Subscription Economy”
MGI Research Forecast on Agile Monetization Platforms 2016-2020
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About Zuora, Inc.
Zuora, powering the Subscription Economy®, provides the only SaaS platform that automates all subscription order-to-cash operations in real-time for any business. Companies in any industry can launch new businesses, shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, and disrupt market segments to gain competitive advantage. Zuora serves more than 900 companies around the world in a wide range of industries, including Box, Komatsu, Rogers, Schneider Electric, Toshiba, Xplornet and Zendesk. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Denver, San Francisco, London, Paris, Beijing, Sydney, Chennai and Tokyo.
About Carbonite
Carbonite (NASDAQ:CARB) provides a robust Data Protection Platform for businesses, including backup, disaster recovery, high availability and workload migration technology. The Carbonite Data Protection Platform supports any size business, in locations around the world with secure and scalable global cloud infrastructure. To learn more visit www.Carbonite.com.
Media Contact:
Jayne Scuncio
408-348-1087
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